Health System Inside Sales, Corporate Account Manager

The Health Systems Inside Sales Corporate Account Manager (CAM) is responsible for managing and growing a portfolio of large complex health system accounts through proactive insight-driven engagement. This role oversees a focused book of approximately six high-value accounts each generating over $5M annually requiring a strategic and highly consultative approach.

This individual is accountable for driving enterprise value across a diverse portfolio of accounts in varying performance stagesexpanding share of wallet within growth accounts stabilizing existing revenue and identifying opportunities to recover and re-engage underperforming or declining relationships. Success in this role requires the ability to uncover new business opportunities within existing health systems while aligning solutions to customer clinical operational and financial priorities.

The CAM builds trust with senior stakeholders through professionalism business acumen and a steady leadership presence. This role requires a pragmatic low-ego approach prioritizing collaboration clarity and results while navigating complex customer this role the CAM will also assist in executing quarterly business reviews and annual planning sessions partnering with Inside Sales leadership and cross-functional stakeholders to execute strategic account plans focused on revenue growth retention and profitability. This role reports to the Inside Sales Manager with a dotted line to Area Vice Presidents aligned to assigned accounts.

• Manage a portfolio of high-value health system accounts ($5M annually) with full accountability for revenue retention growth and profitability

• Develop and execute strategic account plans aligned to customer clinical operational and financial priorities including quarterly and annual business planning

• Identify develop and drive cross-sell upsell and new business opportunities within existing accounts

• Manage a portfolio with varied performance levels by:

• Expanding growth accounts

• Stabilizing and maintaining existing revenue

• Re-engaging and recovering underperforming or declining accounts

• Maintain disciplined CRM (SFDC) funnel management and documentation as a single source of truth

• Serve as the primary inside sales point of contact for assigned health system accounts

• Build and maintain strong relationships with supply chain procurement clinical and executive stakeholders

• Deliver proactive value-based engagement including issue resolution and continuous alignment to customer needs

• Partner with field teams to ensure consistent customer strategy and communication

• Conduct periodic in-person engagement to strengthen relationships and support long-term retention

• Assist in executing Quarterly Business Reviews (QBRs) and support annual planning to advance account strategy and market share growth

• Ensure alignment to contract strategy including GPOs manufacturer agreements and local vendor execution

• Monitor and manage key performance indicators including service levels pricing alignment and contract compliance

• Support operational processes impacting the customer experience including order management issue resolution and accounts receivable coordination

• Leverage data to provide actionable insights on utilization pricing and savings opportunities

• Translate analytics into strategic recommendations that improve customer outcomes and drive growth

• Ensure accuracy and alignment between contract pricing invoicing and performance expectations

• Partner with Inside Sales leadership Field Sales Finance Operations Value Management and Customer Service teams to execute account strategy

• Collaborate across specialized teams (e.g. equipment lab Rx home health surgical etc.) to deliver a coordinated enterprise-wide customer experience

• Coordinate internal resources to resolve issues remove barriers and accelerate growth opportunities

• Support enterprise and Health Systems initiatives aligned to McKessons broader strategy

• Bachelors degree or equivalent experience

• Minimum 4 years of experience in inside sales account management or healthcare distribution

• Experience managing or supporting complex / enterprise health system accounts

• Strong understanding of pricing contract structures and margin dynamics within distribution or healthcare environments

• Experience using CRM tools (e.g. Salesforce) and managing sales pipelines

• Ability to develop and execute strategic account plans and deliver formal business reviews (QBRs planning sessions)

• Ability to travel up to 25% and maintain reliable transportation

• Willingness to work in a hybrid environment aligned to Richmond-based activities as needed

• Experience with GPO structures (e.g. Vizient HealthTrust Premier)

• Knowledge of medical-surgical distribution and healthcare supply chain operations

• Strong analytical capabilities including the ability to translate data into actionable recommendations

• Experience navigating cross-functional environments to resolve issues and drive customer outcomes

• Strong conflict resolution skills maintaining focus on positive customer experience

• Ability to manage multiple priorities and competing demands effectively