McKesson Manager, Strategic Account Management in Richmond, Virginia
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.
This position reports to the Manager of Sales Administration and will lead a team of Strategic Account Representatives and Managers. Strategic Account Reps are responsible for a portfolio of Health Systems and provides the day-to-day distribution needs of large customers who require one contact for products, services and solutions, serves as a liaison between senior sales leaders, customers, and other internal departments. This role will be largely focused on coaching, training, and team development to drive high levels of team performance. This role will also support the Manager of Sales Administration in developing and improving work standards, processes, and staff competencies to best utilize department resources that yield optimum productivity, quality, and customer satisfaction goals.
COACHING, TRAINING, AND DEVELOPMENT
• Provide guidance, training, coaching, mentoring and development to a staff of remote-based project managers.
• Responsible for ensuring that team members perform core competencies at a satisfactory level and continue to drive high levels of performance
• Give work direction, resolve problems, and set deadlines to ensure successful and timely completion of work
• Identify/create productivity and quality metrics for use in evaluating team performance that can be monitored and reported with internal and external stakeholders as appropriate
• May be expected at times to directly manage highly complex, escalated, or high profile issues
• Evaluate and identify opportunities to improve existing procedures and practices that optimize productivity, quality, and customer satisfaction goals.
CROSS FUNCTIONAL PARTNERSHIPS
• Form strong partnerships and relationships with departments whose work impacts team performance. Proactively seek opportunities to work collaboratively to find solutions
• Partner with Sales, Back Office, and Training teams to create effective change management plans and strategies to ensure project success
• Ensure appropriate procedures are established and implemented for on-boarding activities to assure compliance with policies
Responsible sales support management statistics to formulate policy and provide guidance to sales staff on promoting solutions. Reviews market and sales analyses to determine customer needs. Develops business plans for all sales support functions and process improvements to meet business needs. Responsible for the promotion of specific products or services. Duties involve communication with customer or client. Oversees demonstration of products/solutions and/ or services and provides assistance in the best application of product or services. Answers questions concerning products/solutions with appropriate referrals where required. May coordinate company product experts (including technical engineering support) and services to ascertain customer's needs. May be responsible for reference site development. May participate directly in product development and quality assurance testing of new releases or products. May be responsible for development of demo databases and templates for sales presentations. May analyze records of present and past sales and trends. Interprets accounts, trends, and records to management. Presents to new and present clients. Contacts prospects and explains feature and merits of products or services offered, utilizing persuasive sales techniques. May respond to customer request for proposal.
- 3 years sales/sales support experience with demonstrated leadership skills.
Strong communication skills andthe ability to develop rapport and credibility across the organization,promote ideas and proposals persuasively
Experience working with Sales& Sales Management to resolve issues and build service solutions forcustomers
Collaborative, customer-focused and able to create visible/ measurable value
Excellent interpersonal and communication skills;ability to collaborate well with diverse personalities; tactful, mature,and flexible
Strong leadership skills with ability to influencepositive outcomes through teaching, coaching, and training
Must be able to work in ambiguoussituations and adapt to a variety of management styles
Must have strong analytical skills
- 4- year degrees in business, related field or equivalent experience or specialized sales training
General Office Demands
Ability to operate a laptop
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.
No agencies please.
Job: Sales/Client Management
Organization: McKesson Medical Surgical
Title: Manager, Strategic Account Management
Requisition ID: 17003517