[Hiring] Account Services Representative @McKesson

Role Description

The Account Services Rep (ASR) is responsible for achieving annual goals by managing a book of core/non-core ONCL business within a designated territory. The Account Services Rep will resolve customer issues, respond to pricing requests, and identify needs and opportunities within their customer base.

Additionally, the ASR 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 community-based practices ensuring a positive customer experience. The ASR is also responsible for successfully coordinating the transition of accounts from the Business Development Managers (BDM) at the appropriate time.

Account Services Rep must understand macro and micro healthcare dynamics, business fundamentals and physician motivation to develop strategies to optimize current customer success and attract new business. The AM acts as a liaison internally between McKesson business units to identify areas for collaboration to generate awareness, and coordination of objectives. Externally, the ASR networks with pharmaceutical manufacturers, physician groups and other industry players.

Critical success in this role requires the ASR to build strong internal and external customer relationships while developing teams to identify and capture opportunities that deliver meaningful value. It is also essential to navigate a complex matrix organization and align a wide range of products and services to meet customer needs.

This is a remote role open to candidates located anywhere in the United States. Compensation will be based on the geographic location.

Key Responsibilities

• Day-to-day account management, relationship building, selling and troubleshooting external customer issues by collaborating with internal team members.
• Successfully manage assigned sales territory by driving the sales process to expand valued added services, expand wallet share, and increase overall gross profit.
• Analysis of sales reports and customer trends to proactively identify and capture opportunities.
• Build profitable business relationships with physicians/clinicians and administrators to drive the adoption of technology and other value-added services and increase partnership role.
• Develop a knowledge base of the marketplace, business environment, physician practice dynamics and customer concerns to drive consultative selling approach.
• Share best practices with team members to enhance skills of others, improve and increase leadership/mentor skills.
• Win new business opportunities through strategic acquisition that meets or exceeds sales objectives.
• Collaborates with other business functions within Provider Solutions to drive integrated selling opportunities/solutions to closure.
• Facilitate resolution of customer issues including working proactively with Provider Solutions Credit/Collections to help resolve financial matters and manage risk.

Qualifications

• Typically, minimum 0-2 years of relevant experience. May have degree or equivalent.

Requirements

• 1-year sales and/or account management experience.
• Motivation to excel and achieve sales results.
• Demonstrated expertise in Microsoft Office applications, particularly Excel.

Additional Knowledge & Skills

• Microsoft Office programs, especially Excel.
• Salesforce.com or CRM software experience helpful.
• Team player with strong interpersonal and resource management skills.
• Demonstrated understanding of healthcare and distribution, GPO, community oncology, industry trends, EHRs, inventory management technologies, billing and coding, private and public reimbursement models and payer contracting highly desired.
• Experience with pharmaceutical products and buy-and-bill model.

Working Conditions

• Traditional office environment.
• Large percent of time spent performing computer-based work is required.

Benefits

• Competitive compensation package as part of our Total Rewards.
• Compensation determined by performance, experience and skills, equity, regular job market evaluations, and geographical markets.
• In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered.
• Total Target Cash (TTC) Pay Range for this position: 26.07 - 43.45.
• Total Target Cash (TTC) is defined as base pay plus target incentive.