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The Director, Business Development Strategy, is responsible for supporting the US Oncology Network Business Development team to help reach Fiscal Year AOP growth targets through a series of critical business process and strategy deliverables.

Key Objectives

• Support innovation in the business development process aimed at shortening the overall sales cycle, while better coordinating cross-functional inputs and deliverables

• Coordinate Associate Director (AD) deliverables and new-hire onboarding, to ensure integrated processes across the regions, in cooperation with the Regional Vice Presidents.

• The position will report to the VP, Business Development & West Region, and will include regular involvement with the valuations team, practice leadership and other department leads who support the development process.  Additionally, this position will work very closely with the Chief Growth Officer (CGO) to establish and implement new business processes and capabilities to support USON growth objectives.  

• As a result, the role requires the ability to communicate with cross functional leaders, grasp complex financial modeling along with maintaining a trusted advisor capacity to internal and external customers

• Build relationships internally and with prospective partners to gain buy-in on and adherence to agreed-upon timeframes for actions and/or decisions.

• Work closely with CGO and VP to ensure critical business deliverables are clear, including ad hoc projects outside of the job description

Key Responsibilities

Business Development & Strategy

• Assess, Create and Execute critical improvements in Deal Analysis and Valuation process – working closely with key cross-functional owners to deliver more timely, accurate and clear deal approval process (BD, Finance, Operations, Legal, Leadership, Valuations, etc.)

• Create tracking/pipeline review process to monitor and advise business on deal progress and set team priorities for new business targets.

• Work with full BD Team to build and execute critical market competitive assessment to establish clear priorities by market – including building a segmentation model.

• Work with Operations to identify expansion/growth strategy for established practices, including strategy opportunity to expand service lines (i.e. surgery, etc.).  This will require high-level relationship building and partnership with key cross-functional leaders/teams.

• Establish On-Boarding process design for new-hire AD’s, ensuring crisp, clear and timely learning plan beyond hiring manager exposure (across BD/Ops).

• Serve as key strategic partner to CGO to evaluate new technology/capabilities to improve BD performance, efficiency and onboarding to the BD process – i.e. CRM evaluation, Artificial Intelligence opportunities, etc.

• Work with CGO to establish improved “selling story” for USON – work closely with cross-functional learning for improved Value-Proposition. Create and maintain “best in class” selling deck for BD utilization.

• Identify opportunities to improve the development team’s pitchbooks, slide presentations, and other materials used in the sales process as well as internal presentations to leadership.

• Work closely with CGO to integrate FCS into USON business model, BD deliverables and establishment of business norms.

• Work cross-functionally to maintain critical records – physician and practice records, active practice roster, etc.  Work with CGO to identify and solve critical business process opportunities in BD

• Support strategic initiatives and larger development opportunities on an ad hoc basis.

Due-Diligence Leadership

• Coordinate the due diligence process from letter of intent through closure.

• Proactively identifies and overcomes potential hurdles to the closure of deals during Due-Diligence process.

• Travels as necessary to partner locations to finalize deals during due-diligence process.

• Develop and adhere to a clear set of parameters around how long various aspects of the deal process should take.  Ensures the timely delivery of information from prospective partners and the timely review of information internally.

• Identify opportunities to improve the development team pitchbooks, slide presentations, and other materials used in the sales process as well as internal presentations to leadership.

• Make the due diligence process as efficient as possible by reducing the information request burden for independent physician practices.

• Supporting the financial modeling with respect to deal EBIT, market opportunity and overall transaction economics.  This will include partnering with the associate director and assisting with the collection of practice information, developing pro-forma financials for smaller transactions and lending assistance, as needed, to support the M&A Finance team in their analysis of larger transactions.

Minimum Requirement

Degree or equivalent and typically requires 10+ years of relevant experience. Less years required if has relevant Master’s or Doctorate qualifications.

Education

4-year degree in Finance, Economics, Business Management, Communications or equivalent degree.

Business Experience – MBA preferred or equivalent experience.

Critical Skills

• 7+ years in a business development, sales, strategy, analytics or related provider business role. Ideally in Health Care. 

• 3-5 years of financial analysis experience in a corporate/consulting environment.

• Experience leading due diligence process.

• Prior experience collaborating internally with Legal, M&A Finance, Operations, and other functional teams to help solve deal points and quantify areas of growth.

• Prior leadership experience developing and supporting Associate Directors.

• Pipeline management and senior management reporting experience.

• diversified leadership, planning, communication, organization, and people motivation skills experience.

Additional Skills

• Demonstrated ability to interact at all levels of large businesses and provide strategic thinking. 

• Thorough knowledge of business development practices and procedures.

• Excellent verbal and written communication skills.

• Excellent interpersonal skills.

• Ability to adapt to changing environments and be solutions-oriented.

Physical Requirements

• General Office Demands
• Travel up to 25%

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

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