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Account Services Rep
4 months ago
The Account Services Rep (ASR) is responsible for achieving annual goals by managing a book of non-core MSPL 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 generate awareness, and coordination of objectives. Externally, the ASR networks with pharmaceutical manufacturers, physician groups and other industry players.
Critical success factors require ASR to develop internal and external customer relationships, develop teams to identify and/or capture opportunities that ultimately provide value to customers. The ability to navigate matrix organizations with a variety of products and services to align customer needs with internal solutions is important.
Key Responsibilities
Day-to-day account management, relationship building, selling and troubleshooting external customer issues by collaborating with internal team members. Works with operations, finance, customer care, GPO, generics, sales effectiveness, contracts, and legal among other internal teams
Successfully manage an 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
Minimum Requirement
Typically, minimum 0-2 years of relevant experience. May have degree or equivalent.
Education
4-year degree required preferably with an emphasis in sales and marketing, business management, or healthcare related field or equivalent experience in a sales position
Critical Skills
1-year sales and/or account management experience
Experience in and 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
Additional Skills
Microsoft Office programs, especially Excel
Salesforce.com or CRM software experience helpful
Motivation to excel and achieve sales results
Team player with strong interpersonal and resource management skills
Working Conditions:
Environment (Office, warehouse, etc.) –
Traditional office environment.
Physical Requirements (Lifting, standing, etc.) –
Large percent of time performing computer based work is required.
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. 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
Our Total Target Cash (TTC) Pay Range for this position:
24.98 - 41.63Total Target Cash (TTC) is defined as base pay plus target incentive.
