Director, McKesson Health Systems (MHS) Generics Commercialization

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.

Current Need:

The Director of McKesson Health Systems (MHS) Generics Sell-Side Commercialization leads strategy and efforts to grow the generic drug product category's financial performance. They do so by leading leaders, solving problems arising from nuance between internal McKesson business units, and owning the health system customer experience, in partnership and compliance with Group Purchasing Organization (GPO) agreements. They are responsible for achieving market share and profitability targets, across multiple agreement universes with high complexity: system-level, GPO-level, 340B, and other Government programs like the Veteran's Affairs (VA) and recently, the Department of Defense (DoD). The Director will work to develop, oversee, and execute all aspects of selling and growing the Generics portfolio, training the Field Sales team in market trends and strategy, achieving cost-efficient practices, evolving McKesson's expertise, and achieving best-in-class customer relationships: internal to McKesson and external to our customers, partners, and suppliers.

Key Responsibilities:

• Develop and implement plans to optimize generic portfolio and related operations to achieve financial objectives. Report financial performance contributions to Senior Leadership.

• Communicate subject matter expertise on generics (including pricing, sourcing, operations & industry trends) and operations (distribution, freight, transfers, and lead times) in ongoing efforts to sell generic products.

• Influence change across all ends of our business, internally and externally, resulting in customer, partner, and enterprise financial success.

• Understand and educate the nuance related to Health Systems and their product and program requirements: 340B programming, Unit Dose, and Injectable packaged products.

• Coordinate portfolio strategies with VPs: National Accounts, Pricing & Business Development, Financial Planning & Analysis (FP&A), Operations, Sourcing, Field Sales, and more.

• Develop strategy both by-customer and across entire sell base with optimization strategies to ensure financial growth. Customers include Integrated Delivery Network Health Systems (some with Retail sub-segments), Federal Networks: VA and DoD, other Government Programs like 340B and covered entities' contracted pharmacies, GPOs, and more.

• Lead and direct-cross functional teams interacting with Health System Generics.

• Develop strategies for products working with Product Management, Operations, and New Product Launch, and Private Label teams: NorthStar, Aisling, Sivem, Foster & Thrive, etc.

• Oversee operations efforts to successfully launch new products driving increased Sales and Customer Service while meeting financial targets.

• Partner with ClarusONE Sourcing Team to ensure the product portfolio is grown and optimized in consideration with Health Systems' formulary requirements.

• Build and maintain strong, collaborative relationships, across business units.

• Ensure leadership is involved and educated on strategy: partner with FP&A and Analytics teams to create and review financial forecasts and facilitate go-forward strategies.

• Oversee all customer and partner RFPs: responsible for relating customers' performance in comparison to their agreements and communicating and educating decision makers on corrective action.

• Hire, lead, reward, and retain a diverse set of leaders while developing future talent and growing enterprise bench strength.

• Other duties as assigned.

Competencies and Best Practices for High Performers:

• Strong people-leader skills, emotionally intelligent, familiar with diverse worldviews, styles, and cultural components.

• Exceptional business acumen/aptitude and creativity.

• Excellent financial analysis and profit/loss (P&L) interpretation skills.

• Strong diplomatic skills with an ability to consistently think on your feet.

• Able to master emotions when accepting live criticism from customers, suppliers, or business partners.

• Self-motivated, extremely organized, and capable of handling multiple initiatives.

• Excellent communication and interpersonal skills capable of promoting trust and collaboration.

• Excellent data analysis skills, curiosity, and inquiry: an eye for nuance.

• Able to theorize, conduct the appropriate experiments, and educate others on inferences and learnings.

• Carries and evolves the enterprise culture across critical themes: teamwork, resilience, and positivity.

Minimum Requirement:

• Degree or equivalent experience. Typically requires 12+ years of professional experience and 4+ years of management experience.

Education

• MBA preferred in Marketing, Finance, or related field, or equivalent experience

Critical Skills

• 10+ years of product management experience including 4+ years managerial experience

• 8+ years of experience in Product/Program Management, Consulting, Finance, and/or Marketing.

• Highly organized, able to plan for and prioritize workload; adapts to dynamic requirements.

• Demonstrated ability to motivate, influence, and lead individuals while exercising good judgment in a fast-paced decision-making environment.

• Strong analytical capabilities. First-rate Excel spreadsheet skills and spreadsheet analysis techniques (SQL, Tableau, Python, etc. are a plus).

• Strong communication skills especially in the area of verbal/written communication with leadership and customers.

• Ability to think logically and analytically, problem-solve, build consensus, and lead initiatives.

• Create unique ways to compete in the marketplace and generating value for our customers and partners and cash for the enterprise.

Additional Knowledge & Skills:

• Leadership, communication, and analytical skills.

• Advanced knowledge of McKesson's products and services or those of the industry.

• Knowledge of operations and logistics in the pharmaceutical wholesaling industry.

• Knowledge of health systems and pharmacy.

• Knowledge of drug manufacturing.

• Knowledge of group purchasing organizations.

• Knowledge of U.S. government programming - examples: 340B, VA, DoD, and Fleet.

• Able to travel up to 10% of the time (for customer/stakeholder meetings, trade shows, etc.)

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, pleaseclick here.

Our Base Pay Range for this position

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson's full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

Join us at McKesson!