Senior Director, Pharma Contract Negotiations & Strategy

at  McKesson

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.

MINIMUM REQUIREMENTS:

• Degree or equivalent experience.
• Typically requires 13+ years of relevant experience including successfully leading and developing sales/account management teams, contract negotiation, and redlining.
• AND 6+ years as a strong people leader at a pharmaceutical manufacturer, BioPharma manufacturer or distributor working within commercial roles of Trade, Contracting, Strategy, Patient Access and Support, and GPO.

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 financial & contract brand fee-for-service negotiations, implementation, and product launch.
• Strong financial acumen and negotiations experience.
• 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.

1. Own manufacturer negotiations and establish strong relationships across each account to effectively negotiate full line wholesale contracts delivering financial value.

• Develop and hold team accountable to strategically manage the business and deliver on the financial performance of contracts. In addition, strategically own high value accounts and monitor financial performance.
• Lead the team to review, enhance relationships, processes, negotiations and be the point of contact for escalations for all manufacturer relationships
• Drive collaboration with Account Management and Specialty to manage products to continually deliver the McKesson value proposition to manufacturer partners.
• Develop annual account level business plans with accountability for financial performance of each account.
• Ownership of accounts to manage current product and pipeline product to continually deliver the value proposition to manufacture partners.
• Act as a strategic partner with manufacturer customers, cultivating executive relationships with decision makers inside customer’s organization and helping customers to successful 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.

1. Ownership for negotiating and redlining business terms within the full line distribution contracts between McKesson and the manufacturer account.

• Ability to navigate high-valued financial negotiations. Strong financial acumen required, ability to develop financial analytics, understand P&L’s, cash flow and balance sheets.
• Collaborate internally with Procurement, Contract Compliance, Legal, Operations, Finance and other internal stakeholders.
• Remain tightly connected with key internal stakeholders such as Finance, Procurement and Operations and their activities, including supply chain optimization, operations, reporting, governance, and planning.

1. Responsible for effectively and compliantly engaging C-suite executives (external and internal), account business leaders, administrative personnel, and other decision makers within priority 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.
• Conduct quarterly business reviews with key contacts.
• Develop verbal and visual value propositions for negotiations, internal approval protocols and issue resolutions.

1. Collaboratively manages 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 & Finance to evaluate and monitor contract value.

1. Closely align with Account Management 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.