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Pharmaceutical Account Manager Position Description The Strategic Account Manager (SAM) role is a field-based position that is responsible for managing the top accounts in Specialty . A SAM typically manages an account portfolio worth $350- $650m in annual drug revenue and provides a highly-specialized and expert level of account management. The purpose of the role is to nurture long-standing relationships with customers and to ensure contract renewals. The focus of the relationship is on exceptional customer satisfaction, loyalty and account retention. The SAM will educate customers and drive adoption of McKesson Specialty Health’s suite of technology and value-added services that will enhance customer efficiencies, profitability, and revenue. Additionally, the SAM will ensure expansion of drug portfolio both through new product launches and existing products. This role will be selling and engaging at the C-Level within all segments of our largest accounts, ensuring a positive customer experience that fosters long term engagement. Strategic Account Managers must be expert at macro and micro healthcare dynamics, business fundamentals and stakeholder motivations in order to develop strategies that optimize current customer success. The SAM acts as a liaison internally between McKesson business units to identify areas for collaboration and to generate awareness, and coordination of objectives. Externally, the SAM networks with pharmaceutical manufacturers, McKesson business units and other industry players. Critical success factors require SAMs to develop internal and external customer relationships, develop teams to identify and/or capture opportunities that ultimately provide value to customers. The ability to successfully navigate matrix organizations with a variety of products and services to align customer needs with internal solutions is critical. Critical Skills Consultative sales experience with at least 1 year in a strategic account management role, preferably within the specialty health distribution space Knowledge or industry training in healthcare and distribution, GPO, industry trends, EHRs, inventory management technologies, billing and coding, private and public reimbursement models (including buy and bill, fee for service and value-based) and payer contracting Sense of ownership and personal accountability to excel and achieve sales results through account retention and expansion Innovative/creative approach to sales and business solutions. Excellent communication and presentation skills to C-level audiences. Consistently delivering compelling presentations and QBRs. Project management experience to manage customer facing projects Specialized Knowledge and Skill Oncology knowledge and experience a plus Mastery of Microsoft Office (Outlook, Excel, Word, and PowerPoint) and 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 Education Degree or equivalent experience. Bachelor degree preferred with an emphasis in sales and marketing, business management, or healthcare related field Job Ref No: mck7753 CONTACT INFORMATION
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