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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 Description:

The Oncology National Business Development Director (NBDD) will focus solely on acquiring new drug distribution business from community-based oncology practices. In an exclusively hunter role, the Oncology NBDD will be expected to create strategic and creative selling strategies to successfully prospect, engage, discover needs, and create a unique value proposition to win new drug distribution business, growing McKesson’s market share.

Success in this role will require extensive knowledge in community-based oncology. Including but not limited to, an extensive community oncology network of relationships, knowledge of how practices operate from a clinical and business perspective, deep knowledge on the evolving market events taking place in the community oncology space, payer and reimbursement dynamics, as well as how drug distribution wholesalers and group purchasing organizations operate.

Success will also require the highest levels of new-sales and business development skills. This includes but is not limited to, creation and execution of strategic new-sales business plans, developing a strategy to execute the business plan, proven track record in competitive displacement, high-level skills in cold outreach, capability to quickly create engagement and relationships with extremely busy Physicians/CEO/CFO/Director Pharmacy/etc., demonstrated ability to create and successfully work sales funnels from the top to bottom, exceptional storytelling, executive presence, and proven ability to be extremely creative to overcome challenges in the sales process.

Key Responsibilities:

• Grow McKesson Drug Distribution market share through strategic acquisition of new community oncology drug distribution business, that meets or exceeds sales objectives (50% of time)

• Develop and maintain a funnel of opportunities within community oncology, including applicable spend, contract expiration, relationships with key contacts, and guides prioritization (10% of time)

• Build a network of close relationships with internal and external stakeholders to support business development efforts and identify new leads/opportunities (10% of time)

• Assist in the ongoing enhancement of McKesson Community Oncology value proposition (e.g., presentation decks, economic feedback/ideas, collaborate with the subject matter expert teams, clinical teams, operation teams, marketing teams, GPO teams, etc.) (10% of time)

• Develop and maintain a deep working knowledge of topics critical to Provider Solutions success in community oncology including but not limited to industry trends, competitive intel, market intel, etc. (10% of time)

• Attend and support selected industry events, internal meetings, and training events as requested (10% of time)

Minimum Requirements:

• 7+ years of any combination of healthcare sales, business development, and/or oncology market experience.

Critical Skills:

• Oncology business development, specialty drug distribution, specialty GPO, or specialty technology experience

• Successful track record with innovative selling strategies to prospect, engage, discover needs, and create a unique value proposition to win new drug distribution business with community oncology practices and/or infusion clinics

• Strong financial acumen to evaluate revenue/profit opportunities associated with pricing

• Extensive network within community oncology with ability to quickly build relationships and present to Physicians/CEO/CFO/Director Pharmacy/etc.

• Ability to work within a defined sales process, work independently with limited direction and remain accountable to set sales goals and objectives

Additional Knowledge/Skills:

• Expertise and knowledge of industry trends within community oncology, specialty distribution, specialty GPO, EHRs, inventory management technologies, billing and coding, private and public reimbursement models, buy and bill, and payer contracting are highly desired

• Ability to work with a CRM system; ability to create presentations using Microsoft PowerPoint and ease of use with applications including, but not limited to Microsoft Excel and Word

Education:

• 4-year degree in business or related field or equivalent experience

Travel:

• Ability to travel a minimum of 50% of the work week on a regular basis

Physical Requirements:

• Home office environment

Note on Compensation: The Total Target Cash (TTC) range below is simply the target range for this position.  This is an uncapped commission role with unlimited earning potential.  As one of the highest earning potential roles at McKesson, top performers in this role can earn significantly higher than the target range listed below.  

At McKesson, we care about the well-being of the patients and communities we serve, and that starts with caring for our people. That’s why we have a Total Rewards package that includes comprehensive benefits to supportphysical, mental, and financial well-being. Our Total Rewards offerings serve the different needs of our diverse employee population and ensure they are the healthiest versions of themselves. For more information regarding benefits at McKesson, pleaseclick here.

As part of Total Rewards, we are proud to offer a competitive compensation package at McKesson. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered.

Our Total Target Cash (TTC) Pay Range for this position:

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

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 Disability_Accommodation@McKesson.com. Resumes or CVs submitted to this email box will not be accepted.

Current employees must apply through the internal career site.

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