Director Enterprise Accounts

About the Role

The Director of Enterprise Accounts (DEA) for MHS manages complex, large‑scale Integrated Network Systems (IDNs) or Health Systems from a corporate Enterprise perspective. The role involves engaging with customer leadership and stakeholders to cultivate long‑term strategic partnerships, understanding customer long‑term strategies, and growing and maintaining Enterprise Solutions within our portfolio of products and services.

• Develop, design and execute customer strategic plans to drive full Enterprise solutions.
• Understand and articulate overall McKesson value seeking customer validation.
• Drive key customer initiatives and strategic discussions (e.g., 340B, Specialty, Ambulatory).
• Own relationship at the corporate level and coordinate internal and external communication for IDNs and large Health Systems.
• Serve as the key point of contact to the customer.
• Identify value‑added programs/solutions, resources and assign value; gain customer buy‑in on cost dollar savings through Enterprise Solution offerings.
• Track and report savings via QBRs, customer report cards.
• Lead strategic executive engagements, including building relationships outside of pharmacy at the corporate level (C‑suite, Supply Chain, etc.).
• Lead Annual Summit reviews (if applicable), create Executive Scorecards and QBRs with key organizational stakeholders (Supply Chain, Pharmacy Administration) to track and advance customer initiatives.
• Lead customer retention and contracting renewal efforts with VP of Renewals.
• Manage and execute conversion of new business and organic growth effort through the sales process and execution of strategic account plans.
• Meet/exceed McKesson’s financial goals through development and implementation of enterprise‑wise strategic solutions.
• Lead internal calls with Account Executives to provide corporate updates and gather field feedback.
• Conduct ride‑along with EAE’s to gain local perspective and ensure line of sight to corporate initiatives.
• Identify new opportunities and initiatives throughout IDNs or Health Systems via engagement.
• Identify and engage senior level executives to gain external customer support on initiatives and ensure programs receive adequate customer support from inception through execution.

• Degree or equivalent and typically requires 7+ years of relevant experience.
• 7+ years of field account management and/or sales experience, preferably in the healthcare industry.
• Proven track record of customer retention, renewals and growth.
• Demonstrated executive relationship management.
• Ability to communicate and influence at all organization levels.
• Candidate must reside on the East Coast; territory can include multiple states ranging from Maine to Florida.

• Advanced communication, leadership, selling, and financial skills.
• Proficient as a change agent with an innovation mindset.
• Results‑driven and intellectually curious.

• Home office role with extensive territory travel up to 50%.
• Ideal candidate will reside in the Mid‑Atlantic region near a hub airport.
• McKesson complies with all applicable U.S. immigration laws and regulations; only individuals authorized to work in the U.S. without sponsorship may apply.

Total Target Cash (TTC) Pay Range: $153,800 – $256,300. Total Target Cash is defined as base pay plus target incentive. In addition to base pay, other compensation such as an annual bonus or long‑term incentive opportunities may be offered. Benefits include competitive health, dental, vision, and other standard benefits (reference to benefits page).

McKesson is an Equal Opportunity Employer. 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. If you need a reasonable accommodation to assist with your job search or application for employment, please contact: (United States) Disabili or (Canada)  Resumes or CVs submitted to this email box will not be accepted.