[Remote] Regional Account Executive - Northern CA
Note: The job is a remote job and is open to candidates in USA. McKesson is an impact-driven, Fortune 10 company that focuses on improving healthcare accessibility and affordability. The Regional Account Executive is responsible for driving growth and pharmacy pull-through within a designated oncology and rare disease territory by building relationships with healthcare providers and generating new business opportunities.
Responsibilities
- Develop and execute a strategic territory plan to achieve and exceed revenue and referral goals
- Prospect, qualify, and convert new business opportunities while growing existing accounts
- Build and maintain relationships with key decision-makers across oncology and multidisciplinary practices and health systems
- Partner with internal sales and business units on complex opportunities, including 340B prospects
- Lead conversations with customers to understand their needs and position tailored solutions
- Support new therapy launches and educate providers on available specialty pharmacy resources
- Serve as a trusted advisor to oncology and multidisciplinary practices by understanding clinical, financial, and operational challenges
- Deliver a high-touch, customer-first experience with proactive communication and issue resolution
- Conduct regular account reviews (QBRs) to demonstrate value and drive continued engagement
- Establish feedback loops to anticipate customer needs and continuously improve service
- Build and manage a high-quality pipeline, focusing on increasing win rates and deal size
- Maintain accurate forecasts and sales activity tracking in CRM tools (e.g., Salesforce)
- Analyze wins and losses to continuously refine sales strategy
- Monitor healthcare, payer, and oncology market trends to identify new opportunities
- Stay informed on competitive positioning and effectively differentiate Biologics’ solutions
- Collaborate cross-functionally to align customer needs with internal capabilities
- Resolve customer issues in partnership with operations and leadership teams
- Participate in oncology and rare disease related education, conferences, and professional organizations
- Build relationships with pharmaceutical manufacturers and industry stakeholders
Skills
- Degree or equivalent and typically requires 4+ years of relevant experience
- 4-year college degree or equivalent work experience
- 4+ years of healthcare sales and/or account management experience managing high-touch customers
- Proven success in business development and account growth
- Strong negotiation, partnering, and influencing skills
- Strong relationship-building skills with healthcare providers and stakeholders
- Excellent communication (write/verbal), organization, and time management skills
- Proficiency with CRM systems and Microsoft Office tools
- Ability to travel up to 80% within assigned territory
- Valid driver's license required
- Bachelor's degree (BS/BA) strongly preferred
- Experience working in a matrixed, cross-functional environment
- Oncology, rare disease, specialty pharmacy, or related healthcare experience
- Knowledge of 340B and specialty pharmacy landscape
- Understanding of patient access, reimbursement, and payer dynamics
- Clinical background (e.g., nursing, pharmacy tech) is a plus
Benefits
- Competitive compensation package at McKesson as part of our Total Rewards
- Base pay plus target incentive
- Annual bonus or long-term incentive opportunities may be offered
- For more information regarding benefits at McKesson, please click here.
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