Vice President, Channel Sales & Partnerships

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.

Be a part of the team that’s poised to transform the fight against cancer. Backed by the strength of a Fortune 9 company, our entrepreneurial organization develops technologies used by the oncology community to deliver evidence-based, personalized care, as well as insights used by biopharma companies to accelerate drug development and commercialization strategies and support the patient treatment journey.

Our work powers informed decision-making at every pivotal moment in oncology – from the treatment options presented to patients, to the operational considerations for oncology practices, to the design of clinical trials, to the commercial launch plans for new therapies, to understanding the patient experience through patient-reported outcomes.

Current Need:

We are looking for someone to help us accomplish our mission to transform cancer care and improve outcomes for cancer patients. This individual will proactively build and manage executive-level relationships within their customer base, through internal and external cross-collaborative efforts.

As a Vice President of Channel Sales & Partnerships, you will be responsible for year-over-year revenue growth and goal attainment within the segment for Channel Partnerships. This is a field-based, strategic role with aggressive account growth expectations. The VP is responsible for account management, building strategic relationships at the highest levels within Channel Segment, and the end-to-end process from identification of new channel opportunities to deal closure to support Ontada’s commercial goals. A strong background in sales and passion for oncology is preferred as well as familiarity with open claims. The VP will act as a liaison with other McKesson teams.

The role reports into the Vice President of Sales and will also be a member of the sales leadership team.

Key Responsibilities:

• Monitor Performance and Risks: Collect, analyze, and interpret customer interactions data to identify requirements and information useful in optimizing customer experience and./r success within the Segment.
• Channel Sales and Partnerships Execution: Provide customer excellence support across all activities related our channel partnerships ranging from strategic engagement planning, contract negotiation and execution, project management, communication, content development, and operational support.
• Establishes the strategic growth plan for Channels Segment reflecting our current positioning and product offerings for each Channel customer, gaps vis-à-vis Ontada commercial goals, customer needs and resulting priorities of focus.
• Design of commercial terms: Thinks through trade-offs of various commercial models for channel partnerships, including protecting against downside and achieving additional upside.
• Leverages industry and customer networks to build new/deeper relationships.
• Account Management: Maintains customer relationship; as needed, take corrective measures to improve experience. Responsible for helping with issue resolution and for ensuring timely answers sent back to the customer. Ensure coordination of internal operational and technology support resources for contract deliverable and customer experience.

Minimum Requirements:

• Bachelor's degree in business or related field or equivalent experience
• 12+ years of experience in sales roles of increasing responsibility, delivering products, services or analyses to customers in organizations such as: healthcare-focused analytics firms, health technology firms, Top 3 consulting firms, Life Science consulting firms or experience working in the Life Science industry related to Real-World Data (RWD), Value (Open Claims experience is a plus), HEOR, or Market Access.
• MBA or PharmD preferred
• Scientific/clinical degree and/or credentials is a plus

Additional Skills:

• You are interested in engaging directly with strategic partners to help advance business-related strategies using Real-world Data (RWD).
• You have the agility to work across and develop relationships with diverse, cross-functional teams.
• You have the ability to juggle multiple client interactions and deadlines simultaneously.
• You are detail-oriented with a strong desire to develop content expertise (e.g., Real-world Evidence (RWE), clinical oncology, HEOR, RWD sources) have experience analyzing and/or applying RWD to questions and value proposition.
• You have participated in innovative projects in the healthcare industry, oncology preferred, that involve strategic account management, solutions development, managing project timelines, data analyses, supporting client communication and cross-functional team collaboration.

Specialized Knowledge/Skills:

• Strong written and verbal communication skills
• Strong consultative skills and experience with the ability understanding business needs and translating them into technical solutions/sales
• Excels at being both a leader and a doer – can wear both a strategic and execution hat
• Excellent cross-functional team, project and organizational leadership skills with the proven ability to interact with and influence across all levels and functions

Working Conditions:

• Field-based with approximately 50% travel

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

$243,000 - $405,000

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

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 [email protected]. 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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