Field VP, Corporate Accounts Business Development, Central
McKesson, Granite Heights, WI, United States
Field VP, Corporate Accounts - Business Development
Position Description
Responsible for originating, advancing, and closing new high‑revenue, complex accounts within the Ambulatory Care market that will have a major strategic impact on the success of MMS. This role is a hunter‑first position, focused on developing net‑new customer relationships, navigating long and complex enterprise sales cycles, and securing new customer wins.
Key Responsibilities New, Large Customer Acquisition
Identify, prioritize, and pursue net‑new ambulatory care accounts that represent high revenue potential and strategic value to MMS
Lead enterprise prospecting and early‑ to mid‑stage sales efforts, including outreach, discovery, and qualification with senior customer stakeholders
Develop clear account pursuit plans for priority prospects, outlining target decision‑makers, customer needs, MMS value proposition, and competitive landscape
Build and maintain senior executive relationships (C‑suite and VP‑level) to create access, momentum, and sponsorship within complex customer organizations
Deal Leadership
Serve as the quarterback for complex enterprise opportunities, aligning internal teams around deal strategy, timelines, and customer requirements
Partner with pricing, contracting, supply chain, and solution teams to shape commercial proposals and business cases that meet customer and MMS objectives
Support financial analysis and ROI development as an input to proposals and executive discussions, in collaboration with internal subject‑matter experts
Participate in contract discussions and negotiations as appropriate, ensuring continuity between customer expectations and MMS commitments
Maintain accurate visibility into pipeline activity, risks, and next steps, and drive momentum toward close across long‑cycle opportunities
Minimum Requirements
Bachelor’s Degree or equivalent and typically requires 10+ years of relevant experience. Less years required if has relevant masters or Doctorate qualifications
Must have a valid driver’s license and clear driving record
Critical Skills
10+ years experience originating and closing large‑scale sales to Ambulatory Care organizations in the US (including experience calling on Supply Chain and C‑Suite) and must have established, current relationships
Proven track record of winning new customers and leading complex, multi‑solution sales cycles with large, sophisticated organizations with ability to submit a portfolio or brag book
Experience creating ROI’s and financial business cases
Strong executive level negotiation skills and ability to provide support during contract negotiation
Excellent written and verbal communication skills
Ability to work cross‑functionally in matrix environment
Working understanding of GPOs and dynamics within healthcare landscapes
Demonstrated bias to action and comfort operating in ambiguous, fast‑moving growth environments
Additional Skills
Exceptional relationship building skills at all levels, both internally and externally
Ability to understand technology systems and customer connectivity platforms and articulate the value that they deliver to customers
High level of computer proficiency using Excel, Word, PowerPoint, and Outlook
Must have multiple examples of establishing new account wins with large, complex customers while integrating a variety of sales solutions
Intermittent travel required
Salesforce CRM experience preferred
MBA preferred
Travel Up to 50% travel within the assigned territory and minimal nights.
Education Bachelor’s degree or equivalent experience strongly preferred.
Physical Requirements
Significant amount of time performing computer and phone‑based work is required.
Significant amount of time spent traveling via automobile and air.
Home Office environment with frequent travel.
Benefits This role offers a competitive compensation package as part of our Total Rewards. Pay range: $170,600 – $284,400. Total Target Cash (TTC) is defined as base pay plus target incentive. Additional compensation may include annual bonus or long‑term incentive opportunities.
Equal Opportunity Employer McKesson is an Equal Opportunity Employer. McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category.
For additional information on McKesson’s full Equal Employment Opportunity policies, visit the Equal Employment Opportunity page.
If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to Disability_Accommodation@McKesson.com or Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted.
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Key Responsibilities New, Large Customer Acquisition
Identify, prioritize, and pursue net‑new ambulatory care accounts that represent high revenue potential and strategic value to MMS
Lead enterprise prospecting and early‑ to mid‑stage sales efforts, including outreach, discovery, and qualification with senior customer stakeholders
Develop clear account pursuit plans for priority prospects, outlining target decision‑makers, customer needs, MMS value proposition, and competitive landscape
Build and maintain senior executive relationships (C‑suite and VP‑level) to create access, momentum, and sponsorship within complex customer organizations
Deal Leadership
Serve as the quarterback for complex enterprise opportunities, aligning internal teams around deal strategy, timelines, and customer requirements
Partner with pricing, contracting, supply chain, and solution teams to shape commercial proposals and business cases that meet customer and MMS objectives
Support financial analysis and ROI development as an input to proposals and executive discussions, in collaboration with internal subject‑matter experts
Participate in contract discussions and negotiations as appropriate, ensuring continuity between customer expectations and MMS commitments
Maintain accurate visibility into pipeline activity, risks, and next steps, and drive momentum toward close across long‑cycle opportunities
Minimum Requirements
Bachelor’s Degree or equivalent and typically requires 10+ years of relevant experience. Less years required if has relevant masters or Doctorate qualifications
Must have a valid driver’s license and clear driving record
Critical Skills
10+ years experience originating and closing large‑scale sales to Ambulatory Care organizations in the US (including experience calling on Supply Chain and C‑Suite) and must have established, current relationships
Proven track record of winning new customers and leading complex, multi‑solution sales cycles with large, sophisticated organizations with ability to submit a portfolio or brag book
Experience creating ROI’s and financial business cases
Strong executive level negotiation skills and ability to provide support during contract negotiation
Excellent written and verbal communication skills
Ability to work cross‑functionally in matrix environment
Working understanding of GPOs and dynamics within healthcare landscapes
Demonstrated bias to action and comfort operating in ambiguous, fast‑moving growth environments
Additional Skills
Exceptional relationship building skills at all levels, both internally and externally
Ability to understand technology systems and customer connectivity platforms and articulate the value that they deliver to customers
High level of computer proficiency using Excel, Word, PowerPoint, and Outlook
Must have multiple examples of establishing new account wins with large, complex customers while integrating a variety of sales solutions
Intermittent travel required
Salesforce CRM experience preferred
MBA preferred
Travel Up to 50% travel within the assigned territory and minimal nights.
Education Bachelor’s degree or equivalent experience strongly preferred.
Physical Requirements
Significant amount of time performing computer and phone‑based work is required.
Significant amount of time spent traveling via automobile and air.
Home Office environment with frequent travel.
Benefits This role offers a competitive compensation package as part of our Total Rewards. Pay range: $170,600 – $284,400. Total Target Cash (TTC) is defined as base pay plus target incentive. Additional compensation may include annual bonus or long‑term incentive opportunities.
Equal Opportunity Employer McKesson is an Equal Opportunity Employer. McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category.
For additional information on McKesson’s full Equal Employment Opportunity policies, visit the Equal Employment Opportunity page.
If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to Disability_Accommodation@McKesson.com or Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted.
#J-18808-Ljbffr