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Sr. Director Business Development

2 months ago

Columbus, United States MCKESSON Full time
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:

The Sr. Director of Business Development is responsible for identifying and pursuing new sales opportunities in emerging markets and with consultants who serve the biopharma industry. This role focuses on generating and qualifying leads, utilizing a consultative/solution selling approach to present CoverMyMeds (CMM) capabilities to executives/leaders, and establishing meaningful relationships with key decision makers. The primary objective is to qualify and develop leads for a seamless handover to the appropriate Customer Success Team (CST) sales leader, who will guide the opportunities through the sales process to closure. An important aspect of this role is to increase the number of invitations to respond to Request for Proposals (RFPs) from pharmaceutical companies and consultants. Collaboration with other members of the CST, as well as key internal CMM business partners such as marketing, Third Party Logistics (3PL), pharmacy team, and emerging markets, is essential for success in this position.

Key Responsibilities:
  • Develop and execute a comprehensive business development strategy to target and engage potential customers within the emerging biopharmaceutical sector (that are not currently assigned to a CST) and consultants.
  • Develop and implement a comprehensive business development strategy to effectively target and engage potential clients within the emerging biopharmaceutical sector and consultants who are currently unassigned to a CST.
  • Collaborate with internal teams, including CST, marketing, 3PL (Third Party Logistics), pharmacy, emerging markets, and Long-range Planning (LRP), as well as other relevant internal stakeholders, to ensure alignment of business development activities with company objectives.
  • Conduct extensive market research to identify and analyze current trends, competitive landscape, and customer needs within the pharmaceutical industry. Utilize these insights to develop well-informed and impactful business strategies and provide expertise to peers regarding market trends that will influence business outcomes for pharma customers.
  • Foster and nurture strong relationships with influential decision-makers and senior executives within the emerging biopharmaceutical sector, aiming to establish long-term partnerships that drive mutual success.
  • Engage with both Consultants and Pharma stakeholders to increase the number of Request for Proposal (RFP) invitations. Cultivate strong rapport, identify and seize opportunities, and effectively manage them to secure an advantage in securing a greater number of valuable RFPs.
  • Utilize strong interpersonal skills to foster collaboration with diverse teams, both externally with customers and internally with CMM stakeholders.
  • Initiate and complete projects independently with minimal supervision and guidance.
  • Take initiative and successfully complete projects independently with minimal supervision or guidance.
  • Demonstrate resilience and tenacity in overcoming obstacles and consistently surpassing objectives to achieve CMM business objectives.
  • Manage the sales pipeline, monitor progress against targets, and provide regular reporting on key performance indicators (KPIs), operate withing the dedicated CRM system. Experience with Salesforce is required.
  • Participate in industry conferences and events to engage with potential clients, expand professional networks, and promote CMM offerings.
  • Navigate within the CMM highly complex matrix organization by effectively communicating, being accountable, fostering partnerships, and maintaining an enterprise mindset.


About You
The ideal candidate for this position possesses an enterprise mindset and serves as a subject matter expert. Must be a strategic and critical thinker, with a track record of surpassing business goals. This role requires a results-oriented professional who takes ownership and initiative and can execute both strategic initiatives and tactical tasks with an executive presence.

Experience and Characteristics:
  • Possess a minimum of 10 years of experience in business development or consultancy, specifically within the biopharmaceutical industry.
  • Bachelor's degree in business, marketing, or a related field; an advanced degree is preferred.
  • Proven ability to consistently deliver solutions that effectively meet customer needs and exceed expectations through a consultative and discovery-driven approach.
  • Demonstrates a proven track record of successfully qualifying and developing new business opportunities from the initial stages to seamless handoff to commercial solutions sales and beyond.
  • Comprehensive understanding of the biopharmaceutical industry and expertise in product lifecycle commercialization. Strong knowledge of patient support for Access and Affordability services.
  • Extensive experience with the drug approval process and timing, channel strategy, third-party logistics (3PL), and services aimed at addressing access barriers for prescribers and patients.
  • Proven ability to proactively take initiative and work autonomously with minimal supervision.
  • Exceptional communication, negotiation, and presentation skills.
  • Demonstrated ability to effectively collaborate in a team environment and navigate complex matrix organizational structures.
  • Proficient in engaging in influential conversations at the C-level, adept at facilitating difficult discussions, and skilled in effectively addressing objections.
  • Innate sales acumen with the ability to confidently engage with prospects, assess their needs, and secure agreement to proceed with engagements. Possess strong discovery and cold calling skills.
  • Exceptional communication skills, both verbal and written, and strong interpersonal abilities to effectively engage potential clients, establish relationships, and articulate the value proposition(s) with clarity and persuasiveness.
  • Demonstrate strategic thinking and problem-solving capabilities to identify and capitalize on new business opportunities through the development of comprehensive plans for pursuit.
  • Possesses a results-oriented mindset and demonstrates the ability to thrive under pressure, consistently meeting targets and deadlines.
  • Embraces an "enterprise" strategy by adopting a comprehensive approach to understanding customer needs and effectively connecting those needs to appropriate solutions.
  • Strong organizational and time management skills, adept at handling multiple leads and opportunities simultaneously, while effectively collaborating with teams and functional partners. Capable of prioritizing tasks, managing interactions, and ensuring timely follow-up both internally and externally.
  • Demonstrates adaptability and resilience, persistently driving forward in the face of setbacks. Possesses the ability to quickly learn from failed attempts, adjusting strategies and plans as needed to stay focused and on track towards achieving objectives.
  • A strong team player and successful collaborator, recognizing the critical importance of collaboration in achieving success in this role.
  • Willingness to travel as required for success in this role.


Working Conditions:
  • Remote office environment with up to 75% travel.
  • Flexibility to attend meetings and event outside of standard business hours.


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

Our Base Pay Range for this position

$143,600 - $239,300

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 page.

Join us at McKesson Sr. Director Business Development