National Business Development Director - Oncology & Urology

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Position Description

The Oncology & Urology National Business Development Director (NBDD) will focus solely on acquiring new drug distribution business from community-based oncology and urology practices. In a hunter role, the Oncology & Urology NBDD will be expected to create strategic and creative selling strategies to successfully prospect, engage, discover needs, and create a unique value proposition to win new drug distribution business, growing McKesson's market share.

Success in this role will require extensive knowledge in community-based oncology & urology including but not limited to: an extensive community oncology & urology network of relationships, knowledge of how practices operate from a clinical and business perspective, deep knowledge on the evolving market events taking place in the community oncology & urology spaces, and payer and reimbursement dynamics. They will also need to understand how drug distribution and group purchasing organizations operate.

Success will also require the highest levels of new-sales and business development skills. This includes but is not limited to, creation and execution of strategic new-sales business plans, developing a strategy to execute the business plan, proven track record in competitive displacement, high-level skills in cold outreach, capability to quickly create engagement and relationships with extremely busy Physicians/CEO/CFO/Director Pharmacy/etc., demonstrated ability to create and successfully work sales funnels from the top to bottom, exceptional storytelling, executive presence, and proven ability to be extremely creative to overcome challenges in the sales process.

Key Responsibilities

• Grow McKesson Drug Distribution market share through strategic acquisition of new community oncology & urology drug distribution business, that meets or exceeds sales objectives.

• Develops and maintains a funnel of opportunities within community oncology & urology, including applicable spend, contract expiration, relationships with key contacts, and guides prioritization.

• Builds a network of close relationships with internal and external stakeholders to support business development efforts and identify new leads/opportunities.

• Assists in the ongoing enhancement of McKesson Community Oncology & Urology value proposition (e.g., presentation decks, economic feedback/ideas, collaborate with the subject matter expert teams, clinical teams, operation teams, marketing teams, GPO teams, etc.)

• Develop and maintain a deep working knowledge of topics critical to Provider Solutions success in community oncology & urology including but not limited to industry trends, competitive intel, market intel, etc.

• Attends and supports selected industry events, internal meetings, and training events as requested.

Minimum Requirements

Typically requires 7+ years relevant experience.

Critical Skills

• 7+ years of business development experience with demonstrated success.

• History of achieving majority of earnings based on commission from net new business.

• Achievement of quotas based on displacing competitors to win new business.

• Successful track record with innovative selling strategies to prospect, engage, discover needs, and create a unique value proposition.

• Ability to work within a defined sales process, work independently with limited direction and remain accountable to set sales goals and objectives.

• Financial acumen to evaluate revenue/profit opportunities associated with pricing.

Additional Knowledge/Skills

• Experience selling to physicians preferred.

• Extensive network within community oncology & urology with ability to quickly build relationships and present to Physicians/CEO/CFO/Director Pharmacy/etc.

• Expertise and knowledge of industry trends within community oncology/urology, specialty distribution, specialty GPO, EHRs, inventory management technologies, billing and coding, private and public reimbursement models, buy and bill, and payer contracting all highly desired.

• Ability to work with a CRM system; ability to create presentations using Microsoft PowerPoint and ease of use with applications including but not limited to Microsoft Excel and Word.

Education

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

Travel

• Ability to travel a minimum of 50% of the work week on a regular basis including spontaneous travel.

Physical Requirements

• Home office environment.

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, pleaseclick here.

Our Total Target Cash (TTC) Pay Range for this position:

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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