Strategic Account Director

4 weeks ago

Mississauga, Ontario, Canada McKesson Full time
Job Summary:

The Strategic Account Director is a senior sales role responsible for leading and developing strategic partnerships with assigned customers who require McKesson Canada's pharmaceutical distribution services.

This role will lead and manage the day-to-day customer relationship, building and developing a partnership that consistently delivers integrated, advantageous solutions to the customer and profitable results to the company.

The Strategic Account Director will have a strong understanding of McKesson Canada's capabilities, offerings, and value-added services, and will work with senior-level stakeholders within the customer's organization and the internal McKesson team to identify and build a strategic, value-based business partnership.

Key Responsibilities:
  • Primary owner of customer relationships and responsible for overall customer satisfaction.
  • Ensures full knowledge of account organization and establishes links between the two organizations.
  • Develops, maintains, and communicates a formal account strategy and portfolio of key growth opportunities.
  • Proactively assesses, clarifies, and validates customer strategic objectives (short and long term) and priorities on an ongoing basis.
  • Leads ongoing communication and meetings between McKesson's leadership team and the customer's senior leadership team to foster customer intimacy and ensure awareness of McKesson's range of capabilities and long-term commitment to the customer priorities.
  • Represents the voice of customer to McKesson's senior leadership team on important/urgent issues.
  • Builds customer intimacy with key senior-level functional areas within the strategic account.
  • Achieves assigned sales/profitability objectives for the Strategic Account.
  • Champions and aligns McKesson cross-functional resources (operations, supply chain, procurement) to help deliver solutions that support the delivery of the joint business plan.
  • Defines McKesson Wholesale account support (projects, priorities, etc.) needed for optimal delivery of account objectives.
  • Ensures comprehensive understanding of the customer distribution agreement and ensures proper execution across all relevant parts of McKesson Canada's wholesale business.
  • Defines account governance model (key meetings, attendees, and cadence).
  • Provides customer with regular updates on market, regulatory environment, and leads introduction, alignment, and deployment of McKesson wholesale businesses initiatives.
Requirements:
  • Bachelor's degree in relevant discipline or equivalent experience. MBA (asset).
  • 10+ years of leadership experience in Sales/Account Management within a Pharmaceutical or top-tier CPG or Distribution company.
  • 4+ years of progressive management/supervisory experience.
Competencies:
  • Demonstrated success managing customer partnerships and building strong relationships with Senior Leaders.
  • Established relationships with senior leadership of national and retail/pharmacy chains is an asset.
  • Ideally possesses a diversity of background experiences such as sales, account management, business development, supply chain, procurement, and demand planning are an asset.
  • Significant expertise with professional client relationship building and management.
  • Ability to plan and strategize at a senior level.
  • Strong organizational/time management ability.
  • Good Project Management; and analysis approach.

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