What are the responsibilities and job description for the VP, Business Development (Central) position at MCK McKesson Corporation?
The VP of Business Development will focus solely on acquiring new business opportunities with targeted health systems located across the defined / assigned territories through development and implementation of sales strategies geared to the health systems and IDN distribution market. The VP of Business Development will work to obtain in-depth knowledge of all company divisions, and will collaborate with a broad and diverse portfolio of Enterprise executives, internal and external stakeholders to secure new business partnerships and grow the McKesson Health Systems (MHS) segment.
New Business
Identify, develop & implement long / short term sales strategies for growing Health Systems Market Share in the respective territory.
Consistently develop relationships in marketplace to capitalize on sales cycle opportunity.
Grow Health Systems Pharmaceutical Distribution business through strategic sales of new business.
Consistently lead, document, and execute a detailed sales process.
Thoroughly understand and explain McKesson's offerings and key benefits to potential customers and sales partners.
Present to and communicate with C-Suite level executives.
Collaborate across McKesson Enterprise to deliver value to prospect opportunity.
Financials
Understand and demonstrate clear business acumen and financial levers that impact profitability of new business partnerships.
Manage and drive a funnel of sales targets from beginning to end.
Customize a solution set for each perspective customer and manage financial expectations on each solution set.
Provide continuous market and solution set feedback to Health Systems Product Development team.
Collaborative Partnerships
Work collectively with Health Systems leadership team, field sales teams, GPO executives, internal and external stakeholders in strategy, pursuit, and execution of new business opportunity.
Work collaboratively with other McKesson teams to uncover competitive intelligence and possible opportunities for MHS.
Where required and instructed, work in partnership with MHS field representatives to acquire new business.
Other Responsibilities
Negotiate supply agreements, as needed.
Consistent use of SalesForce.com and other sales management tools to advance business development opportunities to include various business development reports, maintaining detailed records of all business development activities, etc.
Other duties, as assigned.
Minimum Requirement
Degree or equivalent and typically requires 10 years of relevant experience. Less years required if has relevant Masters or Doctorate qualifications.
Education
College degree strongly preferred (B.S or B.A.) or equivalent.
Critical Skills
10 years of relevant healthcare / IDN sales experience.
Working knowledge of pharmaceutical distribution, medical, and health systems sales industry.
Running long sales cycles.
Proven track record of growing market share via new business acquisition and attaining / exceeding assigned quota.
Large, complex RFP process knowledge / experience.
Experience selling at C-Suite levels in healthcare systems with a demonstrated record of selling to large health systems, and aggregation groups required.
Extensive Business / Financial acumen.
Consultative and strategic selling experience.
Additional Skills
Hospital supply chain executive experience preferred.
Knowledge and willingness to work with defined sales process.
Ability to work in matrixed organization across Enterprise.
Ability to distinguish features from benefits.
Analysis / Problem solving.
Innovation / Creativity.
Working Conditions
Extensive travel 50%
Home office environment.
Health Systems.
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
Our Total Target Cash (TTC) Pay Range for this position :
232,700 - $387,800
Total Target Cash (TTC) is defined as base pay plus target incentive.
Salary : $232,700 - $387,800
