The state of healthcare is complex, but our shared purpose isn't: Help people get the medicine they need to live healthier lives. CoverMyMeds solves medication access challenges for patients throughout every step of their journey through a unified brand that now encompasses RelayHealth, RxCrossroads by McKesson, McKesson Prescription Automation and CoverMyMeds.
Our combined experience spans nearly 90 years and together, we're applying our expertise to solve some of the biggest problems in healthcare. We accelerate innovative solutions for problems like medication affordability and adherence in way that everyone wins -- from providers to pharmacies, payers to biopharma and, especially, patients. By combining automation and expert intervention, the company provides prior authorization, prescription decision support, specialty patient support, core adjudication network, patient assistance programs, clinical and behavioral adherence and patient empowerment solutions.
We're proud to be an integral part of McKesson Corporation and embody the shared values and leadership behaviors of the greater organization.
We understand the importance of a system that works together. Your expertise, drive and passion can help us carry out our mission to improve lives and advance healthcare.
The emerging biopharma space will have a heavy focus on 3PL, Prior Auth, Hub services as well as Specialty Management. This market segment has a significant pipeline of infusible and injectable medications that will go through the pharmacy and payor channel, needing traditional pharmacy benefit prior authorization as well as medical benefit approval using J-Codes. This market has traditionally utilized a combination of internal and external consultants to drive launch strategies as well as Requests for Proposal (RFP) into the service side of the business in order to source the best firms to deliver services they need for the successful launch of their therapies.
The Director, Emerging Biopharma for Access and Adherence and Affordability Solutions, is a field-based position, working closely with a targeted list of top consulting firms who are driving RFPs into the market today as well as those emerging consulting firms who are starting to enter the market. This person is responsible for partnering with relevant consulting company stakeholders and influencers to ensure they understand the service delivery capabilities across the division as well as to understand how CoverMyMeds could play as a significant partner to the clients they serve. The Director's mission is to identify new business opportunities through relationship management and a thorough understanding of critical services needed to ensure a successful launch for the client; and to be aware of the RFP schedule being managed by the consulting firm. The Director will be expected to represent the suite of services offered by RxTS, build an account strategy and executive profile for each firm and deliver knowledge transfer to respective National Sales Director ahead of the RFP schedule. They will also create and facilitate opportunities for our internal leaders to hear from these top firms from time to time on key issues impacting their businesses and how we can partner better as an organization.
Our ideal candidate will lead strategic discussions to prospective consulting firms via proactive targeting and outreach in order to drive an understanding of key launch strategies and service needs prior to the launch of new RFPs.
Completes strategic plan, stakeholder mapping and profile for each consulting firm
Proactively identifies opportunities to position services in conjunction with the consulting firm to tell our unique story within the RFP
Represent both the Access/Adherence and Affordability Service Lines
Create a feedback loop to the product team so product enhancement and new product ideas can flow from the client base, versus product to client
Facilitate focus groups and small advisory forums to gain insight into emerging biopharma marketplace in terms of current and future needs
Build relationships at the top of the consulting firms
Serve as an advisor to the RFP team to ensure we are articulating a comprehensive story on why an All-McKesson solution is the best solution for the client. This advisory input will be based on specific RFPs on assigned emerging biopharma prospects through direct as well as consultant dialogue
Work with analytics team to illustrate RFP volume, increase sales opportunities from baseline, impact of business development campaigns, overall win rate and revenue impact on an annualized basis
Articulate value proposition and value story of products / services at a high level with key messaging
Maintain longitudinal engagement as a key advisor to the targeted firms
Seeks out and/or identifies new business processes to increase handoff efficiency of new opportunities Attends and supports industry trade shows, company sponsored and/or internal company meetings as needed
Minimum 10 years healthcare sales, strategy or customer facing experience to pharmaceutical and biotech companies (including sales/cold-calling experience, possibly in a quota-carrying role)
Self-starter with a proven track record to meet and/or exceed objectives with a drive for achievement
A good understanding of the sales/buying cycle; ability to assess sales opportunities is a necessity
Proven experience in closing successful partnerships, bringing in repeat business, and aiding in acquisitions
Able to handle rejection and persevere
Strong communication skills (remote and/or in-person)
Ability to leverage high level knowledge of the customer's targeted medications
Team player with strong interpersonal and resource management skills.
Ability to work with a CRM system and ease of use with applications including, but not limited to Microsoft Outlook, Teams and Word.
Experienced leader who has developed and negotiated strategies for large complex relationships with biopharma companies
Displays confidence and conviction when engaging with C-Level leaders
Possesses self-awareness and emotional intelligence to quickly gain trust of others
Balances directness and tact to influence and models a willingness to confront tough issues and challenges
Synthesizes concepts and thinks through how to tackle matters in a strategic manner
Champions large scale change to position the organization for long-term success; willing to push the cause with resistors across the organization
Prior experience as a key leader with a track record of creating growth and refining the strategic direction of the enterprise
Sponsors the execution of actionable insights and innovations that help the overall business strategy; allocates resources, removes obstacles, and provides visibility to innovative organizational initiatives.
Specialty pharmaceutical/Biotech industry knowledge and experience with a variety of commercialization products and services, highly desired
Experience with top biopharma consulting firms
Experience in healthcare business-to-business selling a plus
Bachelor's Degree or equivalent experience.
Travel required up to 50% of time.
Remote role, Hub office Columbus OH
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: JR0046884
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.