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The Secondary Account Specialist (SAS) is a trusted business advisor to MPB specific accounts without a McKesson distribution agreement. The SAS is responsible for driving buyer influence as a MPB market specialist. They are responsible for managing an active book of business prioritized by product opportunity. The SAS will understand products available through the MPB catalog that are unavailable through their primary wholesaler/distributor. Customer consultation is managed through consistent, productive account telephone calls with proper account analysis.

They Collaborate and work closely with MPB Sales leadership & Business Development team to maintain alignment of opportunity, goals, and a uniform message as they work on developing customer relationships and establishing successful partnerships. The SAS will develop the appropriate strategy for each targeted system and lead the coordinated execution of various product offerings throughout the sales process. Their primary focus is to guide customer towards enhanced product access while developing trust and loyalty from the customer.

Key Job Responsibilities:

• MPB Acute Secondary Account Specialist, responsible for converting McKesson MPB Specialty and Plasma products and increasing overall profitability of MPB Specific Accounts without a McKesson distribution agreement.

• Utilizes strategic probing and analyzes multiple market factors such as leakage reports, overstocks, price changes, and others to both anticipate and identify customer access/needs and recommends the appropriate solution to assist buyers in formulating strategy in converting products to MPB.  

• Generate sales among MPB accounts, for plasma and specialty items, Operates as the point of contact for targeted customers, Develops and maintains long-term relationships with buyer, Forecasts and tracks new product launches, Manages product shortages within client relationships, working to educate buyers on current market conditions, Identifies opportunities to grow business with accounts, Monitors customer preferences to determine the focus of sales efforts, Analyze sales statistics, Project sales and determine the profitability of products and services.

• Uses several systems or applications to perform customer interactions including SAP, SAP CRM – Cloud for Customer, Salesforce.com, Outlook and MS Office, Cisco, Tableau, various dashboards and reporting, and McKesson Connect.

• Maintain current, detailed, and accurate data in our SAP C4C/Salesforce.com CRM documenting customer interaction.

Minimum Requirements

• 2+ years sales or account management experience.

• Minimum 6 months of McKesson Sales Experience (Can Replace the one above.)

Critical Skills

• 1+ years of pharmaceutical industry experience.

• Strong ability to communicate and build relationships over the phone.

• Proficient in MS Office Suite (Excel, Outlook, Work, etc.)

• Professional business to business inside sales acumen.

• Ability to adapt to a changing environment and handle multiple priorities.

• Consultative selling/negotiation skills with the proven ability to build lasting customer relationships with a focus on facilitating trust and open communication.

Additional Knowledge & Skills

• Excellent Verbal and Written communication skills required.

• Business/Financial Acumen

• Analysis/Problem Solving /Negotiation

• Self-motivated and demonstrates personal commitment and drive to meet or exceed objectives.

• Strong organization skills to execute on job expectations and priorities.

• Influential communicator with focus on active listening and customizing messages appropriately for differing audiences.

• Must be able to identify individual customers’ needs and provide solutions based on those needs.

• Flexibility and wiliness to adapt to successfully navigate a complex ever changing work environment.

• 4-year degree preferred (Or related field or equivalent experience.)

• SAP experience a plus

• Working knowledge of plasma and specialty products desired

Working Environment & Physical Requirements

• Office as a Destination.

• General Office Demands (Standing, Lifting, Sitting at a Desk/Computer)

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:

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

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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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