The Director Health Systems, Business Development is responsible for growing the Pharmaceutical Solutions and Services (PSaS), Provider Solutions customer base by identifying Clinic Class of Trade spend opportunities within Health Systems, and working closely with the McKesson Health Systems (MHS), Business Development & Regional Account Management teams to win as an enterprise and expand McKesson's Prime Vendor footprint within existing MHS customers.
They will execute the health system sales process from lead nurturing to proposal creation/delivery and RFP response (if applicable) to contracting.
This individual will navigate the broader McKesson organization, focused on building relationships with MHS counterparts in order to identify and execute on PSaS opportunities that include Provider.
Success in this role is defined by new health system wins, and the development/management of the processes and resources required to win. This role will also have a strong contribution to the overall Provider Solutions strategy and value proposition for health systems
Grows Provider Solutions Distribution market share through strategic acquisition of new health system business, as assigned, that meets or exceeds sales objectives. (50% of time)
Develops and maintains a funnel that includes assigned Provider Solutions opportunities within health systems nationally, including applicable spend, contract expiration, relationships with key contacts, and MHS team notes to guide prioritization. (10% of time)
Builds close relationships with MHS business development and account management teams alongside the VP, Health Systems to ensure Provider Solutions engagement in applicable health system opportunities from start to finish. (10% of time)
Assists in the creation of enhanced McKesson enterprise tie-ins and value proposition (ex: joint pricing incentives, joint contracts, etc.) (10% of time)
Develop and maintain a deep working knowledge of topics critical to Provider Solutions success in health systems including but not limited to: class of trade, McK enterprise, etc. (10% of time)
Attends and supports selected industry events, internal meetings, and training events as requested. (10% of time)
Typically requires 7+ years of relevant experience.
5+ years of health care sales experience within pharmaceutical/biotech, healthcare distribution, health systems GPO, community oncology, healthcare technology (EHR and inventory management systems), billing and coding, private and public reimbursement models, payer contracting or medical device/supply
Strong executive presence, public speaking skills with a record of success selling at C-Suite and/or supply chain executive level in healthcare systems, desired.
Proven track record of growing market share via new business acquisition and attaining/exceeding assigned quota
Strategic mindset with innovative / creative approach to consultative strategic business solutions-based selling in healthcare B2B environment
Financial acumen to evaluate revenue/profit opportunities associated with pricing
Large, complex proposal and RFP process knowledge/experience
Ability to work within a defined sales process, independently with limited direction and remain accountable to set sales goals and objectives
Collaborative team player with strong interpersonal and resource management skills
Advanced proficiency with MS Office - (Word, Excel, Outlook, and PowerPoint) and CRM Tool (Salesforce, ACT)
Expertise in hospital administration and Independent Delivery Networks (IDNs) and how they operate with practices in the clinic setting, highly desired
Project and program management experience
4-year degree in business or related field or equivalent experience
Travel a minimum of 50% of the work week on a regular basis
Home office environment
Physical Requirements (Lifting, standing, etc.)
* General office demands (standing/sitting.)
McKesson is an Equal Opportunity/Affirmative Action employer.
All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history.
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 McKessonTalentAcquisition@mckesson.com . Resumes or CVs submitted to this email box will not be accepted.
Current employees must apply through the internal career site.
Join us at McKesson!
Internal Number: JR0046033
About McKesson Corporation
We deliver careers with purpose and potential. Our focus on better health starts with creating an inclusive environment with strong values where you can build a fulfilling career. You can count on us to provide you with resources and opportunities to grow and be your best, while contributing to our pursuit of improving lives. Every day, McKesson’s employees deliver products to healthcare providers that make a difference in the care and life of a patient. We work to distribute medical supplies, bandages, syringes, vials of flu vaccine, and pharmaceutical drugs to help real patients like Jack, an eight-year-old boy battling cancer. We take that job seriously. Together, the work we do is shaping the future of healthcare. If you are passionate about combining a meaningful career with a balanced life, join us on this journey and apply for a job with McKesson today. Every day, McKesson’s employees deliver products to healthcare providers that make a difference in the care and life of a patient.