Field VP, Corporate Accounts Business Development, West

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.

Job Summary

The Field VP, Corporate Accounts - Business Development will be responsible for identifying, developing C-level relationships, and closing sales to high revenue, complex customers in the Ambulatory Care market that will have a major strategic impact to the success of McKesson Medical-Surgical. Ambulatory Care includes non-acute and non-governmental organizations, such as physician groups, urgent care, veterinary, dental organizations, and more. It does not include Health Systems as targets.  This role requires a hands-on, growth-oriented leader with a strong bias to action, a track record of opening new enterprise relationships, and a passion for building momentum in early-stage, complex sales cycles.

McKesson Medical Surgical Description

McKesson Medical-Surgical (MMS) is a leader in healthcare supply chain management solutions. MMS partners with manufacturers, providers, pharmacies, governments and other organizations in healthcare to help provide the right medicines, medical products and healthcare services to the right patients at the right time, safely and cost-effectively. United by our ICARE shared principles, our employees work every day to innovate and deliver opportunities that make our customers and partners more successful - all for the better health of patients. McKesson has been named a “Most Admired Company” in the healthcare wholesaler category by FORTUNE, a “Best Place to Work” by the Human Rights Campaign Foundation, and a top military-friendly company by Military Friendly. For more information, visit www.mckesson.com.

We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities and others with diverse perspectives to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us. Apply to join our team and help shape the future of healthcare!

Current Need

We are seeking a Field VP of Corporate Accounts, Business Development to lead strategic growth across our Western Region. Candidates must reside within this territory. Relocation will not be provided for this position.

Position Description

Responsible for originating, advancing, and closing new high-revenue, complex accounts within the Ambulatory Care market that will have a major strategic impact on the success of MMS. This role is a hunter-first position, focused on developing net-new customer relationships, navigating long and complex enterprise sales cycles, and securing new customer wins.

Key Responsibilities

New, Large Customer Acquisition

• Identify, prioritize, and pursue net-new ambulatory care accounts that represent high revenue potential and strategic value to MMS

• Lead enterprise prospecting and early- to mid-stage sales efforts, including outreach, discovery, and qualification with senior customer stakeholders

• Develop clear account pursuit plans for priority prospects, outlining target decision-makers, customer needs, MMS value proposition, and competitive landscape

• Build and maintain senior executive relationships (C-suite and VP-level) to create access, momentum, and sponsorship within complex customer organizations

Deal Leadership

• Serve as the quarterback for complex enterprise opportunities, aligning internal teams around deal strategy, timelines, and customer requirements

• Partner with pricing, contracting, supply chain, and solution teams to shape commercial proposals and business cases that meet customer and MMS objectives

• Support financial analysis and ROI development as an input to proposals and executive discussions, in collaboration with internal subject-matter experts

• Participate in contract discussions and negotiations as appropriate, ensuring continuity between customer expectations and MMS commitments

• Maintain accurate visibility into pipeline activity, risks, and next steps, and drive momentum toward close across long-cycle opportunities

Minimum Requirements

• Bachelor’s Degree or equivalent and typically requires 10 + years of relevant experience. Less years required if has relevant masters or Doctorate qualifications

• Must have a valid driver's license and clear driving record

Critical Skills

• 10+ years experience originating and closing large-scale sales to Ambulatory Care organizations in the US (including experience calling on Supply Chain and C-Suite) and must have established, current relationships

• Proven track record of winning new customers and leading complex, multi-solution sales cycles with large, sophisticated organizations with ability to submit a portfolio or brag book

• Experience creating ROI's and financial business cases

• Strong executive level negotiation skills and ability to provide support during contract negotiation

• Excellent written and verbal communication skills

• Ability to work cross-functionally in matrix environment

• Working understanding of GPOs and dynamics within healthcare landscapes

• Demonstrated bias to action and comfort operating in ambiguous, fast-moving growth environments

Additional Skills

• Exceptional relationship building skills at all levels, both internally and externally

• Ability to understand technology systems and customer connectivity platforms and articulate the value that they deliver to customers

• High level of computer proficiency using Excel, Word, PowerPoint, and Outlook

• Must have multiple examples of establishing new account wins with large, complex customers while integrating a variety of sales solutions

• Intermittent travel required

• Salesforce CRM experience preferred

• MBA preferred

Travel

Up to 50% travel within the assigned territory and minimal nights

Education

Bachelor’s degree or equivalent experience strongly preferred

Physical Requirements

• Significant amount of time performing computer and phone-based work is required

• Significant amount of time spent traveling via automobile and air

• Home Office environment with frequent travel

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:

$186,900 - $311,500

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

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McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.

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McKesson job postings are posted on our career site: careers.mckesson.com.

McKesson is an Equal Opportunity Employer

 

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

 

McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to (United States) Disability_Accommodation@McKesson.com or (Canada) Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted.

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