Job Summary

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 stages—expanding 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 environments. In 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

Strategic Execution & Operations

• 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

Cross-Functional Collaboration

• 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 McKesson’s broader strategy

• Bachelor’s 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

Additional Skills

• 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