Account Director, Specialty Distribution Services

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.

This role will be responsible for strategic, financial, operational ownership of their manufacturer accounts with current specialty products and pipeline products. This role will be responsible owning the account and working cross-functionally to support the contract requirements, deliver on financial value & execute on operational performance. This role will be responsible for contract negotiations for specialty products with their accounts and delivering financial value while supporting a strategic relationship. Position will report to and work closely with the Senior Director and/or VP Specialty Distribution.

Key Responsibilities

Strategically, financially & operationally own manufacturer accounts and establish strong relationships across each account to effectively negotiate specialty contracts to deliver financial value.

• Develop accounts with annual account level business lens & the director is accountable for financial performance of each account.

• Ownership of accounts end-to end to manage current product and pipeline product to continually deliver the value proposition to manufacture partners to allow McKesson to be in the distribution network.

• Act as a strategic partner with manufacturer customers, cultivating executive relationships with decision makers inside customer’s organization and helping customers to successfully commercialize their products.

• Understand customer processes and decision drivers as well as current and future needs.

• Align with our full line (or brand) counterparts to ensure alignment on accounts to manage overall manufacturer relationships and work collaboratively on joint manufacturer contract negotiations.

• Collaborate internally with contract manager, legal, operations, finance and other internal stakeholders within contract redlining process.

• Develop and maintain a thorough knowledge of McKesson products, functions, marketing and/or service policies and procedures and continually communicate with manufacturer accounts.

• Manages contract performance, quality, availability, and financial goals and strategies.

• Continually assess account on current contract performance, identify new opportunities to partner, continually engage with your account across multiple levels to differentiate McKesson as key leader within healthcare marketplace.

• Collaborate internally with Pricing & Strategy Team & Finance to evaluate and monitor contract value and ensure contract metrics, proposed financial value is being obtained.

Minimum Requirement

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

Education

• Bachelor’s Degree in relevant discipline.

Critical Skills

• 10+ years of relevant experience

• 7+ years at a biopharma manufacturer working within commercial roles of Trade, Specialty Pharmacy, Patient Access and Support, GPO, Sales or Sales Leadership, Specialized Knowledge/Skills

• Trade experience with a pharmaceutical company or distributor (if not trade, then Access and Reimbursement Services, GPO or 3PL sales)

• Demonstrated experience with contract negotiation, implementation, and product launch

• Collaborative sales experience with demonstrated ability to work with customers to identify needs, evaluate and present opportunities and assist with navigating the decision process

• Strong written, oral and presentation skills with ability to effectively communicate across multiple audiences at all levels

• Demonstrated ability to build partnerships and influence in a cross functional, highly matrixed environment

• Proficient in Microsoft Office Suite

• Experience with contract management databases and/or Salesforce preferred

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.

Join us at McKesson!