Strategic Account Director

4 weeks ago

Mississauga, Ontario, Canada MCD McKesson Canada Corporation La Corporation McKesson Canada Full time

Job Summary:

The Senior Sales Leader will lead and develop strategic partnerships with assigned strategic customers who require McKesson Canada's Pharmaceutical distribution services.

The Senior Sales Leader will lead and manage the day-to-day customer relationship and will build and develop a partnership that consistently delivers solutions that are integrated, advantageous to the customer and profitable to the Company.

The Senior Sales Leader is responsible for facilitating the business relationship between the Customer and McKesson Canada's distribution business through the leadership of the partnership and by working cross-functionally to coordinate the support of internal resources and other key stakeholders.

The Senior Sales Leader is responsible for achieving sales objectives and related KPIs in accordance with the overall business plan.

The Senior Sales Leader will have a strong understanding of McKesson Canada's capability, offerings, and value-added services (across BU's), 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.

Responsibilities:

  • Primary owner of customer relationships and responsible for overall customer satisfaction
  • Collaborates with customer to develop the joint business plan, based on needs assessment, alignment of priorities, joint road mapping with clear accountabilities and customer relevant score cards/metrics
  • Ensures full knowledge of account organization and establish 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. Integrates learnings into customer business development planning process
  • Leads on-going 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 the McKesson's senior leadership team on important/urgent issues
  • Builds customer intimacy with the 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 ensure 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

Travel Requirement: Candidates must be open to traveling within Canada approximately 25-30% of the time.

Minimum Qualifications:

  • 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

Key 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 understand client's business and needs
  • Ability to plan and strategize at a senior level
  • Ability to influence
  • Results-based approach
  • Strong leadership skills, can lead, inspire, mentor, develop and guide a team of professionals
  • Excellent written and oral communication
  • Excellent listening and ability to ask questions
  • Aptitude for public speaking and ability to make presentations
  • Strong organizational/ time management ability
  • Strong attention to detail
  • Good Project Management; problem solving; and analysis approach

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