McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve – we care.
What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow’s health today, we want to hear from you.
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, please click here.
Our Total Target Cash (TTC) Pay Range for this position:
$167,000 - $278,300Total 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.
McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to (United States) Disability_Accommodation@McKesson.com or (Canada) Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted.
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