McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve – we care.
What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow’s health today, we want to hear from you.
Company Profile
McKesson Corporation is a global leader in healthcare supply chain management solutions, retail pharmacy, community oncology and specialty care, and healthcare information solutions. McKesson partners with pharmaceutical manufacturers, providers, pharmacies, governments, and other organizations in healthcare to help provide the right medicines, medical products, and healthcare services to the right patients at the right time, safely and cost-effectively.
United by our I2CARE shared principles, our employees work every day to innovate and deliver opportunities that make our customers and partners more successful - all for the better health of patients. McKesson has been named a “Most Admired Company” in the healthcare wholesaler category by FORTUNE, a “Best Place to Work” by the Human Rights Campaign Foundation, and a top military-friendly company by Military Friendly. For more info, visit www.mckesson.com.
We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities and others with diverse perspectives to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us.
About the Role
McKesson is seeking a Vice President, National Accounts, ASRx.
The primary purpose of the role is to sell new and manage large strategic ASRx prospects and lead ongoing management of such accounts. The goal is to exceed the annual new business sales goal typically in the range of $50M to $100M.
This executive will function as a sales leader and work directly with customers to drive ASRx sales for US Pharma and One McKesson opportunities through strong matrix management capabilities.
The VP of Strategic ASRx Accounts will represent McKesson by leading sales efforts across the country.
Manage national GPO groups often representing more than $1.0B in annual spend.
Add new business to ASRx
Manage SF.com funnel
Lead by example personally taking responsibility for strategic national account prospects that are in the ASRx sales funnel
Assist finance in tracking ASRx customers/prospects
Assist in development of segment sales strategies and execution
Develop growth plans for assigned national accounts
Work with prospects to determine opportunity needs
Assist pricing team to calculate financial models for prospects and for customer retention pharmacy based on revenue and savings assessment projections
Represent the ASRx Solutions portfolio of McKesson products and services in the areas of:
Revenue enhancement billing assessment and recovery
Supply Chain Optimization
Industry and segment pharmacy opportunities
Tools and techniques for pharmacy practice efficiencies
Support ancillary McKesson services such as patient assistance programs and 340B high level opportunities
Sell value of McKesson’s OneStop generics portfolio
Others as they are developed
The VP of Strategic ASRx accounts will be skilled in sales funnel management, developing prospects and closing new business. This executive will need to understand ASRx solutions, financial projections and calculations, McKesson’s portfolio of products and have the ability to manage timelines for multiple prospects simultaneously. The VP of Strategic ASRx Accounts understands how to achieve accelerated results through focused solution management.
The position will be a customer-facing and requires a significant understanding of customer-centric approaches. This VP will lead on-site sales presentations to qualified prospects and to assess pharmacy new business opportunities or improvement opportunities for the purposes of providing the customer with a value proposition for implementing or improving the customer’s pharmacy services.
In addition to selling this VP will work with the Alternate Site Solutions marketing, education, and leadership to recommend and develop customer improvements that optimize and add value for the customer focusing on financial improvement, operational efficiency, and patient centered care. This ultimately provides value to the customer and McKesson.
What You’ll Do
Own national strategic account growth: Identify, qualify, and close complex ASRx opportunities while delivering against annual new business targets ($50M–$100M+).
Lead enterprise selling & matrix execution: Coordinate internal stakeholders to shape solutions, timelines, and executive alignment across “One McKesson” opportunities.
Manage the pipeline in Salesforce: Maintain accurate forecasting, funnel hygiene, stage discipline, and deal strategy across multiple concurrent pursuits.
Develop and execute account growth plans: Build multi-year strategies for assigned accounts, including expansion plays, retention initiatives, and performance tracking.
Run executive-level discovery & presentations: Lead onsite and virtual presentations, needs assessments, and value storytelling tailored to senior decision makers.
Partner on pricing & financial modeling: Collaborate with pricing/finance to create ROI models, revenue/savings projections, and customer-specific business cases.
Represent the ASRx solutions portfolio: Position offerings in revenue cycle/billing improvement, supply chain optimization, pharmacy operations efficiency, and other evolving portfolio capabilities.
Other duties may be assigned as needed to meet Company goals
Basic Requirements
Degree or equivalent and typically requires 10+ years of relevant experience. Less years required if they have relevant Masters or Doctorate qualifications.
10+ years of progressive experience in strategic account management, enterprise sales, or business development within healthcare, pharmacy services, payer/provider, or related markets.
Demonstrated success closing large, complex deals and consistently exceeding multi-year revenue targets (e.g., $50M+ annual quota attainment).
Experience managing national accounts, buying groups, or GPO-related relationships, including executive stakeholder management and contract/value negotiations.
Proficiency with Salesforce (CRM), pipeline governance, forecasting, and disciplined sales process execution.
Working knowledge of pharmacy market dynamics, including alternate site segments (e.g., long-term care/closed-door, specialty, ambulatory/clinic, infusion, or similar).
Strong financial acumen: ability to interpret and influence pricing strategy, margin/ROI models, and savings/revenue impact for customers.
Preferred Skills/Experience
Advanced degree (MBA, MHA, or similar).
Familiarity with Medicare/Medicaid reimbursement, pharmacy billing practices, 340B-related concepts, or revenue cycle optimization.
Experience selling solutions tied to pharmacy operations transformation, supply chain optimization, or revenue enhancement.
Track record of influencing across highly matrixed enterprise organizations.
Work Environment
Remote work environment.
Primarily a traditional office/home-office environment when not traveling.
70%+ travel to customer/prospect sites and McKesson locations, including overnight travel as needed.
Significant time performing computer-based work; present onsite, and support customer-facing meetings.
Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.
We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.
Our Total Target Cash (TTC) Pay Range for this position:
$197,000 - $328,400Total Target Cash (TTC) is defined as base pay plus target incentive.
McKesson has become aware of online recruiting-related scams in which individuals who are not affiliated with or authorized by McKesson are using McKesson’s (or affiliated entities, like CoverMyMeds or RxCrossroads) name in fraudulent emails, job postings or social media messages. In light of these scams, please bear the following in mind:
McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.
McKesson Talent Advisors do not communicate with candidates via online chatrooms or using email accounts such as Gmail or Hotmail. Note that McKesson does rely on a virtual assistant (Gia) for certain recruiting-related communications with candidates.
McKesson job postings are posted on our career site: careers.mckesson.com.
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 our Equal Employment Opportunity page.
McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to (United States) Disability_Accommodation@McKesson.com or (Canada) Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted.
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