Field VP, Corporate Accounts, West

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Job Description Summary

The Field VP, Corporate Accounts will be responsible for leading and expanding existing high-revenue, complex customers in the Ambulatory Care market that will have a major impact on the success of McKesson Medical-Surgical. Ambulatory Care includes non-acute and non-governmental organizations, such as physician groups, urgent care, veterinary, dental organizations, and more. This role is designed for a relationship-oriented, execution-focused leader who excels at long-term account stewardship, value realization, and growing share of wallet within established customers.

McKesson Medical Surgical Description
McKesson Medical-Surgical (MMS) is a leader in healthcare supply chain management solutions. MMS partners with 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 ICARE 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 information, 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. Apply to join our team and help shape the future of healthcare!

Current Need

We are seeking a Field VP of Corporate Accounts to lead strategic growth across our Western region. The ideal candidates will reside within this territory. Relocation will not be provided for this position.

Position Description

Responsible for retaining and growing existing large, complex ambulatory care organizations that have a major strategic impact on the success of McKesson Medical-Surgical. This role is a farmer-focused position, centered on deepening relationships, driving adoption of MMS solutions, and expanding share of wallet across long-standing customer partnerships.

The role partners closely with internal stakeholders to deliver a high-quality, consistent customer experience, execute account strategies, and identify expansion opportunities.

Key Responsibilities

Strategic Account Leadership & Retention

• Own the overall account strategy for assigned customers, ensuring alignment between customer objectives and MMS capabilities

• Develop and execute account plans and contract strategies, including service requirements, commercial considerations, stakeholder mapping, and governance models

• Serve as the primary executive relationship owner, maintaining strong partnerships with C-suite and senior leaders to drive trust, satisfaction, and long-term alignment

• Monitor and drive key customer performance indicators, including service levels, financial outcomes, quality, and reliability

• Partner with and navigate GPO relationships to support contract execution, compliance, and ongoing value delivery

Expansion of Existing Accounts

• Identify and pursue opportunities to expand scope, products, and solutions within assigned Ambulatory Care customers

• Collaborate across MMS business units to introduce additional offerings that address evolving customer needs and increase share of wallet

• Lead customer discussions around solution adoption, optimization, and change management to support expansion initiatives

• Ensure continuity between customer expectations, MMS commitments, and operational execution as accounts grow

Minimum Requirements

• Bachelor's Degree or equivalent and typically requires 7 + years of relevant experience

• Must have a valid driver's license and clear driving record

Critical Skills

• Demonstrated experience managing and growing large, complex ambulatory care accounts

• Proven ability to operate as a trusted advisor to C-suite and senior enterprise leaders

• Strong consultative selling skills focused on retention, expansion, and long-term value creation

• Deep understanding of healthcare distribution and complex ambulatory care customer dynamics

• Strong analytical skills and business acumen, including experience supporting contract performance and account economics

• Prior experience onboarding and supporting large, complex ambulatory care customers

Additional Skills

• Outstanding communication, presentation and listening skills

• Ability to lead and execute long-term account strategies and mobilize cross-functional resources

• 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 providing sales support to large, complex customers that integrate a variety of sales solutions

• Salesforce CRM experience preferred

• MBA preferred

Travel

Up to 50% travel within the assigned territory and minimal nights

Education

Bachelor's degree or equivalent experience strongly preferred

Physical Requirements

• Significant amount of time performing computer and phone-based work is required

• Significant amount of time spent traveling via automobile and air

• Home Office environment with frequent travel

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, pleaseclick here.

Our Total Target Cash (TTC) Pay Range for this position:

Total Target Cash (TTC) is defined as base pay plus target incentive.

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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.

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