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As a Fortune 9 global healthcare company, McKesson aims to touch virtually every aspect of healthcare. We work with biopharma companies, healthcare providers, pharmacies, manufacturers, government agencies, and many other key organizations to deliver insights, products and services that make quality care more accessible and affordable for ALL patients. 

Founded in 2002, Masters Drug Company is the nation’s premiere secondary pharmaceutical wholesale distributor (and a wholly owned subsidiary of McKesson Corporation). Building upon the strength and footprint of its parent organization - Masters sources and distributes a catalog of over 7,000 items (Generics, Brand, and OTC) to retail and institutional pharmacies across the United States and Puerto Rico.

Position Summary:

The Senior Director of Business Development in Masters Drug Company is a senior executive position responsible for driving company growth through strategic account management, new market opportunities, and revenue expansion. This role serves as a key bridge between sales, marketing, and product teams, shaping Masters’ future and securing competitive advantage. The Sr Director of Business Development will lead a team of professionals to develop existing McKesson Full Line Wholesale (FLW) relationships while evolving a pipeline of new customer segments and third-party partnerships all aimed at fueling business growth.

The Sr Director is accountable for annual business development planning across strategic accounts, executing go-to-market strategies for priority segments, and incubating new commercial opportunities that align with the business unit’s objectives.

In sum, this role combines strategic planning, revenue generation, relationship management, and cross-functional leadership to accelerate Masters’ success.  This executive is expected to provide visionary leadership for business growth while also managing day-to-day execution of strategic and FLW accounts.   

Key Responsibilities:

Strategic Planning, Business Development & Execution

• Lead the development and execution of go-to-market business initiatives and strategies that drive growth across new customer segments and third-party partnerships.  This includes identifying and targeting emerging markets or customer groups (e.g. health systems, specialty clinics) and forming strategic alliances that expand Masters’ reach and relevance.
• Incubate and validate innovative commercial opportunities (such as new service offerings or distribution programs) and once proven, scale them across the enterprise.
• Establish and deliver on revenue and margin targets for new business initiatives, ensuring alignment with Masters’ financial and strategic goals.
• Translate market intelligence into investment proposals and business cases that inform capital allocation and enterprise prioritization.

Strategic Business Development/Account Management and Customer Engagement

• Developing and nurturing strategic partnerships (such as buying groups, large pharmacy chains, or healthcare organizations), acting as an escalation point for major client opportunities or issues, and negotiating deals/contracts that drive mutual growth.
• Establish annual commercial objectives for key accounts and ensure Masters’ differentiated value proposition is clearly articulated and consistently delivered.
• Represent the company in negotiations, and at industry events and conferences.
• Partner with McKesson independent pharmacy leadership to assist in evolving and executing upon Masters role with key customer buying groups.
• Regular executive-level engagement is expected – preparing and delivering crisp, data-driven business case presentations to Masters leadership and customer executives that outline the economic value and strategic rationale of proposed deals.

Leadership and Cross-Functional Collaboration

• Manage a group of professionals, setting their objectives, mentoring their performance, and fostering an inclusive, high-performance culture. This includes coaching team members in consultative selling and negotiation, ensuring they have clear priorities and accountability, and building a succession pipeline of talent.
• Coordinate across departments to ensure business development initiatives succeed. The role acts as a nexus between Masters and other parts of McKesson.  Internally, the expectation is that the team will socialize monthly and quarterly new business updates with Masters leadership and key PSaS senior stakeholders, ensuring transparency and alignment.

Market Intelligence and Continuous Innovation

• Stay ahead of the market by conducting in-depth market research and analysis. The leader keeps a pulse on pharmaceutical distribution trends, competitor moves, and customer needs to inform Masters’ strategy.
• Recommend new services, adjustments to pricing models, or other innovations to maintain Masters’ competitive edge. For example, if data shows increasing customer interest in an online ordering platform, the leader might work with IT on business development for e-commerce solutions.
• Innovating the value proposition – such as introducing value-added services or exclusive programs – falls under this purview.
• All findings and ideas are shared with the Masters leadership team to drive informed decision-making.

Minimum Job Qualifications (Knowledge, Skills, & Abilities):

• Education/Training – 4-year degree in Finance, Business, Marketing, Supply Chain or related field.

Critical Skills:

• 13+ years of experience in roles responsible for sales, account management, pricing, and product in a wholesale distributor
• Excellent understanding of the pharmaceutical industry
• 5+ years of experience managing people/teams
• Excellent oral, written, and presentation skills
• Demonstrated experience leading collaborative teams
• Demonstrated experience negotiating high dollar value contracts
• Demonstrated experience navigating a large cross-functional organization
• Bachelor’s degree or equivalent experience

Additional Knowledge/Skills – Primary pharmaceutical distribution experience highly encouraged. Secondary pharmaceutical distribution experience considered a significant advantage. 

• Enjoy the challenge of handling shifting priorities and meeting aggressive deadlines in a fast-paced marketing environment while constantly striving for excellence
• Strong critical thinking, analytic and problem-solving skills
• Business/Financial Acumen
• Attention to detail, solid organizational skills, and proactive project management
• Ability to act independently with sound business judgement
• Ability to serve as an inclusive leader who motivates, coaches, and develops their team
• Knowledge of company products and services

Travel: 15% - 25%

Salary: 174,800.00 - 233,100.00 - 291,400.00 USD Annual (25% MIP)

M5

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 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.

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