Account Executive Jobs

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Position Summary: *Candidate must reside in Spokane, WA or within 30 miles*
The PC Account Executive is an individual contributor, responsible for selling products and/or services within an assigned geographic area which includes specific customer accounts to achieve gross profit and sales targets. This role will identify, develop and pursue sales leads, visit existing and new customers, assesses customer needs and suggests appropriate products and services, set price and delivery times within limits of authority, and concludes sales orders and transactions to meet gross profit and/or revenue targets. The PC AE has an individual Gross Profit (GP) plan and related MBOs or goals. The role requires sustained customer/manufacturer partner contact and relationships. PC AE engages with various McKesson specialists that support a segment or specific product category including LAB, Rx, McKesson Brands, Surgery Centers and Corporate Accounts. This role spends the majority of their time at customer sites.
The PC AE1 rep has the opportunity to meet defined criteria which includes tenure, performance, territory, and product mix thresholds, that may provide the potential to opt in to the AE2 role and related commission plan. Criteria is communicated annually and included in the AE1 incentive plan document.
Key Responsibilities
Financials:

• Achieve Gross Profit goal and related MBO targets (set annually). This is accomplished through the actions outlined below.

Account Penetration:

• Produce, review to identify penetration opportunities, and act upon MBA Business Reviews for top 20 customers annually.
• Grow existing customer base through sales efforts focused on product penetration/ wallet share growth.

New Accounts:

• Target and acquire net new customers.

Territory Management:

• Create & keep current annual territory sales plans & report results in monthly 1:1 check in’s.
• Regularly utilize available sales technology (SFDC, Sales Analytics tools, MBA, etc.) to better understand opportunities, collaborate effectively within McKesson, and improve results.
• Assist customers in navigating McKesson internal processes to ensure satisfaction & retention.

Collaboration & Engagement:

• Collaborate with McKesson Sales Specialists (to increase current customer purchases and acquire net new customers).
• Utilize data & analytics to inform sales opportunity selection.

Standards & Continuing Development:

• Stay informed of industry trends and current events within McKesson.
• Exhibit ICARE & ILEAD behaviors. Participate in performance and development activities including but not limited to: self-directed continuing education and training to increase selling & negotiations skills.

Other:

• Other responsibilities as assigned.

Minimum Job Qualifications:

• Must have a valid driver's license and acceptable driving record
• 4 years B2B sales experience or completion of the Field Sales Development Program

Critical Skills:

• Experience presenting to c-suite
• Proficiency with sales analytics
• Experience positioning/ selling value propositions and technology solutions
• Proficiency with using a CRM tool (e.g. Salesforce, ACT)
• Experience collaborating with sales specialists/ team selling
• Experience selling a large product line / large number of sku's is a plus
• Proficiency with Excel, Power Point, Word, and Outlook
• Strong sales drive and proven ability to build and maintain lasting customer relationships

Additional Skills:

• Experience managing territory profitability
• Prior sales experience in lab, B2B, or distribution is a plus

Education:

• 4-year degree in business or related field or equivalent experience

Working Conditions:

• Home office, customer office

Physical Requirements

• Daily travel (100%) within assigned territory with occasional overnight
• Large percent of time performing computer-based work is required

At McKesson, we care about the well-being of the patients and communities we serve, and that starts with caring for our people. That’s why we have a Total Rewards package that includes comprehensive benefits to support physical, mental, and financial well-being. Our Total Rewards offerings serve the different needs of our diverse employee population and ensure they are the healthiest versions of themselves. For more information regarding benefits at McKesson, please click here.
As part of Total Rewards, we are proud to offer a competitive compensation package at McKesson. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered.
Our Total Target Cash (TTC) Pay Range for this position:
$100,000 - $500,000
Total Target Cash (TTC) is defined as base pay plus target incentive.
McKesson is an Equal Opportunity/Affirmative Action employer.
All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history.
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 [email protected]. Resumes or CVs submitted to this email box will not be accepted.
Current employees must apply through the internal career site.
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