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This integral role within the McKesson Med-Surg Government Solutions leadership team is responsible for driving growth by linking strategy to business planning to sales execution. This high-level individual contributor SME will identify and create playbooks to support specific market opportunities, enhance key customer relationships with sales, effectively utilize optimal product and supplier strategies, and successfully collaborate with key business partners. 

This individual will be tasked with the realization of specific strategic sales initiatives tied to our financial objectives and strategic pillars.  Examples include the creation of sales commercialization plans focused on strategic market segments, identification of key customer targets, and facilitation of necessary marketing collateral to enable sales delivery. They will be e a key business advisor to the MMSGS VP/GM and partner to various other leaders in Sales and Sales Operations.

I2Care and iLead principles are mandated as core McKesson values and foundational principles. Collaboration and key partnerships are required to drive alignment of customers and business execution across McKesson, partners, associations and the Healthcare Industry.

Key Responsibilities:

1. Strategic Leadership:

• Assist the VP/GM to identify and win in the most promising markets and customer segments, analyzing market penetration, gap analysis, and potential growth opportunities for McKesson Med-Surg Government Solutions (MMSGS)
• Support the VP/GM in other execution related activities such as operational and financial planning, delivery of executive presentations and strategy development
• Partner with MMSGS leadership to facilitate regular reviews and joint planning sessions with key leaders across Extended Care and Primary Care and other groups to improve collaboration, results and “winning with Government” mentality across McKesson Med-Surg

2. Sales Execution:

• Develop and commercialize repeatable and scalable segment State playbooks to realize synergies, improve productivity, and drive win-rate success across the sales team (e.g. customer specific pitch decks)
• Provide thought-leadership and execution to build and sell specific McKesson commercialization plans (e.g. menu of common kits, state stockpile program)
• Assist Sales leadership to identify key decision markers, contribute to pivotal customer meetings and business reviews and build long-term relationships to positively impact important purchase decisions
• Coordinate with key functional partners such as Product Strategy and Supplier Partnerships (PSSP) and Segment Marketing to proactively plan and drive execution on new product launches and focused marketing content and collateral for Sales (includes MMSGS Value Prop)

3. Business Development:

• Partner with the Capture Manager and the Sales Operations Director to execute on a new business development funnel that tracks significant and long-term opportunities in targeted markets or segments
• Coordinate with Sales Operations to analyze competitive performance to determine areas of success and areas needing improvement, to understand the underlying reasons for wins and losses, and incorporate lessons learned going forward
• Regularly assess new growth opportunities (existing or new markets, organic or inorganic), coordinating with key internal stakeholders to vet opportunities, and conduct feasibility analysis and market assessments
• Facilitate specific supplier or product solutions to achieve successful funnel yield in desired markets, partnering with PSSP for vetting, supplier management, and financial analysis

4. Client Engagement:

• Build strong relationships and drive execution and collaboration with key internal stakeholders including Sales, Finance, Operations, PSSP, Customer Sales and Support, and Legal and Compliance
• Interact with external partners to promote and enhance MMSGS’ market position and reputation with strong messaging, industry know-how, and open and active communication
• Represent the company at industry events, conferences, and trade shows to promote brand visibility and establish thought leadership

Minimum Requirements:

• Degree or equivalent and typically requires 10+ years of

  relevant experience. Less years required if candidate has relevant Master’s or Doctorate qualifications.

• 10+ years of strategy, marketing, or product management in the medical device industry

Preferred Qualifications:

• Bachelor’s degree in Business, Marketing, or a related field

• Proven track record of delivering customer and product solutions to deliver sales execution and growth
• Strong understanding of state and local government procurement processes
• Excellent leadership, communication, and collaboration skills
• Ability to travel as required to support business objectives (up to 15%)

Key Competencies:

• Strategic thinking and business acumen
• Relationship management and communication
• Effective problem solving and issue resolution
• Results-driven mindset with a focus on execution
• Strong understanding of market dynamics and segment trends

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 click here.

Our Base Pay Range for this position

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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