VP, Business Development (Health Systems)

Job Description:

We are searching for a VP, Business Development Executive to join our Health System Sales Team and drive growth by closing deals with new IDNs and Health Systems across the Northeast region. This is a remote position where the ideal candidate will live in the territory.

Position Description

As a Business Development Executive, Field VP, you will drive revenue growth by prospecting, developing relationships, assembling and pitching solutions, and negotiating contracts to close with new and existing customers. In this highly visible role, you will make a direct impact improving the provider and patient experience and serve as the catalyst that grows our business to new heights.

This role is compensated through a mix of base salary and an uncapped sales incentive plan that significantly rewards closing new business.

Key Responsibilities

• Build and manage a pipeline of prospective customers to achieve quota
• Establish long-term customer relationships with C-Suite, Procurement, Financial and Clinical Executives to position McKesson as a trusted supply chain partner
• Prompt and lead RFP response processes for new customer opportunities, including identifying contract cycles, inserting McKesson for consideration, and leading a cross-functional team through to submission
• Uncover and understand prospective customers’ business goals, objectives and challenges
• Develop strong internal relationships to shape solutions that both meet customer needs and can be delivered upon by internal teams
• Craft compelling written and verbal pitches that convey our value proposition and address customers’ unique supply chain and healthcare delivery pain points
• Negotiate contract terms and navigate internally across functions to close deals on terms that can be delivered upon
• Develop solid understanding of market trends, customer needs, and competitive landscape to identify opportunities and make informed business decisions
• Travel to industry events, tradeshows and headquarters customers
• Report out on pipeline and progress to executive leadership

Minimum Qualifications:

• Degree or equivalent and typically requires 10+ years of relevant experience. Less years required if candidate has relevant Masters or Doctorate qualifications.

Requirements:

• 10+ years of executive-facing or enterprise sales / business development experience
• 15+ years of professional experience
• 5+ years of industry experience in medical distribution, IDNs, Health Systems or GPOs

Critical Skills:

• Proven track record of meeting or exceeding sales goals through new customer acquisition (i.e. “hunting”)
• Established commercial relationships with IDNs and Health Systems is highly preferred
• Previous sales experience in medical distribution, IDNs, Health Systems or GPOs
• Outstanding listening and negotiation skills
• Ability to credibly overcome objections and navigate roadblocks to get deals signed
• Outstanding written and verbal communication skills
• Willing to partner collaboratively and respectfully with internal support teams
• Able to bring in subject matter experts to move deals forward and do so seamlessly from the customers’ perspective
• Proficiency and willingness to use Salesforce
• Ability and willingness to lead and influence cross-functional teams without authority
• Strong business and financial acumen
• Strong work ethic, self-discipline and a burning desire to win

Additional Skills:

• Able to prepare and deliver slides using PowerPoint
• Able to review, navigate and absorb large Excel files
• Proficient in Microsoft Office (Outlook, Excel, Word, PowerPoint) and using shared drives

Travel:

25% - 50% travel with overnight travel may be required

Education

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

Physical Requirements

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

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:

$186,800 - $311,400

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