Account Director, Specialty Distribution

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.

Position Summary
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.
• Ownership for negotiating and redlining business terms within the specialty distribution contracts between McKesson and the manufacturer account that adhere to McKesson contract guardrails.
• Collaborate internally with contract manager, legal, operations, finance and other internal stakeholders within contract redlining process.
• Remain tightly connected with key internal stakeholders such as Finance, Procurement and Operations and their activities, including supply chain optimization, operations, reporting, governance, and planning.
• Effectively communicating effectively with manufacturer and McKesson C-suite executives, account business leaders, administrative personnel, and other decision makers within accounts to discuss, present, and negotiate pricing and contracting terms and conditions.
• 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
• Collaborate internally with Pricing & Strategy Team & Finance to evaluate and monitor contract value and ensure contract metrics, proposed financial value is being obtained.
• Closely align with account manager team to support each account for contract implementation, product launch and over account service.
• Manage customer satisfaction and proactively resolves customer issues.
• Support manufacturer accounts in navigating the larger McKesson enterprise.
• Proactively track and manage customer issues through resolution.
• Conduct quarterly business reviews with key contacts.

Minimum Requirement

• Degree or equivalent and typically requires 10+ years of relevant experience.
• 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

Additional 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

At McKesson, we care about the well-being of the patients and communities we serve, and that starts with caring for our people. That’s why we have a Total Rewards package that includes comprehensive benefits to support physical, mental, and financial well-being. Our Total Rewards offerings serve the different needs of our diverse employee population and ensure they are the healthiest versions of themselves. For more information regarding benefits at McKesson, please click here.

As part of Total Rewards, we are proud to offer a competitive compensation package at McKesson. 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.

Our Base Pay Range for this position

$143,600 - $239,300

McKesson is an Equal Opportunity/Affirmative Action employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to Disability_Accommodation@McKesson.com. Resumes or CVs submitted to this email box will not be accepted.

Current employees must apply through the internal career site.

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