Business Development Director, Intrafusion for Health Systems (West Region)

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Current Need:

The Business Development Director, Intrafusion for Health Systems is responsible for growing the PSaS Provider Solutions customer base by identifying Infusion opportunities within Health Systems and working closely with the MHS Business Development & Regional Account Management teams to win as an enterprise and expand McKesson’s Infusion offerings within existing and new MHS customers. 

They will execute the Infusion for Health Systems sales process from lead nurturing to proposal creation/delivery, contact negotiations, and implementation and onboarding.

This individual will navigate the broader McKesson Health Systems organization, focused on building relationships with MHS counterparts to identify and execute on Infusion for Health Systems opportunities that require a management or advisory services solution.

Success in this role is defined by new Infusion for Health System wins, and the development/management of the processes and resources required to win. This role will also have a strong contribution to the overall Provider Solutions strategy and value proposition for health systems but will focus primarily on selling Infusion Management Services.

These services encompass drug distribution and inventory management, comprehensive revenue cycle management, clinical operations, financial oversight, and consulting services to health systems nationwide. This position focuses solely on acquiring new business.

Their responsibilities will include the development and execution of a sales strategy that will meet new business targets and management of complex sales within both Health Systems and individual practices. Success in this role will require extremely high levels of complex new business skillsets, extensive knowledge of infusion, practice management, and the health system and infusion market. This includes but is not limited to, an extensive network of provider practices and health systems.  Ideal candidates will have knowledge of the infusion market within their geography, how health system infusions operate from a clinical and business perspective, deep knowledge on the evolving specialty drug market, and payer and reimbursement dynamics.

Key Responsibilities:

• Lead the design of sales strategy and business development of complex, multi-dimensional infusion management new business deals. 

• Lead initiatives to continuously improve sales processes and methodologies, incorporating feedback and insights from market analysis and customer interactions.

• Provides guidance and leadership in strategic sales initiatives.

• Leverages their broad expertise and deep understanding of physician practices, health systems, infusion management operational and payer challenges to develop detailed prospect business cases and negotiate long-term profit share agreements.

• Educates and consults with practice and Health System C-Suite executives on McKesson Intrafusion offerings and works to develop joint goals and multi-business opportunities. 

• Once a contract is signed, acts as a lead representative helping to coordinate activities with the account managers and other teams to effectively onboard and implement the infusion management offering at a unique site of care.

• Responsible for navigating the broader McKesson organization and building close relationships with PSaS business development and account management teams responsible for sales to health system and provider customers, to ensure Intrafusion engagement in applicable opportunities.

Minimum Requirement:

• Degree or equivalent and typically requires 7+ years of complex health systems business development experience, ideally within the infusion market.

Education:

• Bachelor’s degree required; advanced degree is a plus. Exceptional understanding of the effective use of MS Office and Salesforce

Critical Skills

• Minimum of 7 years complex sales business development experience in the infusion market; specialty and infusion management market or experience a plus

• Demonstrated track record of consultative selling ability

• Multiple examples of closing large, complex deals that integrate a variety of sales solutions and work across different departments to find the appropriate customer solution.

• Deep Infusion knowledge and specialty clinic or Health Systems experience.

• Prior work experience in infusion or specialty sales.

Additional Skills:

• Documented sales performance in a Business Development role

• Experience in new territory expansions, product launch and driving business in new accounts

• Territory management skills to cover a large geographic region and multiple potential opportunities

• Documented performance selling healthcare services and contracting for multiple year agreements within both individual practices, as well as smaller health care systems

• Ability to understand customer needs even when the customer is ambiguous or unable to clearly articulate their needs

• Engaging and confident presentation style focused on the customer and their needs

• Ability to provide strong leadership and influence in a matrixed environment, including cross functional teams while managing multiple prospects with conflicting priorities and market-imposed deadlines

• Strategic and forward thinking with strong financial acumen

• Strong negotiation, persuasion, and problem-solving skills

Working Conditions:

• Environment–Home office plus frequent travel

• General Office Demands

Physical Requirements (Lifting, standing, etc.):

• Ability to travel up to 70% of the time (Nationwide)

• Significant amount of time performing computer-based work is required

• Walking and standing may be frequent

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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