Overview

Visit us and join us. McKesson Corp is a Fortune 7 company and one of the largest providers of medicines, pharmaceutical supplies and health information technology (IT) products and services in the United States with revenues of $208.4 billion in 2018. The company was founded in 1833 by John McKesson and Charles Olcott in New York with a focus on importing and wholesaling pharmaceutical products. United by our ICARE values, McKesson’s 78,000 employees work together every day to make better care possible for patients around the globe.

 

McKesson is currently seeking a Manager, Strategic Accounts in our Scottsdale, AZ office. (Remote also an option)

Position Description

The Manager, Strategic Accounts is responsible for managing a team of Client Relationship Managers that are key contacts for our clients, their projects and programs. This position will lead internal client support teams responsible for delivering customer requirements and goals, while exceeding customer expectations for operational excellence in the management of their programs. In addition, they serve as the point person when issues or problems need management attention and resolution.

This individual is charged with developing strong consultative relationships with customers that penetrate multiple levels and functions within their organizations.  They ensure that all programs serve to advance the strategic and operational goals of our key pharma/biotech customers.

 

Key Responsibilities

Customer Relationship Management/ Strategic Consultant

Responsible for interfacing with sales and the customer to clearly define project scope.
Responsible for business requirement document development and obtaining client approval
Provides customer with proactive consultative services on program setup, revenue generating & cost saving opportunities.
Manages internal teams for the implementation of new products, services, client initiatives and change requests according to company standards
Responsible for managing project timeline, cross-functional teams, interdepartmental communication.  Maintains project plans and tracking logs as appropriate.
Responsible for identifying project priorities with customers and communicating priorities to internal team.
Reviews and approves all program details prior to production release
Ensures client sign-off is obtained on business requirements
Responsible for storing client approved business requirement documentation in secured environment according to company standards.
Responsible for ensuring all programs of aligned accounts are running on executed contracts.  Works directly or indirectly with customer managers and customers to ensure alignment of terms and obligations of contracts.
Account Management

Ensures oversight for all programs and accounts within purview
Plan and coordinate key strategic management reviews for clients and internal support teams.  Develop account management plans and measure progress towards client goals and objectives.
Works with internal teams (Sales, Marketing, Operations, IT, Finance) to assist in understanding and meeting customer requirements. Provide direction and coordinate activities among supporting teams as needed. Research, develop and communicate corrective actions needed to resolve problems.
Develop and present customer profiles and related financial summaries to SWAT analysis team. Provide opportunity assessments to senior management
Manage the process, development and delivery of periodic, meaningful and productive strategic business reviews.
Manages communication and operational direction to client vendors/partners as required. Works with Vendor Managers to resolve service or pricing concerns.
Understands, evaluates, and interprets data to provide the necessary meaning and optimal value to the customer. Drives improvements to program data/reports where needed.
Ensures timely and accurate delivery of reports and data feeds according to program SLA’s
Monitors program performance against established SLA’s.  Negotiates and communicates revised service levels as required.
Approves project scope, business rules, and overall project release.  Ensures client sign-off is obtained on business requirements (initial and ongoing change requests) and proper documentation is maintained.
Serves as the first point of contact for day-to-day program issues.  Involves team members as needed to resolve all issues and escalates to Strategic Account Executive as necessary.
Manages program changes and associated change request process. Responsible for identifying project priorities with customers and communicating priorities to internal team.
Responsible for monitoring and taking appropriate action to support current A/R.
Financial

Monitors program profitability and revenue according to plan on an ongoing basis.  Research and present management analysis regarding performance variances and opportunities to increase productivity and financial performance.
Responsible for ensuring 100% accuracy of all client invoices and associated back up documentation. Responsible for ensuring that all revenue is captured according to established fee sheets.
Maintains updated budget for customers, reflecting actual costs & projections for the program year
Reviews and provides input on new business fee schedules to optimize revenue and ensure compliance to customer requirements.
Manages scope and sizing on new client initiatives and delivers pricing to customer.
Workforce Success 

Provides coaching and documented performance management and development to customer managers and may assist with training of new team members
Responsible for building team environment with internal co-workers and business partners.  Manages conflict resolution to ensure successful outcomes
Participates or leads departmental or cross functional teams for the purpose of developing new product/service offering or enhanced infrastructure capabilities           

Minimum Requirements

Requires 8+ years of professional experience and 0-2 years of supervisory experience.

*1 year of managerial exp.

*Hubs and Co-Pay Programs Experience Preferred.

*Insurance/Reimbursement/PAP (Patient Assistance Program) Strongly Preferred.

 

Critical Skills

Manage or supervision of a team
Extensive experience managing key client relationships and strategic partnerships with the ability to develop trusting, long standing relationships with internal/external customers.
Advanced communication, presentation, and delivery skills with ability to connect to people at all levels.
Strong understanding of data analytics, preferably within compliance/persistency fields
Process expert with proven expertise in developing and managing policies and procedures that deliver optimal value and efficiencies, while meeting all company/client requirements.
Experience in budget modeling, forecasting and profitability analysis
Additional Knowledge and Skills

Problem resolution and negotiation skills

 

Education
4-year degree in related field or equivalent experience

Travel

30% travel may be required.

Physical Requirements
General Office Demands 

Career Level – Manager – M2

 

 

 

McKesson is an Equal Opportunity/Affirmative Action employer.