Sr. MID Business Growth Executive

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.

Company Profile

McKesson Corporation is a global leader in healthcare supply chain management solutions, retail pharmacy, community oncology and specialty care, and healthcare information solutions. McKesson partners with pharmaceutical manufacturers, providers, pharmacies, governments, and other organizations in healthcare to help provide the right medicines, medical products, and healthcare services to the right patients at the right time, safely and cost-effectively.

United by our I2CARE shared principles, our employees work every day to innovate and deliver opportunities that make our customers and partners more successful - all for the better health of patients. McKesson has been named a “Most Admired Company” in the healthcare wholesaler category by FORTUNE, a “Best Place to Work” by the Human Rights Campaign Foundation, and a top military-friendly company by Military Friendly. For more info, visit www.mckesson.com.

We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities and others with diverse perspectives to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us.

Job Summary

McKesson has an opening for a Sr. MID Business Growth Executive.

The Medically Integrated Dispensing (MID) Sr. Sales Rep. is called into accounts as MID growth opportunities are identified through McKesson Provider Solutions’ Sales teams. The Sr. Sales Rep. will manage and coordinate MID sales activities with account or prospect sales representatives and MID, Health Mart Atlas, Atlas Specialty, and other support teams. This position is an MID and Pharmacy expert who develops and presents sales proposals. This role/Rep spends time working at home, at customer sites, and attending conferences.

The position requires subject matter expertise in pharmacy business development, medically integrated dispensing, general pharmacy industry services, and development of business proposals and contracts. Keeps up-to-date knowledge of the industry, competition, and enhances awareness within retain and specialty pharmacy business models and the medically integrated dispensing segment. This position requires excellent communication, sales, and follow-up skills.

Key Responsibilities

• 80% - Sales Activity
  • Ability to develop Proforma analysis and business plan proposals.
  • Ability to guide practices pharmacy and dispensary development options.
  • Assists partnered sales teams with overall McKesson customer acquisition objectives.
  • Ability to describe McKesson MID services and value proposition.
  • Ability to sell MID core and ancillary services.

• 20% - MID Education
  • Ability to conduct internal and external training on the medically integrated dispensing model.
  • Ability to describe pharmacy technology, processes, and network participation requirements.
  • Continual learning on MID related industry trends and developments to include competitor products and services, pharmacy benefit management and health plan activity, drug trends, regulatory developments.

Minimum Requirements & Education

• 7+ years’ relevant experience ideally in outside sales working a prospect funnel in a business development role.
• 4-year Undergraduate College Degree or equivalent experience.

Critical Skills  

• 7+ years of field sales in oncology or pharmacy strongly preferred.
• Innovative /creative approach to consultative strategic business solutions-based selling in a B2B environment.
• Proven track record of exceeding sales targets.
• Demonstrated ability to open new accounts and grow relationships with existing accounts.
• Demonstrated ability to develop and close complex deals.
• Effectively manage customer expectations in terms of service and issue resolution.
• Develop collaborative internal and external relationships/partnership.

Additional Skills 

• Specialty Pharmacy experience a plus.
• Community Specialty provider experience a plus.
• Experience in provider consulting a plus.

Expected Competencies

• Ability to speak with physicians, physician practice staff, pharmacists, and pharmacy staff.
• Team player, collaborative, with ability to work in a large matrix type work environment.
• Sales proficiency with focus on hunting, prospecting and new business development.
• Self-motivated and results-orientated, requiring little direction or direct supervision.
• Good problem-solving and decision-making skills.
• Strong communication, interpersonal and presentation skills.
• Ability to manage timelines, goals and drive results/closed deals.
• Strong analytical and business skills.
• Ability to operate in a fast-paced, dynamic business environment.
• Highly proficient in Microsoft Office & technologically savvy.

Working Conditions

• Able to travel domestically 50-75% of the time, as travel fluctuates during busy, cyclic times of the year.
• Remote Work Environment – Work from Home (Eastern Time Zone) living near a major, metro airport.
• Ideal Remote Cities – Richmond, VA or Atlanta, GA as McKesson has Hub Offices in these locations.
• Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.

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 Base Pay Range for this position

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.

Join us at McKesson!