Homecare Account Executive Job in Chicago 60612, Illinois US
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Current Need
An Account Executive sales position has become available in the Extended Care Solutions Group selling into Homecare/Hospice agencies within a defined territory as well as selling add-on components and managing relationships within the customer base.
Location: Assigned Homecare/Hospice accounts that could span multiple states/regions, so extensive overnight travel is required.
Position Description
The Extended Care Solutions Group Account Executive (AE) is responsible for acting as lead sales account executive for comprehensive activities and knowledge to support specific accounts and a for taking the lead role in new business opportunities in an assigned territory. Other responsibilities included the design and execution of sales plans for assigned accounts, meeting sales goals across all products and services, negotiating and finalizing deals, developing and maintaining key relationships at influencer levels, engaging in customer success planning process, identifying new opportunities, managing internal resources, ensuring continuity of success in existing business and capturing additional business opportunities, and providing day-to-day account management and customer advocacy. Responsibilities include but are not limited to, contract amendments, Contract supplements, Proposal drafting, Hardware configurations, customer issue escalation, marketing campaign(s) execution.
Planning:
¿ Develops and manages account plan
¿ Identifies and prioritizes short and long-term priorities
¿ Participate in and contributes to customer¿s strategic planning process
¿ Obtains or solicits information on competing products and vendors in order to understand competitor¿s strengths and weaknesses
¿ Plans strategy to sell new business accounts as well as existing customer accounts
Customer Relationship Development:
¿ Establishes relationships with customers at all organizational levels; able to interface with senior levels in internal and external groups
¿ Seeks to understand customer¿s strategy and needs by leveraging ¿C-suite¿ relationships as well as relationships with board members, department heads, and medical staff to:
¿ Uncover sales opportunities, mobilize product service experts
¿ Contract Administration/Management
¿ Ensure continued success of existing business including A/R, customer service, implementations, etc.
¿ Ensure commitments are met by ¿quarterbacking¿ all activities occurring within the account
¿ Develops McKesson plans in line with customer¿s strategic plans/needs. These are referred to as ¿Customer Success Plans¿ or CSP
¿ Monitors customer loyalty measures and takes action to improve them
New Business Development:
¿ Coordinate with Lead Generation Specialist to actively prospect in the territory.
¿ Initiate relationship building with key competitive target accounts.
¿ Lead the response team in replying to target initiated requests for proposal.
¿ Build and execute effective sales strategies and competitive positioning.
¿ Contract negotiation and issues management for incoming new customers.
¿ Effective communication of new customer requirements and commitments to the customer implementation team.
Internal Coordination:
¿ Ensures that internal coordination across McKesson remains seamless to the customer by:
¿ Developing internal relationships (business leaders, technical account managers, etc.)
¿ Develops McKesson plans in line with customer¿s strategic plans/needs
¿ Communicating across business units and using seasoned judgment when escalating issues
¿ Coordinates with product consultants to perform powerful customer presentations
Operations:
¿ Sales penetration
¿ Build account references and customer testimonials
¿ Enhance customer satisfaction and continually review with the customer the value and results attained
¿ Management/coordinate McKesson strategic activity
¿ Manage issue resolution and internal escalation process
¿ Manage new customer opportunities through the sales process
Financials:
¿ Protect current revenue stream
¿ Grow McKesson revenue and margin; meet revenue and profitability goals
¿ Contract Administration
Minimum Requirements
¿ 3-5+ years experience in the homecare market space
¿ Healthcare sales experience ($50,000+ average deal)
¿ Experience in sales cycles of 3+ months
¿ Comfortable dealing at high levels in the healthcare target market (CEO, COO, CIO, CFO, CNO, CMO levels)
¿ Knowledge of strategies for the homecare market place
¿ Knowledge of sales territory management (Siebel experience a plus)
¿ Good negotiation, conflict management customer service skills
¿ Ability to manage multiple, diverse projects and sales events simultaneously
¿ Knowledge of current information systems technology and of healthcare industry and trends
¿ Thoroughly knowledgeable in strategic selling
¿ Ability to demonstrate consistent closing techniques throughout the sales cycle
Education
4-year degree or equivalent experience
Physical Requirements
Up to 70% overnight travel required
Agency Statement
No agencies please.
The material contained herein is provided for informational purpose only. All open jobs offered by McKesson Corp. on this recruitment system are subject to specific job skill requirements. The job skill requirements, qualifications, and preferred experience are determined by a subsidiary, office or department within the company which is offering the position, and all positions are subject to local prevailing employment laws and restrictions. This would include immigration laws pertaining to work authorization requirements and any other applicable government permissions or compliance.
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