National Accounts FVP, Surgery Center Sales

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Current Need: Our Surgery Center sales team is growing and currently seeking a Field Vice President of National Accounts. The FVP is responsible for growth, strategizing care and support to existing very large, complex, national ASC customers in the McKesson Medical Surgical market that have a major strategic impact to the success of McKesson Medical Surgical while expanding sales to same customers.  Additionally, responsible for developing new customer relationships opportunistically.

Key Responsibilities:

Maintain

• Responsible for the master strategy to provide support to strategic customers and ensure strategy is executed.  Execute contract business case and account plans, detailing support and contractual requirements and negotiations, opportunities, expansion strategies, required resources, decision makers and influencers, and insights into account.

• Drive the attainment of customer satisfaction indicators such as service level, Net Promoter Score (NPS), financial objectives, quality, reliability and alignment and attainment of customer goals.

• Builds relationships with key leaders and influencers at account headquarters to drive acceptance and use of MMS offerings

• Applies specialized knowledge to ensure customer satisfaction and retention and expands opportunities for sales growth

• Work with manufacturing vendors to enhance portfolios, gain compliance, grow sales, and enhance margin.

• Coordinate strategies and alignment with Regional ASC Directors and all McKesson business units to drive value across the enterprise

Existing Expansion:

• Identify opportunities to grow sales and capitalize on opportunities within strategic customers

• Work across McKesson business units to identify areas of growth and penetration

• Gather data on marketing trends, competitive products, and pricing to capitalize on selling opportunities

• Understand key customer trends, long term strategies and goals to align McKesson services and resources for future growth

Travel: Frequent Travel exceeding 50%

Minimum Requirements:

• Typically requires 7+ years of relevant experience

• Valid driver's license and acceptable driving record

Basic Required Qualifications:

• Must have strong field sales experience within the surgery center market and with corporate accounts  

• 7 years' business development experience in the healthcare distribution market

• Demonstrated track record of consultative selling ability at C-suite level

• Influential leader with strong networking and relationship building skills

• Demonstrated execution of long-term high-level strategies

• Outstanding communication, presentation and listening skills

• Strong analytical skills and exceptional business acumen

• Strong organization and time management skills

Preferred Qualifications:

• Understanding of GPO’s

• Must have multiple examples of providing sales support to large, complex customers that integrate a variety of sales solutions that include detailed contract negotiation

• Ability to understand technology systems and customer connectivity platforms and articulate the value that they deliver to customers

Education:

• Bachelor's degree

Working Conditions:

• Traditional office environment

• Intermittent air and automobile travel

• Walking and standing may be frequent