Manager, Business Development –Pharmaceutical & Biotech Manufacturing Solutions
Location:
San Francisco , California
Posted:
January 27, 2017
Reference:
16009176-en-us

McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. At McKesson Specialty Health, our products and services span the full continuum of specialty patient care. From the initial phases of a product life cycle and the distribution of specialty drugs, to fully integrated healthcare technology systems, practice management support, and ultimately to patient care in the communities where they live, we empower the community patient care delivery system by helping community practices advance the science, technology and quality of care.


We have a vision —that the long-term vibrancy of community care will be achieved through the leadership of physicians committed to clinical excellence and innovation, enabled by close collaboration with our organization and our deep clinical, operational and technological expertise.Every single McKesson employee contributes to our mission—by joining McKesson Specialty Health you act as a catalyst in a chain of events that helps millions of people all over the globe. You’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.


Join our team of leaders to begin a rewarding career.



Current Need

 

McKesson Specialty Health is seeking a Business Development Manager to join the McKesson Manufacturer Marketing (MMM) team which is focused on providing pharmaceutical and biotechnology manufacturer-sponsored programs/services that support retail and hospital pharmacy engagement, awareness, and education.  The Business Development Manager is responsible for achieving revenue and other goals by acquiring/closing new manufacturer customer business and maintaining/renewing existing manufacturer customer business.  The Business Development Manager will be expected to provide a consultative approach and articulate MMM’s value proposition.




Position Description

  • Grows sales of MMM programs and services to manufacturer customers through acquisition of new business and renewals of existing business that meet or exceeds sales objectives.

    • Proactively identifies and implements ways to (acquire and) grow business with manufacturer accounts by adopting a consultative sales approach that focuses on business solutions and partnership with customers.

    • Acts as the primary point-of-contact for customers (i.e. regular engagements, high-quality presentations, networking opportunities).

    • Acts as a point of contact for MMM within Pharmaceutical & Biotech Solutions.

    • Builds and sustains a pipeline of new business opportunities, recording progress with customers in CRM via SalesForce.com.

    • Identifies, qualifies and prioritizes MMM program/service opportunities based on key criteria (e.g. decision-makers’ description of business need, relevance of MMM program/ service offerings to need, revenue/margin potential, ability to buy).

    • Demonstrates consultative selling capabilities and results.

    • Facilitates the contract negotiation process with customer and internal stakeholders, ensuring the process for the customer is seamless.

    • Develop and manage tracking/reporting of MMM program/service analytics, including ROI/engagement results.

    • Negotiates relationships with customers (internally / externally) demonstrating ICARE and ILEAD guiding principles.

  • Identifies new business opportunities for broader MSH manufacturer facing organization.

    • Collaborates with other business units with specialists in Manufacturer Sales to drive integrated selling opportunities/solutions to closure.

    • Works cross functionally within the business to identify new solutions that support the customer and the business and reinforce a cohesive “One McKesson” face to the marketplace.

  • Attends and supports industry trade shows, company sponsored and/or internal company meetings as needed.


 

Qualifications

Minimum Requirements
5+ years of experience in product marketing

Critical Skills

5+ years program/product sales experience

Minimum 5 years healthcare sales or business development to pharmaceutical and biotech companies.

Consultative approach to business solutions based selling in a B2B environment.

Ability to work with a CRM system, preferably Salesforce

Ability to create presentations using Microsoft PowerPoint and ease of use with applications including, but not limited to Microsoft Excel and Word

 

Additional Knowledge & Skills

Proven track record to meet and/or exceed revenue targets.

Ability to leverage knowledge of the customer’s pipeline and business operations with account planning to identify, inform, analyze, and close on account opportunities.

Team player with strong interpersonal and resource management skills.

 

 

Education
MBA preferred in Marketing, Business or related field or equivalent experience


Physical Requirements
General Office Demands

Up to 25% Travel
While we prefer that this employee is located in San Francisco, CA, we are open to remote candidates.


Benefits & Company Statement
McKesson believes superior performance – individual and team – that helps us drive innovations and solutions to promote better health should be recognized and rewarded. We provide a competitive compensation program to attract, retain and motivate a high-performance workforce, and it’s flexible enough to meet the different needs of our diverse employee population.

We are in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. We partner with payers, hospitals, physician offices, pharmacies, pharmaceutical companies and others across the spectrum of care to build healthier organizations that deliver better care to patients in every setting.

But we can’t do it without you. Every single McKesson employee contributes to our mission—whatever your title, whatever your role, you act as a catalyst in a chain of events that helps millions of people all over the globe. Talented, compassionate people are the future of our company—and of healthcare. At McKesson, you’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

McKesson is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

Agency Statement
No agencies please.

 


A little about us:
McKesson is in business for better health.

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