Sr. Director, Biopharma Commercial Sales

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.

Job Summary

This position is crucial in driving the growth of McKesson Specialty Health Services by leading a high-performing team of sales and account management. Your primary focus will be on winning new business and expanding existing partnerships. You will guide your team in pitching innovative, integrated solutions to secure new clients and enhance relationships with key decision-makers. Your role will involve developing and executing sales strategies, forecasting outcomes, and aligning internal teams to meet ambitious sales targets and key performance indicators. By prioritizing new customer partnerships and evaluating market opportunities, you will play a pivotal role in leading your team to drive revenue growth and establishing McKesson as a leader in the specialty health market.

Responsibilities

• Accountable for delivering the Specialty Health Solutions business development budget and managing the P&L for the assigned portfolio.
• Lead the sales and account management strategy and approach for the assigned customer portfolio. Shape the sales strategy for the business, including setting annual targets and initiatives.
• Provide leadership and direction to the sales and account management team, ensuring high standards of performance are achieved and recognized within the portfolio.
• Develop and lead the team to execute an annual business development plan focused on the portfolio.
• Collaborate with other Senior Management team members to ensure a common understanding of current sales initiatives and actively seek feedback to ensure strategic alignment within the portfolio.
• Regularly report ongoing sales activity and operating results of the portfolio to senior management.
• Identify and prioritize new molecule partnerships, new Specialty Health business solutions, and secure existing programs from competitors within the portfolio.
• Strengthen existing relationships with key decision-makers to secure new business for the portfolio.
• Support your team in meetings with potential clients, guiding the development of convincing proposals and presentations to secure new business and achieve established sales targets within the portfolio.
• Lead the team through the development and presentation of capability presentations, requests for information or proposals, executing RFPs, and negotiations to complete the sales cycle for new business within the portfolio.
• Actively engage in prospecting activities with new manufacturers planning to enter Canada, focusing on the portfolio.
• Develop engagement KPIs for the team to ensure appropriate coverage of target partners within the portfolio.
• Lead the team to ensure active follow-up with existing clients to ensure ongoing satisfaction and prospect for new opportunities within the portfolio.
• Build competitive financial models for our present and future partners within the portfolio.
• Actively gather competitive intelligence within the business environment, including client groups, competitors within the industry, and government departments, focusing on the portfolio.
• Develop and defend business cases that lead to successful results within the portfolio.
• Lead the development and execution of the portfolio marketing strategy and annual plan while ensuring sponsorship budgets are spent judiciously to increase awareness and exposure of the business within the portfolio.
• Work with other departments to maximize our enterprise reach and plan for future growth opportunities within the portfolio.
• Ensure quality standards are maintained with respect to project deliverables and client interactions within the portfolio.
• Provide professional internal/external presentations to executive customers within the portfolio.
• Leverage stakeholders who have expert knowledge of Specialty Health solutions within the portfolio.

Qualifications

• Extensive Sales Experience: Over 15 years of proven success in Sales or Marketing, consistently achieving and exceeding targets.
• Educational Background: Bachelor’s degree in business or a related field, or equivalent professional experience.
• Proven Leadership Excellence: Demonstrated experience in leading high-performing teams to deliver strategic sales and account strategies, driving significant results.
• Dynamic & Influential Leadership: Exceptional leadership and mentorship abilities, characterized by a self-starting attitude, decisiveness, and a relentless focus on results. Ability to influence with or without authority, exercising sound knowledge and good judgment to drive results.
• Interpersonal Mastery: Outstanding interpersonal skills with a strong people-oriented approach, excelling in collaborative team environments to achieve goals.
• Superior Communication: Exceptional communication skills, both written and spoken, with impeccable proficiency in English, ensuring clear and effective messaging.
• Passionate & Results-Driven: A relentless drive for success, marked by passion, determination, and a results-oriented mindset.
• Executive Presence: Strong executive presence with the ability to engage senior executives and manage their accounts to deliver impactful outcomes.
• Writing & Presentation Skills: Excellent writing and presentation skills, capable of developing and delivering high-quality presentations that drive decisions.
• Financial & Business Acumen: Strong financial and business acumen with the ability to create and defend business cases that lead to successful results.
• Strategic Relationship Building: Professional, confident, and strategic relationship builder with demonstrated experience in negotiating contracts to achieve favorable terms.
• Collaborative Confidence: Collaborative and capable of functioning with confidence and credibility at the senior level of client organizations, ensuring successful outcomes.

If you are a results-driven sales leader with a passion for driving growth and a proven track record of leading teams to secure new business and exceed targets, we invite you to apply for this exciting leadership opportunity. Join our team and play a pivotal role in achieving our strategic goals in the specialty health market.

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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