VP, Business Development (Health Systems)

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.

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. Spo