Business Development Director, Specialty Generics

Overview

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.

Current Need

The Business Development Director (BDD) will manage routine business to business (B2B) activities with key current and prospective manufacturers to ensure minimal supply disruption, margin optimization, and innovative sourcing. Supporting the Specialty Provider (clinic) channel of McKesson, the BDD will have responsibility for the manufacturer relationship and supply chain health of all generic pharmaceuticals within the assigned portfolio.

The purpose of the role is to build long-term manufacturer relationships based on candid communication and a shared understanding of our supply-centered approach to sourcing. Through frequent manufacturer interactions and inventory monitoring, the BDD will ensure stable supply of generics to support our clinic customers. Gross profit expansion will occur through commercialization of new products and new market entrants and effective cost negotiations.

Business Development Directors must be comfortable with both the macro and micro dynamics of the generic supply chain in order to properly balance supply stability and cost. The BD will act as a liaison between the manufacturer and internal teams to successfully coordinate objectives and will need to foster strong internal relationships to facilitate seamless execution.

Key Responsibilities

• Develop and execute account management strategy for a portfolio of manufacturer partners and prospects. Prioritize and coordinate key activities to advance the broader portfolio strategy. In addition to external manufacturers, drive the NorthStar partnership for sourcing and manufacturer selection.

• Coordinate with Sr. Drug Shortage Risk Advisor to understand supply trends for the portfolio including current and potential risk; recommend and synchronize activities across multiple teams (portfolio, purchasing, pricing, ClarusOne, ops) to mitigate supply disruption

• Assess operational impact of portfolio changes and ensure execution across multiple teams to meet objectives and timelines. Communicate objectives and timelines clearly with internal stakeholders (ClarusOne, pricing, clinical, supply chain, master data, program management and finance)

• As part of the broader Specialty Products & Programs (SP&P) Portfolio strategy, negotiate individual product costs and communicate subsequent market share expectations; validate updated costs are realized

• Monitor and communicate manufacturer pipeline. Collaborate with internal stakeholders (ClarusOne, sourcing, DC ops, master data, clinical, GPO, sales, pricing, marketing, sell-side programs) and pharmaceutical manufacturers on drug commercialization. Develop and document a detailed implementation plan and facilitate launch preparation activities across internal and external stakeholders.

• Develop and drive innovative sourcing to maximize GP, including capitalizing on one-time buy opportunities, creating alternate sourcing strategy for specialty orals products, and leading new ways of working with Clarus ONE to source smarter and faster

• Digitize manufacturer strategy and ARK data into processes

Minimum Requirement

• Degree or equivalent and typically requires 7+ years of relevant experience.

Critical Skills

• 7+ years of professional experience including 4+ in sales or marketing

• Excellent project management skills with the ability to coordinate activities across a variety of stakeholders

• Power BI

• Understanding of pharmaceutical supply chain, purchasing and/or distribution concepts

• Large account management and B2B experience working with or selling to pharmaceutical/biotech/healthcare sales & marketing organization/s preferred

• Exposure to generic pharmaceutical market helpful

Additional Skills

• Strong business acumen with a winning attitude

• Ability to develop strong internal and external networks

• Demonstrated negotiation skills

• Excellent verbal and written communication skills

Working Conditions

• Environment (Office, warehouse, etc.) – general office.

• General office demands (standing/sitting.)

• Lifting (up to 50 lbs.)

Travel

• Travel up to 30% - conferences, internal meetings, supplier meetings

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. 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.

Base Pay Range for this position

$126,000 - $210,000

Equal Opportunity

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.