Field VP, Corporate Accounts Business Development, Northeast

Field VP, Corporate Accounts
- Business Development

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 McKesson Medical‑Surgical (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.

We are seeking a Field VP, Corporate Accounts
- Business Development in our Northeast region of the US. The ideal candidate must live in the territory. Relocation will not be provided for this position.

• 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.

• 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.

• 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.

• 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.

• 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.

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

Bachelor’s degree or equivalent experience strongly preferred.

• 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 as part of our Total Rewards program. This is determined by several factors,…