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Vice President, Business Development - Health Systems is a senior commercial leader responsible for driving strategic growth across McKesson Medical-Surgical's largest and most complex health system customers. This executive will lead enterprise-level sales strategy, expand high-value partnerships, and deliver innovative, multi-service solutions that improve performance across supply chain, distribution, and clinical support services.
This role requires deep expertise in healthcare sales, strong C-suite engagement, and the ability to influence enterprise decision-making across large, multi-site health systems.
What You'll DoStrategic Growth & Enterprise Sales- Develop and execute enterprise account strategies for large, complex health systems to drive revenue growth and long-term partnerships
- Identify, pursue, and close high-value business opportunities across multi-service offerings
- Lead contract strategy, including financial modeling, ROI development, and executive-level negotiations
Executive Relationship Management- Build and maintain trusted relationships with C-suite leaders, supply chain executives, and key stakeholders
- Partner with Group Purchasing Organizations (GPOs) to align strategies and expand access within health systems
- Serve as a strategic advisor to customers, aligning McKesson solutions to enterprise priorities
Account Expansion & Market Penetration- Expand existing strategic accounts by identifying cross-sell and upsell opportunities across business units
- Collaborate across internal teams to deliver integrated, enterprise-wide solutions
- Drive customer satisfaction, retention, and performance against service-level and financial objectives
Leadership & Cross-Functional Collaboration- Lead cross-functional teams in a matrixed environment to deliver on complex customer requirements
- Influence internal stakeholders to align resources, priorities, and execution plans
- Champion large-scale initiatives that support long-term business growth and strategic impact
Basic Requirements- Bachelor's degree or equivalent experience
- Typically requires 13+ years of relevant experience in healthcare sales, business development, or strategic account management
- 10+ years of experience selling to U.S. health systems, including engagement with C-suite and supply chain leadership
- Demonstrated success closing complex, enterprise-level deals and managing large strategic accounts
- Experience developing financial business cases, ROI models, and contract negotiations
- Ability to travel up to 50%
Preferred Skills / Experience- MBA or advanced degree
- Established relationships within large U.S. health systems and GPOs
- Experience selling integrated healthcare solutions (supply chain, distribution, clinical services, or technology-enabled solutions)
- Strong executive presence with exceptional communication, negotiation, and influencing skills
- Experience working in a matrixed organization and leading cross-functional initiatives
- Proficiency in CRM tools (e.g., Salesforce) and Microsoft Office Suite
- Proven ability to translate complex solutions into business value for executive stakeholders
Work Environment & Travel Requirements- Remote/home office with frequent travel (up to 50%) across assigned territory
- Regular interaction with customers in both virtual and in-person settings
- Significant time spent in computer- and phone-based work, as well as travel via automobile and air
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 Total Target Cash (TTC) Pay Range for this position:$231,700 - $386,100
Total Target Cash (TTC) is defined as base pay plus target incentive.
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