Account Director, Wholesale Distribution Services

Lead a team strategically, financially & operationally focused on full-line wholesale distribution agreements. This includes ownership of accounts as well as managing a team dedicated to mid-size and emerging manufacturer accounts. Establish strong relationships across each account to effectively negotiate full line wholesale contracts to drive financial value

• Develop accounts with annual detailed level business lens, the director is accountable for financial performance of each account as well as team accounts
• Lead collaboration with Account Management and Specialty to manage current products and pipeline products to continually deliver the McKesson value proposition to manufacture partners
• Act as a strategic partner with manufacturer customers, cultivating 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
• Manage, develop, and lead a team in line with McKesson iLead & Leadership behaviors

Ownership for negotiating and redlining business terms within the wholesale distribution contracts between McKesson and the manufacturer account that adhere to McKesson contract guardrails

• Collaborate internally with Procurement, Contract Compliance, Legal, Operations, Finance and other internal stakeholders.
• Remain tightly connected with key internal stakeholders such as Finance, Product Management and Operations and their activities, including supply chain optimization, operations, reporting, governance, and planning

Responsible for effectively comprehending strategical value and 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
• Continue to deliver on McKesson distribution value to key business leaders across the director's account portfolio

Collaborates on 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 to differentiate McKesson as key leader within healthcare marketplace
• Collaborate internally with Pricing & Strategy Team, Compliance, Procurement, 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

Education/Training -

• Bachelor's Degree in relevant discipline

Business Experience -

• 5+ years of relevant experience including negotiating and contracting brand fee-for-service agreements
• 3-5+ years at a biopharma manufacturer or wholesale/specialty distributor working within commercial roles of Trade, Specialty Pharmacy, Patient Access and Support, GPO, Sales or Sales Leadership

Specialized Knowledge/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

$125,300 - $208,800

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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