SUCCESS PROFILE

What makes a successful Vision Care - Business Development Executive? Here are the top traits.
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The opportunity to work at McKesson means you get to join in our company purpose of Advancing Health Outcomes for All. Hear from one of our team members to learn more about their role and how they get to make an impact every day.

JOB DESCRIPTION

The Vision Care GPO - Business Development Executive will play a critical role in advancing McKesson’s offering in the ophthalmology space. This individual will lead external engagement with senior leaders with ophthalmic manufacturers, building strategic relationships, educating organizations on the opportunity, and driving execution of contracting strategies to secure competitive agreements.
The ideal candidate brings deep experience in med supplies / device space, a proven track record of engaging senior stakeholders, and the ability to navigate complex organizations to unlock opportunities. A strong understanding of the manufacture landscape, preferably ophthalmic, and an existing network of relevant contacts will accelerate success.
This role demands both strategic insight and tactical execution: crafting and communicating a compelling value proposition to manufacturers, while actively managing the contracting process from initial outreach through deal closure. The candidate must think creatively about aligning incentives, demonstrate commercial acumen, and restlessly pursue execution in a space where typical pharma access teams do not exist.

MINIMUM REQUIREMENTS

Typically requires 10+ years of relevant experience. Less years required if relevant Masters or Doctorate qualifications.

CRITICAL SKILLS:

• 8+ years of experience in business development, strategic partnerships, or healthcare contracting.
• Experience in medical device, surgical, or ophthalmology-related markets strongly preferred.
• Demonstrated success building senior-level relationships with manufacturers, negotiating contracts, and driving execution in complex commercial environments.
• Strong understanding of device supply chains, distributor-manufacturer dynamics, and GPO models.
• Excellent verbal and written communication skills, with the ability to tailor messaging to executive audiences.
• Proven ability to work independently, manage ambiguity, and prioritize multiple workstreams in a fast-paced environment.
• Track record of driving measurable revenue outcomes through strategic partnerships.

Additional Skills:

• Ability to evaluate market trends, identify opportunities, and craft actionable go-to-market strategies.
• Demonstrated track record of moving opportunities forward, overcoming obstacles, and delivering results.
• Strong understanding of pricing, contracting dynamics, and supplier negotiations.

EDUCATION:

• Bachelor’s degree in business, Healthcare Administration, or related field.

• Develop and own a go-to-market strategy to engage, educate, and secure contracts with key ophthalmic and surgical device/ supply manufacturers, focusing on implants and procedural supplies.
• Identify and prioritize manufacturer targets, leveraging existing relationships or creating new ones to accelerate speed-to-contract.
• Serves as the senior face of McKesson’s ophthalmology GPO initiative externally, positioning the platform as the preferred channel for aggregated purchasing.
• Build and deliver the “why now” narrative to the manufacturers, quantifying the opportunity and defining the cost of inaction.
• Lead negotiations and contract discussions, coordinating cross-functional McKesson resources as needed.
• Maintain pulse on industry trends, manufacturer strategies, and potential competitive responses.
• Support development of internal strategies to align operational teams with market dynamics.
• Travel as required (up to 25%) for in-person manufacturer engagement, industry events, and key customer meetings.