Field VP, Corporate Accounts Business Development, Northeast

McKesson is hiring a Field VP, Corporate Accounts - Business Development to originate, advance, and close new high-revenue, complex accounts in the Ambulatory Care market. The role develops executive relationships, leads enterprise sales opportunities, and coordinates internal teams to secure strategic new customers for McKesson Medical-Surgical.

Responsibilities:

• 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
• 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

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
• 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
• 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
• Salesforce CRM experience
• Bachelor's degree or equivalent experience
• MBA