Account Executive, Multi-Specialty; IN-IL-KY-OH

Account Executive (AE) Role Overview

The Account Executive (AE) is responsible for retaining and growing the territory of existing customers/practices in Rheumatology, Gastroenterology, Ophthalmology, and Neurology. The AE works with customers to understand their strategic vision and objectives and aligns McKesson products and services to help achieve those business goals.

• Account Retention & Expansion
  :
  Day‑to‑day account management, relationship building, selling, and troubleshooting.
• Act as both the internal and external customer liaison and advocate, monitoring all activity and ensuring rapid problem resolution.
• Collaborate with internal teams—operations, finance, customer care, GPO, generics, sales effectiveness, contracts, and legal—to meet customer needs.
• Strategize and execute sales activities to create opportunities with new and existing practices.
• Identify key customers and decision makers, and develop relationships with them.
• Participate in continuous customer planning, assess customer value, and shape account strategies.
• Proactively develop and expand the network to generate opportunities and articulate ROI/value of McKesson products, services, and solutions.
• Jointly identify and drive the strategic vision and partnership between the customer and McKesson, ensuring alignment in expectations.
• Establish multi‑level relationships—from user to senior management—and engage senior leaders when appropriate.
• Collect customer feedback, monitor satisfaction, anticipate needs, and resolve problems quickly.
• Educate customers on industry trends and McKesson capabilities, serving as a trusted advisor.
• Prepare and deliver Quarterly Business Reviews, interpreting data to provide insight that drives profitable growth.
• Analyze market intelligence, identify trends, and develop new opportunities.

• 4+ years of relevant experience, preferably progressive sales experience.
• Bachelor’s degree in business, health administration, communications, or another healthcare‑related field; or equivalent work experience.
• Experience in retention and account management, long‑term contract negotiation/renegotiation, and customer quarterly business reviews.
• Strong organizational skills with the ability to prioritize and execute tasks across a defined territory.
• Professional communication skills—written and verbal—with the ability to articulate complex messages to a variety of stakeholders.

• Demonstrated success in retention and account management.
• Strategic and creative mindset with problem‑solving capabilities.
• Capability to establish executive‑level relationships and conduct executive‑level meetings and presentations.
• Leadership qualities and ability to coordinate a team of professionals to deliver customer value.
• Experience with pharmaceuticals, buy‑and‑bill models, and reimbursement trends.
• Knowledgeable of private medical practice business models.
• Clinical or medical administrative credentials a plus.
• Intermediate proficiency with Microsoft Office,  or CRM, and SAP.

• Healthcare experience in specialty fields, preferably rheumatology, gastroenterology, ophthalmology, or neurology.
• Understanding of insurance/payer landscapes and trends in reimbursement and healthcare reform.
• Strong analytical skills to interpret data and provide actionable insights.

• Territory includes Indiana, Illinois, Kentucky, and Ohio; must reside within the territory.
• Remote or home‑office work environment with up to 75% travel, including overnight travel.
• Must possess a valid driver’s license and a clean, active, unrestricted driving record.
• Must be authorized to work in the United States without the need for sponsorship.

• Total Target Cash (TTC) Pay Range: $120,800 - $201,400 (base pay plus target incentive).
• Additional compensation may include annual bonus and long‑term incentive opportunities.

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. We are committed to being an Equal Employment Opportunity Employer and offer opportunities to all job seekers, including those with disabilities. If you require reasonable accommodation during your job search or application process, please contact the Disability Accommodation email provided by McKesson.