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 Business Development Director (BDD), Remote Sales will focus on acquiring new drug distribution business from community-based multispecialty, Oncology, and Ophthalmology spaces in accounts that are deemed appropriate size for a Remote Sales Territory.

This is a 100% hunter role, requiring the BDD to develop and execute strategic sales plans to prospect, engage, and convert competitors' clients. The BDD will target multispecialty, Oncology, and Ophthalmology practices and work to displace current providers by offering McKesson’s superior value proposition.

Key Responsibilities:

Networking and Lead Generation: Outbound cold calling from provided target lists to generate new leads and business opportunities.

Drive New Business Growth: Acquire new drug distribution business from community practices, consistently meeting or exceeding sales targets.

Sales Funnel Management: Develop and maintain a pipeline of opportunities, prioritizing prospects based on spend, contract timelines, and key relationships.

Market Intelligence: Stay informed about industry trends, competitive landscape, and other critical topics affecting the multispecialty space.

Industry Engagement: Represent McKesson at relevant industry events, training, and meetings.

Minimum Requirement:

Degree or equivalent and typically requires 4+ years of relevant experience.

Education:

Bachelor’s degree in business or related field, or equivalent experience.

Success in this role requires:

Experience in community-based multispecialty practices, including clinical and business operations, payer dynamics, buy-and-bill reimbursement, and drug distribution GPOs in the clinic class of trade setting.

Experience selling in a highly regulated and competitive environment.

Experience in cold calling and outreach, effective sales funnel and pipeline management. 

A proven ability to build relationships with key decision makers and a track record of closing new business.

Critical Skills:

Proven Success: 4+ years of experience in multispecialty business development, specialty drug distribution, specialty GPO, or specialty technology.  If no experience directly in specialty, would prefer selling in a highly competitive market and proven ability to displace an incumbent to earn business.

Communication Skills: Effective communication skills are crucial for interacting with potential customers and building relationships.

Time Management: Prioritizing tasks effectively and focusing on high-value activities that drive more closed deals and revenue.

Research Skills: Thorough research skills to understand target accounts and contacts before reaching out.

Persistence: Being persistent in follow-ups while knowing when to move on.

Collaboration: Working closely with outside BD sales reps, manager, and value add service teams to accelerate deals.

Relationship Building: Extensive network within community multispecialty with the ability to engage with high-level decision-makers (e.g., Physicians, CEOs, CFOs, Directors of Pharmacy).

Additional Knowledge/Skills:

Research: Thoroughly researching target accounts and contacts before reaching out.  Provide personalized outreach and relevant messaging to all prospects.

Multi-Channel Outreach: Utilize multiple channels such as phone, email, and social media to reach prospects.

Personalization: Customizing the message based on the target audience and provide specific pain points and tailored solutions.

Metrics and Tracking: Monitor key performance metrics such as response rates, conversion rates, and follow-up success. Help refine the outreach strategy and improving overall effectiveness.

Market Knowledge: Familiarity with industry trends, drug distribution, EHRs, inventory management, billing/coding, and payer contracting is highly desirable.

Sales Technology: Proficient in CRM systems, Microsoft PowerPoint, Excel, and Word.

Experience in business development, emphasis on healthcare sales or specialty drug distribution are ideal, but not required for the inside sales position.

Travel:

Ability to travel up to 15% of the time for national conferences, quarterly sales meetings and customer meetings as needed.

Physical Requirements:

Home office environment

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:

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

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.

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