McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve – we care.

What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow’s health today, we want to hear from you.

The Area Vice President, Sales (AVPS) is the senior leader responsible for leading the customer strategy, business development execution and retention for the Health System market within a specified geography.  This key leadership role will be responsible for revenue and profitability growth that exceeds industry standards by utilizing McKesson’s strength in distribution and unique value proposition across the health system care continuum. This growth is achieved with strategic planning that includes business development opportunities with customers, partners, and associations. Retention of customers is a priority with product and expansion capabilities uncovered with key customer business reviews.  This key leadership role is responsible for C-Suite relationships within customers and associations that are critical for the MMS Enterprise Health System strategy.  Strategic negotiation skills are required as this role will be required to support their Field Vice President and Business Development Executive team in critical new and existing customer contract negotiation.  P&L responsibility along with individual customer profitability including revenue generation, accounts receivable collection and account profitability will be measured and aligned with goals for team members and for the Area Sales Vice President.

Business plan and financial performance will be measured monthly with quarterly business and individual team member performance. Coaching, mentoring and direct report feedback are critical as this key leader is expected to have team members that support a high-performing culture with strategic selling, negotiation and closing skills. This key leadership will empower their team’s success with a high level of virtual and in person coaching time that drives performance and customer success exceeding business goals. This coaching and team development includes advancing our competitive position by selling our McKesson Medical Surgical and overall Enterprise Health System value proposition offered with our products and services. Team management, customer record maintenance and sales funnels will be managed and advanced with our recognized leading CRM of SalesForce.com.

This senior leadership role leads team achievement with a customer success strategy utilizing a multi-departmental approach within MMS, across McKesson and within key associations and supporting partners such as GPO’s and manufacturers. Executive presentation skills with the use of written and verbal communication, MS Office tools such as excel and PowerPoint, and proficient use of PowerBI tools are a requirement. Executive presence is required within McKesson and externally with C-Suite and high-level customer executives.

I2Care and iLead principles are mandated as this is a core value of McKesson’s foundational principles.  Collaboration and key partnerships are required to drive alignment of customers and business synergies across McKesson, partners, associations and the Healthcare Industry.

Key Responsibilities:

Sales and Contract Success

1. Strategic Leadership:

Develop and execute a comprehensive customer sales strategy that aligns with the organization's goals and objectives.

Analyze Health System market trends and identify opportunities for growth and expansion within their defined customer geography.

Execute business development plans with new and existing customers, product categories and value-added services by leveraging teams within MMS, McKesson, and Industry partners with close collaboration for results.

2. Sales Execution:

Set and achieve above industry sales targets consistently with revenue, margin and profitability metrics that yield quarter over quarter; year over year results that are above industry CAGR results.

Customer contract retention and expansion strategy development are critical with sales funnels that demonstrate a sense of urgency for market share within the AVPS’s geographic scope.

Lead quarterly profitability customer team reviews to ensure sales funnel, revenue and profitability budgets are met by partnering with the value management and financial teams including accounts receivable customer management.

3. Direct Customer Engagement:

Foster strong relationships with key customers and customer teams, acting as a customer advocate that understands each customer vision and distribution needs.

Earns relationship with C-Suite decision makers, key influencers, and day-to-day users so all customer needs are recognized and retained.

Represent the MMS Enterprise Health System team at regional and national industry events and associations as a recognized thought leader.

4.  Negotiation and Contract Closure:

Lead complex negotiations with customer and strategic partners to secure favorable contract terms and close high-value deals.

Utilize advanced negotiation techniques to overcome objections and challenges, ensuring customer and McKesson success for new contract, renewals and expansion success.

Train and mentor, the sales team on effective contract negotiation strategies to enhance overall team performance and close rates by including our finance and legal partners to maintain business alignment.

Know and adhere to customer contracts within AVPS geography including terms, conditions and renewal dates to avoid contract penalties, breach and expiration.

Team and Business Metric Success

5. Collaboration and Communication:

Work closely with other key internal stakeholders, partners, and departments such as (but not limited to) Customer and Sales Support, Project Management, HR, IT, Finance, Value Management, PSSP, Marketing, Legal, Public Affairs and all McKesson Corporation business teams to ensure alignment and support for sales and customer initiatives.

Communicate often with executive leadership on progress, challenges, and opportunities with appropriate presentation and communication material including preread, presentation and follow up materials. Communication cross functionally is critical with all teams within MMS and McKesson Enterprise with i2Care and iLead principles at all times.

6. Customer Success Metrics and Reporting:

Establish and track customer success metrics to measure the effectiveness of customer growth and expansion initiatives.

Manage customer data within SalesForce.com CRM for funnel preparation that produces regular reports and presentations that highlighting key opportunities, risks, and opportunities.

Drive the attainment of customer satisfaction indicators such as service level, Net Promoter Score (NPS), inventory reporting for attainment of customer goals.

7. Team Leadership & Development:

Lead, mentor, and develop a high-performing team that is known with demonstrated sales excellence.

Foster a positive and collaborative work environment that encourages professional growth and development.

Build an inclusive culture that focusing on  integrity and follow-through on commitments, holds teams and selves accountable, sets and clarifies expectations, as well as encourages treatment of peers and each other, customers and vendors with dignity, consideration, and open mindedness.

Encourage and demonstrate a positive and tenacious attitude that delivers against strategic priorities and establishes a culture of accountability.

Lead courageously and is committed to the greater good – for the company, customers, and healthcare industry by delivering on promises and commitments.

Communicate expectations and MBO’s including constructive performance review feedback that drives employee engagement. And conversely open to receiving, asking, and acting on feedback received.

Degree or equivalent experience. Typically requires 12+ years of professional

experience and 4+ years of management experience.

Education/Training – Bachelor’s degree or equivalent required; Masters preferred

Business Experience:

Minimum of 10 years of proven sales experience in the healthcare market with recognized achievements and a track record of exceeding sales targets

Minimum of 5 years of proven sales management experience preferred with recognized achievements and a track record of exceeding sales team targets

Specialized Knowledge/Skills:

Required:

Dynamic and influential leader with exceptional networking, consultative, and healthcare sales skills, poised to inspire and drive a sales team and cultivate a culture of sales excellence, teamwork, and customer success.

Must have multiple examples of providing sales strategy leadership and business market development to drive complex teams results with execution.

Exceptional relationship building skills at all levels, both internally and externally with ability to demonstrate i2Care and iLead principles at all times.

Cross functional leadership with the ability to influence and gain support across complex teams by leading strategic plan and harnessing resources through influence. 

Outstanding communication, presentation and listening skills

Strong analytical skills and financial business with executive presence and appropriate communication to gain support and reflect inclusion at all times.

Willingness to travel and be available for key projects as needed.

Valid driver’s license and acceptable driving record

Preferred:

Experience in the Health Systems industry with previous experience in distribution, manufacturing or Group Purchasing Organizations

High level of computer proficiency using MS Suite and SalesForce.com CRM management

Working Conditions:

Home office plus travel

Air travel required

Travel time up to 50%

Physical Requirements (Lifting, standing, etc.)

Significant amount of time performing computer-based work is required

Intermittent air and automobile travel required.

Walking and standing may be frequent.

(This description is general in nature and is not intended to be an exhaustive list of all responsibilities.  Other duties may be assigned as needed to meet company goals.)

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations.  In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.

Our Total Target Cash (TTC) Pay Range for this position:

Total Target Cash (TTC) is defined as base pay plus target incentive.

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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