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Senior Client Executive Strategic Accounts
Healing the healthcare system starts with you. It starts with the chain of events you initiate when you work with McKesson Health Solutions - a chain that extends across the country and results in millions of people getting more from their healthcare.
Healthcare payors and providers consistently turn to McKesson Health Solutions for innovative products and services. Every day, hundreds of organizations from government agencies to hospitals count on us. We partner with the top 25 payor organizations, more than 90 percent of Blue Cross Blue Shield organizations, over 3,000 hospitals and many others - in fact, our solutions touch more than 160 million lives. Our unrivaled clinical integrity, broad product and service offerings and largest client base in the industry mean we're able to collaborate on the most pressing, complex business issues in healthcare. At McKesson Health Solutions, we're working to improve the healthcare system one partner at a time.
Current Need
Senior Client Executive - Strategic Accounts
Position Description
The Senior Client Executive is responsible for the expansion and growth of the business relationships within our strategic payer clients. This includes working with the customer to understand and identify the strategic vision and objectives within the customer organizations while aligning McKesson products and services to ensure those business objectives are achieved. The SCE should be well versed in developing and supporting the relationship between McKesson and the individual customer at multiple levels, including the c-suite. , assisting the customer in maximizing the various McKesson products they currently use, and working with the customer to identify areas of need where additional McKesson products may enhance attainment of their business goals. This will also entail developing and maintaining a productive working relationship with all pertinent internal departments/teams as well as ensuring all internal stakeholders are working in conjunction with each other to meet the overall agreed upon goals and strategies for the customer. The Senior Client Executive will demonstrate an innate understanding of the industry drivers and trends that are impacting our strategic customers and driving their business and buying decisions as well as deploy a strong business acumen.
Key Responsibilities:
- Jointly identify and drive the strategic vision and partnership between the customer organization and McKesson, ensuring alignment in expectations for the product/service and the desired outcomes
- Establish multiple levels of relationship with the client (high and wide: at the user level, department head level, and senior management), engaging Sr. Leadership when appropriate
- Act as both the internal and external customer liaison, serving as the customer advocate, including monitoring and supporting all activity and chasing problem resolution through the appropriate part of our organization and escalating customer issues quickly if problems are not being addressed sufficiently
- Establish and drive internal and external customer strategy for growth, retention and satisfaction including all internal and external stakeholders
- Help clients succeed with our products, develop a vision for how the product can be used, proactively identify potential issues that could hamper success, and ensure that the appropriate McKesson resources are working to resolve these issues.
- Maintain account documentation utilizing account toolkit
- Drive referenceability in the customer base ensure that each customer is willing/able to support sales processes through onsite or telephonic references.
- Identify opportunities for cross-selling new products across McKesson, selling add-on services and working with the sales team to identify opportunities and drive them to closure.
- Ensure customer readiness for renewals and work with SE to bring renewals to closure
Minimum Requirements
5+ years strategic account management experience, healthcare and/or payor experience required.
A proven record as a strategic account manager with demonstrated success in customer growth and retention.
Strong executive presence and demonstrated capabilities in establishing executive level relationships and conducting executive-level meetings and presentations.
Excellent communication skills - written and verbal.
Additional Knowledge & Skills
Knowledge of or ability to develop strong industry and product/services knowledge.
Knowledge of account management and upsell processes and procedures, high level expertise in communication and presentation skills, especially by telephone.
Education
BA/BS strongly preferred, MBA preferred.
Physical Requirements
General Office Demands
Benefits & Company Statement
We believe you should be rewarded for the important work you do. For that reason, you'll receive a competitive compensation and benefits package when you join our team.
It starts with you. That's a simple sentence but it says a lot. It reminds each one of us that what we do matters. Every single McKesson employee contributes to our mission - whatever your title, whatever your role, you act as a catalyst in a chain of events that helps millions of people all over the globe. By connecting and improving the business of healthcare, we're helping to ensure that millions of patients get the treatment they need. And by choosing a career with McKesson Health Solutions, you'll join a team of passionate people working together to improve lives and advance healthcare.
At McKesson, we believe we can empower healthcare. And it all starts with you.
As an equal opportunity employer, McKesson Corporation unites the talents and contributions of all to advance the power of healthcare. Learn more about our opportunities at mckesson.com/careers
Agency Statement
No agencies please.
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McKesson
At McKesson, we've been empowering healthcare-and employees-for more than 175 years. As the nation's industry leader, we touch the lives of patients in virtually every aspect of healthcare.
We empower our customers by combining innovation, technology and strong relationships to deliver vital supplies and solutions. Ranked in the top 20 on the FORTUNE 500 with more than $100 billion in annual revenue, we also have the resources to empower our employees. Because at McKesson, we know that empowering healthcare starts with you.