Senior Sales Executive

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Position Summary

The Senior Sales Executive, is responsible for leading the development and execution of innovative partnerships with the provider customers of Biologics specialty pharmacy, including community oncology practices and health systems. Strategies will be primarily focused on creating mutually beneficial models which drive efficiency and business value for the customer, while also increasing the prescription volume of oncology and rare disease drugs to the pharmacy.

The SSE will also be responsible for supporting the Biologics provider sales team to collaborate with the leadership teams of the physician institutions to develop the tactical plans necessary to execute on the partnership goals, as well as facilitate regular business reviews demonstrating the value being provided to the customer. The SSE will work with Biologics Regional Account Executives, within their assigned territory, to drive increase referral counts through net-new business development opportunities, as well as penetration of existing clients. Along with responsibility for their assigned set of strategic accounts, the SSE will also assume the lead for strategic initiatives (including but not limited to; 340B, cell and gene therapy, Biologics solutions rollouts) within the region. 

SSE’s must understand macro and micro healthcare dynamics, business fundamentals and physician motivation to develop strategies to attract new business. This is accomplished through effective lead management, strategic prospecting, relationship development and personalization of the sales process. The SSE fosters relationships with prospects, vetting needs, and opportunities to discover unique and creative ways to engage in a business & patient care relationships. Ultimately, the SSE will have responsibility for surpassing new referral goals for their assigned region. Success will also be measured by the overall business impact of these solutions and cross-functional collaboration which creates and sustains a contagious winning attitude among the sales team within a collaborative teamwork environment that promotes McKesson’s I2CARE and ILEAD principles. 

Key Responsibilities

1. Sales Opportunities = 50% 

Generates, cultivates, and expands opportunities for long-term growth from key prospects, customers, markets, and partners related to Biologics prescription referrals from providers and 340b growth, as well as cell and gene therapy. Grows market share through strategic acquisition of new business that meets or exceeds sales objectives. Collaborates with other business functions within the organization to drive integrated selling opportunities/solutions to closure. 

2. Customer Experience & Internal Operations = 25% 

Collaborates cross-functionally in the development of the organization's business plan, strategy, and goals. Performs competitive analysis, tracks industry trends, and maintains extensive knowledge of market conditions. 

3. Collaboration & Execution = 25% 

Acts as a key contributor in a more complex/critical environment. Acts as a resource for colleagues with less experience; may direct the work of others without formal management responsibilities. 

Education & Minimum Job Qualifications

• 4-year degree, preferably with an emphasis in Sales, Marketing, Business/General Management, or Public Health or equivalent experience. Graduate level education a plus (MBA, MHA, etc.).

• Typically requires 7+ Years selling net new business opportunities into large organizations.

Business Experience 

• Minimum of 7+ years’ experience with a proven track record of successful leadership in the healthcare field and strong relationships in the field of oncology.

• Direct experience working with provider customers/healthcare companies providing solutions to customers. 

• Familiar with Specialty Pharmacy Sales and 340b business development. 

• Demonstration of strategic thinking to solve complex problems and meet customer needs. 

• Ability to translate strategy into operating programs. 

• Confidence and communication maturity. 

• Proficient in Microsoft Excel and working with pivot tables, lookups, and other functions. 

• Proficient with Microsoft PowerPoint and presenting to C-Suite level audience. 

Specialized Knowledge, Skills & Abilities 

• Oncology knowledge and experience a plus.

• Mastery of Microsoft Office (Outlook, Excel, Word, PowerPoint), Salesforce.com or CRM software experience. 

• Strategic thinking, planning, forecasting along with market intelligence and assessment skills. 

• Strong business and financial acumen. 

• Team player with strong interpersonal and resource management skills. 

• Ability to synthesize extensive information and variables to formulate summaries and recommendations.

• Clear communication and sense of urgency to respond to internal and external stakeholders. 

• Highly collaborative individual capable of managing stakeholders in a matrix environment. 

• Experience working with internal operations on related customer experiences and team workflows. 

• Understanding of the specialty pharmacy market landscape, competitors, and challenges.

• Client-focused service mentality with an ability to facilitate and encourage cooperation between diverse groups to align goals. 

Working Conditions

• Territories are case by case, yet talent must live in the territory to manage accounts efficiently/cost effectively.

• Home-based in a location within the territory with an accessible airport due to extensive travel requirements. 

• Able to travel (driving/air) 65% to current/potential customer sites, clinician meetings and company events. 

• Must have a valid driver's license with a clean driving record/MVR.

• Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations.  In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.

Our Total Target Cash (TTC) Pay Range for this position:

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

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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