Regional Account Executive - Northern CA

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.

Position Summary

The Regional Account Executive (RAE) is a field-based sales professional responsible for driving growth and pharmacy pull-through within a designated oncology and rare disease focused territory. This role builds strong relationships with oncologists, specialized multidisciplinary providers, advanced practitioners, and healthcare leaders to generate new business while expanding and retaining existing accounts.

The ideal candidate is a highly motivated, organized, and engaging sales professional who thrives in a fast-paced, relationship-driven environment. This individual will partner with healthcare providers and internal teams to deliver high-touch service, solve complex challenges, and position Biologics by McKesson as a trusted specialty pharmacy partner.

Key Responsibilities

Business Development & Account Growth

• Develop and execute a strategic territory plan to achieve and exceed revenue and referral goals

• Prospect, qualify, and convert new business opportunities while growing existing accounts

• Build and maintain relationships with key decision-makers across oncology and multidisciplinary practices and health systems

• Partner with internal sales and business units on complex opportunities, including 340B prospects

• Lead conversations with customers to understand their needs and position tailored solutions

• Support new therapy launches and educate providers on available specialty pharmacy resources

Customer Engagement & Relationship Management

• Serve as a trusted advisor to oncology and multidisciplinary practices by understanding clinical, financial, and operational challenges

• Deliver a high-touch, customer-first experience with proactive communication and issue resolution

• Conduct regular account reviews (QBRs) to demonstrate value and drive continued engagement

• Establish feedback loops to anticipate customer needs and continuously improve service

Pipeline & Performance Management

• Build and manage a high-quality pipeline, focusing on increasing win rates and deal size

• Maintain accurate forecasts and sales activity tracking in CRM tools (e.g., Salesforce)

• Analyze wins and losses to continuously refine sales strategy

Market Intelligence & Strategy

• Monitor healthcare, payer, and oncology market trends to identify new opportunities

• Stay informed on competitive positioning and effectively differentiate Biologics’ solutions

• Collaborate cross-functionally to align customer needs with internal capabilities

Additional Responsibilities

• Resolve customer issues in partnership with operations and leadership teams

• Participate in oncology and rare disease related education, conferences, and professional organizations

• Build relationships with pharmaceutical manufacturers and industry stakeholders

Minimum Requirement
Degree or equivalent and typically requires 4+ years of relevant experience.

Education

• 4-year college degree or equivalent work experience.

• Bachelor’s degree (BS/BA) strongly preferred.

Critical Skills

• 4+ years of healthcare sales and/or account management experience managing high-touch customers.

• Proven success in business development and account growth. Strong negotiation, partnering, and influencing skills.

• Strong relationship-building skills with healthcare providers and stakeholders.

• Excellent communication (write/verbal), organization, and time management skills.

• Proficiency with CRM systems and Microsoft Office tools.

• Ability to travel up to 80% within assigned territory.

Additional Skills

• Experience working in a matrixed, cross-functional environment.

• Oncology, rare disease, specialty pharmacy, or related healthcare experience.

• Knowledge of 340B and specialty pharmacy landscape.

• Understanding of patient access, reimbursement, and payer dynamics.

• Clinical background (e.g., nursing, pharmacy tech) is a plus.

Working Conditions

• Remote, home-based position.

• Frequent travel to customer sites, meetings, and events (up to 80%).

• Valid driver’s license required.

• General office demands.

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:

$145,000 - $241,600

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

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McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.

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McKesson job postings are posted on our career site: careers.mckesson.com.

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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