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Job Description Summary
The VP, Business Development for Health Systems will be responsible for identifying, development and closing sales to very specific high revenue, complex, multi-service customers in the health systems market that will have a major strategic impact to the success of McKesson Medical-Surgical. This role supports the Western region of the US, and candidates must live within the territory.
Position Description
Responsible for growth, strategizing care and support to existing very large, complex, multi-service customers in the health systems market that have a major strategic impact to the success of McKesson Medical Surgical while expanding sales to same customers. Additionally, responsible for developing new customer relationships opportunistically.
Key Responsibilities
Prospect Conversion
- Responsible for the master strategy to provide support to assigned strategic health systems customers and ensure strategy is executed. Execute contract business case and account plans, detailing support and contractual requirements, opportunities, expansion strategies, required resources, decision makers and influencers, and insights into account.
- Drive the attainment of customer satisfaction indicators such as service level, financial objectives, quality, reliability and alignment and attainment of customer goals.
- Strong relationships with health system C Suite and other key leaders and influencers at account headquarters to drive acceptance and use of MMS offerings
- Applies specialized knowledge to ensure customer satisfaction and retention and expands opportunities for sales growth
- Strategic relationship with health system GPO
Existing Expansion
- Identify opportunities to grow sales and capitalize on opportunities within existing customer base
- Work across McKesson business units and segments to identify areas of growth and penetration
Minimum Requirements
- Degree or equivalent and typically requires 10 + years of relevant experience. Less years required if has relevant masters or Doctorate qualifications
- Must have a valid driver's license and clear driving record
Critical Skills
- 10+ years experience selling to health systems in the US (including experience calling on Supply Chain and C-Suite) and must have established, current relationships
- Must be able to share examples of providing sales support to large, complex customers that integrate a variety of sales solutions
- Experience creating ROI's and financial business cases
- Proven track record of relevant successful sales experience with ability to submit a portfolio or brag book
- Must have strong executive level negotiation skills and ability to provide support during contract negotiation
- Strong communication skills, written and verbal
- Ability to work cross-functionally in matrix environment
- Must have working understanding of GPOs
Additional Skills
- Outstanding communication, presentation and listening skills
- Ability to lead and execute strategic goals/plans and galvanize resources
- Exceptional relationship building skills at all levels, both internally and externally
- Ability to understand technology systems and customer connectivity platforms and articulate the value that they deliver to customers
- High level of computer proficiency using Excel, Word, PowerPoint, and Outlook
- Must have multiple examples of providing sales support to large, complex customers that integrate a variety of sales solutions
- Intermittent travel required
- Salesforce CRM experience preferred
- MBA preferred
Travel - Up to 50% travel within the assigned territory and minimal nights
Education - Bachelor’s degree or equivalent experience strongly preferred
Physical Requirements
- Significant amount of time performing computer and phone based work is required
- Significant amount of time spent traveling via automobile and air
- Home Office environment with frequent travel
Must be authorized to work in the US. Sponsorship is not available for this position.
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 Total Target Cash (TTC) Pay Range for this position:
$205,500 - $342,500
Total Target Cash (TTC) is defined as base pay plus target incentive.
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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