VP, Health Systems Sales

McKesson Richmond, VA 2017-05-23
McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. McKesson Medical-Surgical provides medical-surgical supplies and equipment to physicians' offices, home care agencies, long-term care facilities and surgery centers. Our catalog includes more than 150,000 national brand products from bandages to exam tables, plus McKesson's own line of high-quality medical-surgical products. We're proud to be the only national distributor serving the entire continuum of healthcare.

Every single McKesson employee contributes to our mission—by joining McKesson Medical-Surgical you act as a catalyst in a chain of events that helps millions of people all over the globe. Your expertise, drive and passion can help us improve everything we touch, from providers to payors to pharmacies. You’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

Join our team of leaders to begin a rewarding career.

Position Description

West coast based position. Candidates must live near a major airport.

The Area Vice President, Health Systems, Primary Care is responsible for managing a sales team driving profitable sales growth and gross profit dollar growth nationally within Health System Accounts in the Primary Care market. Required to attract, identify and build a team of new account business executives. Included in these responsibilities are the development of business plans to build current and new customer relationships to support the sales and profitability objectives of both the health systems customers as well as Primary Care Sales, the leadership and implementation of the business strategy to insure sales and gross profit goals are met, the support of all corporate marketing objectives and the advancement of customer value through the commitment of aligned goal attainment.

Attain sales, gross profit, gross margin, AR, freight expense, compensation and operating expense objectives for Health System based business.
Provide thought leadership, vision, support and oversight to the Health Systems team, based across the country, responsible for calling on Health System customers.
Develop and sustain the Health System value proposition designed to sustain existing Health System customers as well as gain new customers from competitors.
Work with Sales Regional Vice Presidents, Area Sales Managers, and selected Account Managers, to meet sales goals and gross profit dollar growth within the Health Systems customer segment.
Responsible for working cross functionally with the legal, marketing, sales support, pricing, reimbursement services, McKesson Brand, accounts receivable, customer systems and operational teams to effectively deliver the McKesson value proposition while maintaining profitability and corporate compliance.
Understand the emerging trends within the Health Systems industry. Stay ahead of the competition as it relates to gaining new business within emerging markets.
Responsible for managing the teams’ sales funnel and execution of new business. Take ownership of customer profitability. Create effective sales reporting tools and management of these tools to include SalesForce.
Create value proposition for customers through innovative service offerings. Builds key executive relationship with health systems and vendors to enhance profitability.
Responsible for not only working cross functionally with the legal, marketing, sales support, pricing, reimbursement services, McKesson Brand, accounts receivable, customer systems and operational teams to effectively deliver the McKesson value proposition while maintaining profitability and corporate compliance but also across the various McKesson business units on strategic opportunities that expand beyond the Primary Care Health Systems market.
Develop strategies and coordinate attendance at national trade shows

Qualifications

Minimum Requirements

Minimum 5 years in industry in managerial role, with 10+ years sales experience. Successful experience calling on large complex customers

Critical Skills

Demonstrated success selling to the “C-Suite” of large health systems
working knowledge of a professional selling processes and model
deep working knowledge of SFDC (Salesforcedotcom)
Demonstrated negotiation skills and success in complex contracting through legal and finance environments
Must possess high level communication skills, verbal and written
Strong collaboration skills required
Demonstrated strategic thinking skills and strong planning and execution skills a must
Successful track record of selecting, hiring, developing and managing high performing sales teams

Additional Knowledge & Skills

Demonstrable track record of success with consultative selling and as a closer
Proven ability to work well with colleagues and influence cross-functional teams
Ability to manage multiple projects at a time

Education
Bachelor’s Degree required, preferably in business or science/medical related field

Physical Requirements

Prefer candidate to be based in major metro market. Potentially can work out of office in home or office at McKesson location.
Must be willing to travel up to 70% including overnights frequently

Benefits & Company Statement
McKesson believes superior performance – individual and team – that helps us drive innovations and solutions to promote better health should be recognized and rewarded. We provide a competitive compensation program to attract, retain and motivate a high-performance workforce, and it’s flexible enough to meet the different needs of our diverse employee population.

We are in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. We partner with payers, hospitals, physician offices, pharmacies, pharmaceutical companies and others across the spectrum of care to build healthier organizations that deliver better care to patients in every setting.

But we can’t do it without you. 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. Talented, compassionate people are the future of our company—and of healthcare. At McKesson, you’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

McKesson is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

Agency Statement
No agencies please.
Primary Location
: United States-Virginia-Richmond
Other Locations
: United States-Texas-Fort Worth, United States-Texas-Houston, United States-Arizona-Tolleson, United States-Arizona-Tempe, United States-Texas-Irving, United States-Texas-Plano, United States-Texas-San Antonio, United States-Arizona-Scottsdale, United States-Texas-Texas (Remote), United States-California-West Sacramento, United States-California-California (Remote), United States-California-San Francisco, United States-California-Los Angeles, United States-Arizona-Tucson, United States-Arizona-Phoenix, United States-Arizona-Arizona (Remote), United States-California-San Diego, United States-California-Sacramento
Job
: Sales/Client Management
Organization
: McKesson Medical Surgical
Schedule
: Regular
Shift
: Standard
Job Type
: Full-time
Day Job
Job Posting
: May 23, 2017