Business Development Manager

3 weeks ago

Conway, Arkansas, United States MCKESSON Full time

As a Business Development Manager at MCKESSON, you will play a key role in driving sales growth and revenue expansion across the territory. Your primary responsibility will be to lead a team of field sales account executives and achieve financial targets.

The ideal candidate will have a proven track record of leading sales teams, developing strategies, and driving revenue growth. They should be able to analyze quarterly trends, year-over-year growth, and address issues such as margin erosion to drive profitability.

Estimated Salary:$140,000 - $230,000 per year

Key Responsibilities:

  • Achieve Gross Profit goal and related MBO targets (set annually), through all key responsibilities. Participate in monthly check-ins with RVPs.
  • Adjust local tactics based on RVP guidance to enhance performance against goals. Create & execute local strategies to drive growth & team performance.

Embody Our Culture:

  • ASMs will embody our Enterprise culture and bring it to life with their teams.
  • Model ICARE and ILEAD behaviors.
  • Communicate key corporate and BU messages to team.
  • Reward/recognize AEs as appropriate.
  • Promote team building.

Develop & Lead Your Team:

  • Drive performance and development activities including but not limited to leading through change, performance management of your team, self-directed continuing education and training to increase sales & negotiations skills.
  • Effectively communicate to & motivate your team during team meetings, 1:1s, via email, etc.
  • Ensure they understand McKesson's strategy, local tactics and are armed to overachieve.
  • Nurture and grow the sales competencies and capabilities of your sales teams through effective observation during ride-a-longs, coaching & co-selling.
  • Hiring activities with a lens to improve team diversity.

Tailor strategies & tactics for growth supporting priorities:

  • Create, document & update annual strategic & tactical plans that balance local market realities with broader McKesson initiatives to ensure financial plan achievement.
  • Grow existing portfolio including key customers through sales efforts focused on product penetration/wallet share growth.

Own Your Top Customers:

  • ASMs will focus on top customers & model best practices for their AEs.
  • Lead/own bi-annual business reviews with your market's top 10 customers by revenue (or 1 per AE at a minimum).
  • Conduct penetration activities targeted against top 20 customers by revenue in your local market.
  • Retention: Coach AE's & get involved on behalf of customers to ensure account retention & growth.

Collaborate with Specialists:

  • ASMs will ensure field adoption of selling McKesson's specialized offerings that require specialist help.
  • Work collaboratively with McKesson Sales Specialists to develop & adjust strategic sales plans targeting best opportunities, co-author related team communications and inspection of results.
  • Utilize data & analytics to inform sales opportunity selection.
  • Ensure Specialists can both initiate & support sales opportunities from beginning to end.

Use technology & analytics to improve results:

  • ASMs will drive field adoption of available sales technologies to set direction, ensure understanding of opportunities & productivity, minimize waste and improve results.

Required Skills & Qualifications:

  • Proven experience selling to C-suite executives: Ability to engage with senior leadership, present value propositions, and close high-level deals.
  • Capable of analyzing quarterly trends, year-over-year growth, and addressing issues such as margin erosion to drive profitability.
  • Able to diplomatically influence others, build consensus, and manage relationships effectively with poise and professionalism.
  • Strong verbal and written skills to clearly convey information, ideas, and strategies across various levels of the organization.
  • Skilled at making tough decisions and navigating difficult conversations with confidence and tact.
  • Demonstrated ability to set clear goals, track performance, and hold team members accountable for results.
  • Proven success in leading sales teams, developing strategies, and driving revenue growth.
  • Experienced with Excel for data analysis, PowerPoint for presentations, Outlook for communication, and CRM systems for managing customer relationships.
  • Background in selling through distribution channels, with an understanding of managing relationships and navigating complex sales cycles.
  • Demonstrated ability to establish and expand business in new regions, meeting and exceeding sales targets.
  • Must meet transportation requirements for travel within the designated territory.

Additional Skills:

  • Familiarity with the healthcare industry, including regulations and market dynamics, is a plus.

Working Conditions:

  • Home office, customer office.
  • Large percent of time performing computer-based work is required.
  • Daily travel within assigned geography. (district)

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