Georgia Employer ACCOUNT EXECUTIVE, SPECIALTY in Alpharetta, Georgia
Position SummaryThe Account Executive role is responsible for retaining and growing their territory of existing customers/practices in oncology. This includes working with the customer to understand and identify the strategic vision and objectives within the customer organization while aligning McKesson products and services to ensure those business objectives are achieved. The AE should be well versed in developing and supporting the relationship between McKesson and the individual customer at multiple levels, including the c-suite, assisting the customer in maximizing the various McKesson products they currently use and working with the customer to identify areas of need where additional McKesson products may enhance attainment of their business goals. This will also entail developing and maintaining a productive working relationship with all pertinent internal departments/teams as well as ensuring all internal stakeholders are working in conjunction with each other to meet the overall agreed upon goals and strategies for the customer. The AE will demonstrate a mastery understanding of the industry drivers, trends that are impacting their customers and driving their business, buying decisions and deploy strong business acumen.Key ResponsibilitiesJointly identify and drive the strategic vision and partnership between the customer and McKesson, ensuring alignment in expectations for the product/service and the desired outcomes. Establishing multiple levels of relationship with the customer (high and wide: at the user level, department head level, and senior management), engaging Sr. Leadership when appropriate.Day-to-day account management, relationship building, selling and troubleshooting. Act as both the internal and external customer liaison, serving as the customer advocate, including monitoring and supporting all activity and chasing problem resolution through the appropriate part of our organization and escalating customer issues quickly if problems are not being addressed sufficiently. Works with operations, finance, customer care, GPO, generics, sales effectiveness, contracts, and legal among other internal teams.Analysis of sales reports and customer trends to proactively identify and capture opportunities.Identify opportunities for cross-selling new products across McKesson, selling add-on services and working with the sales team to identify opportunities and drive them to closure.Participating and deployment of training and education key learnings.Sales Force: Document activity, customer notes/status updates, maintenance of current and potential customer profiles and utilize to complete/adhere to company processes.Strategizes plans, prioritizes, and executes sales activities to create opportunities with new and existing practices. Understands the practice's business challenges, strategies and priorities and how MSH solutions help address those needs.Identifies the most strategically important customers, decision makers/influencers and personally develops relationships with them.Actively participates in a continuous customer planning process, in assessing customer value as well as by planning and shaping account strategies. Fully engages the practice in planning the account activities.With tenacity and resilience, develops and expands network to generate opportunities.Understands practice processes, buying cycles and decision drivers as well as their current and future needs. Articulates ROI/value of products, services and solutions.Takes action to meet the needs and concerns of the practices-considers how actions or plans will affect practices; responds quickly to meet needs and resolve problems; avoids over commitments.Sets up customer feedback systems-Implements effective ways to... For full info follow application link.McKesson is an equal opportunity and affirmative action employer - minorities/females/veterans/persons with disabilities.