Business Development Director, Multispecialty

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), Multispecialty will focus on acquiring new drug distribution business from community-based multispecialty practices. This is a 100% hunter role, requiring the BDD to develop and execute strategic sales plans to prospect, engage, and convert competitors' clients. The BDD will target multispecialty practices and work to displace competitors by uncovering cold prospect needs and matching them to McKesson’s superior value proposition.

This is a US remote opportunity with a preference for Central and Eastern Time Zones. Candidate will be required to travel 50% of the time.

Success in this role requires:

• Must become an expert in community-based multispecialty practices, including clinical and business operations, payer dynamics, buy-and-bill reimbursement, and drug distribution GPOs in the clinic setting.

• Expertise in competitive displacement.

• Strong cold outreach skills, effective sales funnel management, and exceptional storytelling and negotiation skills.

• Learning and following a technology-driven sales process

• A proven ability to build relationships with busy decision-makers (Physicians, CEOs, CFOs, Directors of Pharmacy) and a track record of closing new business.

Key Responsibilities:

• Drive New Business Growth: Acquire new drug distribution business from community multispecialty practices, consistently meeting or exceeding sales targets. (50% of time)

• Sales Funnel Management: Develop and maintain a pipeline of opportunities, prioritizing prospects based on spend, contract timelines, and key relationships. (10% of time)

• Networking and Lead Generation: Cultivate relationships with internal and external stakeholders to identify new leads and business opportunities. (10% of time)

• Value Proposition Enhancement: Collaborate with internal teams to refine McKesson’s community multispecialty value proposition (e.g., presentations, feedback, and strategy). (10% of time)

• Market Intelligence: Stay informed about industry trends, competitive landscape, and other critical topics affecting the multispecialty space. (10% of time)

• Industry Engagement: Represent McKesson at relevant industry events, training, and meetings. (10% of time)

Minimum Requirement:

• Degree or equivalent and typically requires 7+ years of business development experience, ideally within multispecialty drug distribution or related fields.

Education:

• Bachelor’s degree in business or related field, or equivalent experience.

Critical Skills:

• Proven Success: 7+ years of experience in business development.

• Competitive Displacement: Expertise in identifying needs, creating unique value propositions, and closing new business.

• Relationship Building: Extensive network within community multispecialty with the ability to engage with high-level decision-makers (e.g., Physicians, CEOs, CFOs, Directors of Pharmacy).

• Sales Expertise: Demonstrated ability to work independently, follow a defined sales process, and consistently meet objectives.

Additional Skills:

• Experience with multispecialty physician practices, specialty drug distribution, specialty GPO, and/or specialty technology is highly preferred.

• Familiarity with industry trends, EHRs, inventory management, billing/coding, and payer contracting is highly desirable.

• Proficiency in CRM systems, Microsoft PowerPoint, Excel, and Word.

Travel:

• Ability to travel at least 50% of the time.

Physical Requirements

• Home office environment.

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. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations.  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.

Our Total Target Cash (TTC) Pay Range for this position:

$170,600 - $284,400

Total Target Cash (TTC) is defined as base pay plus target incentive.

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.

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