Field VP, Corporate Accounts Business Development, Northeast

Current Need

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.

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 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.

• 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

$164,700 - $274,500

Total Target Cash (TTC) is defined as base pay plus target incentive.

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. For additional information on McKesson's full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to Disabili or  Resumes or CVs submitted to this email box will not be accepted.

Apply to join our team and help shape the future of healthcare!