La santé de demain commence par… L’engagement à en faire plus.

Current Need:

McKesson is seeking aVice President,RxOwnership (Central Region)who will be responsible for gaining new business and retaining existing business by facilitating ownership transfers through matching potential buyers and sellers, consulting on the process, arranging financing and creating general awareness to alternatives to selling to a chain pharmacy. The VP,RxOwnershipis responsible forplanning and executing a regional strategy to increase the number of successful ownership transfers. This role serves as a resource for the field sales teams and plays a lead roleonkeyregioninitiatives and priorities. 

Position Summary:

RxOwnershipis a comprehensive McKesson service made up of self-service tools, full-service consulting and financing solutions designed to support and guide pharmacists through the purchase or sale of an independent pharmacy. RxOwnershiphasdemonstratedsuccess in gaining new business andretainingexisting business byfacilitatingownership transfers through matching potential buyers and sellers, consulting on the process, arranging financing and creating general awareness to alternatives to selling to a chain pharmacy. Salary iscommensuratewith the candidate’s location and may vary based on the region of residence.

Key Responsibilities:

The VP,RxOwnershipis responsible forplanning and executing a regional strategy to increase the number of successful ownership transfers.

• Work closely with state associations, pharmacy schools, buying groups and field sales to promote awareness of the program and develop lists of potential buyers and sellers.RxOwnershipVPs ensure McKesson is at the table when stores are for sale tomaintainthe viability of the CPH market segment.

• Responsible for ensuring a smooth ownership transfer once the process isinitiated. Theydeterminewho on the McKesson team will work with them butare responsible forensuring a successful closure.

• Work closely with the Field Sales Teams (PSC, DSA,VPSand AVP’s) of the Independent Segment and MCFS toprovidefinancing alternatives for potential buyers. They alsoseekto develop new sources of financing by developing relationships with banks and other financial institutions in their region.

• Responsible formaintainingaccuratedatabases of potential buyers and sellers,utilizingvarious platformsincluding,SFDC, PerformanceNotesand direct communication with the field. They also track all ownership transferactivityin the region including that of our competitors. They provide strategic analysis of the status of the industry for the region.

• Responsible for working closely with the VP ofRxOwnership, CP&H (Community Pharmacy & Health), the AVP’s and the field sales teams to develop and communicate strategies,assistin training, and provideRxOwnershipexpertiseto support regional goals for successful ownership transfers resulting in new or retained ISMC business.

• Candidates must have a thorough knowledge of retail pharmacy operations along with excellent project management, critical thinking, analytical skills, and proven ability to execute across a large geography. 

• Ability to communicate at all levels within the organization across multiple business units. 

• Ability to manage through influence andwork crossfunctionally within the organization to drive results. 

• Must be able tooperatesuccessfully witha high levelof autonomy. 

• Provide consultative ownership transfer support and direction to potential Independent Pharmacy buyers, sellers, and McKesson field sales in the areas of:

Deal Awareness:

• Maintain a relationship with targeted independent pharmacy owners who may be interested in expanding

• Evaluate and prioritize level of attention needed for each pharmacy

• Attend all pertinent stateassociation, buyinggroupand pharmacy school events

• Leverage relationships with field sales,brokersand MCFS

• Attend McKesson local sales meetings to promote the program and provide training andexpertisefor the field sales teams

• Promote confidentiality

• Utilize SFDC, Performance Notes and the RxOwnership.com database tofacilitatetracking and reporting of the program

• Coordinated development with Analytics Team on data to enhance predictive footprint for sellers

Process Brokerage:

• Assist theRxOwnershipStart-Up Specialist team through the start-up process byprovidingexpert advice on transition issues such as licensing, supply agreements, contracts etc.

• Ensure McKesson field salesparticipateand own the process

• Assist theRxOwnershipStart-Up Specialist team with the due diligence process list for start-ups as needed

• Engage with Brokers for transactional advisor or legal services when appropriate

• Provide business valuation within legal guidelines using national benchmarks

Financing:

• MCFS and outside funding sources tofacilitatefinancing

• In coordination with MCFS, evaluate each business plan todetermineviability of the deal and provide consultative services to improve or enhance the business plan

• Develop relationships with financial institutions to bring new financing sources online.

• Ability to fully understanda pharmacyownersP+L, including add-backs, valuationmultipliersand salestrendand how they relate to a seller’s valuation. Provide actionable feedback on business and cash flow efficiencies to owners that are not interested in succession planning.

Tracking and Analysis:

• Provide the SVP-CPH, Regional AVP’s, Field Sales Team and VP ofRxOwnership, CPH–Independent Segment with weekly tracking of all deals in the pipeline along with the status of where each deal is in the process through SFDC

• Maintain a current list of all potential consolidators in the region through SFDC

• Track all start-up activity in the region including that of our competitors

• Provide strategic analysis of the status of the industry for the region

Program Development:

• Work with the SVP-CPH, Regional AVP, VPRxOwnership – Independent Segment to develop tactics to reduce losses and increase acquisition of new business through ownership transfer

• Assistin the development of ongoing goals andobjectivesfor the region

• Work with the Field Sales Team to develop training and presentation materials

• Work with the VP,RxOwnership– Independent Segment to improve and enhance the RxOwnership.com website

• Host various industry SME webinars onvarious topicsaffecting Independent Pharmacy ownership

• Work with pharmacy schools and McKesson pharmacy owners to develop preceptor programsin order todevelop prospective McKesson pharmacy owners

• Work with theRxOwnershipand Field Sales Teams to encourage and execute junior partnership relationships

• Work with other BUs to ensure use of McKesson assets, e.g., MPS&A, MCFS, HM, HMA, PP, etc.

• Co-write various articles and how they affect Pharmacy Ownership and Industry standards

MinimumRequirement:

• Degree or equivalent and typically requires 10+ years of relevant experience. Less yearsrequiredifhasrelevant Master’s or Doctorate qualifications.

Education:

• Bachelor'sDegree. MBA degree a plus but notrequired.

Certifications/Licensure:

• Pharmacist License a plus but notrequired

• Current driver's license with clean MVR

Travel:

• Ability to travel 60% in the market geographyisrequired(when safe to travel).

Critical Skills:

• 10+ years’ experience in retail, pharmacy operations (chain or independent)

• 3 -5 years’ experience in specific types of software system applications may berequired

• Business or finance knowledge

• Pharmacy law and regulatory knowledge

• Consultative skills/critical thinking

• Ownership transfer process knowledge

• Financial analysis 

• Banking and loan knowledge 

Additional Skills:

• 2+ years McKesson experience preferred

• 5+ years ownership transfer or brokerage experience preferred

• Knowledge of loan amortizations or the ability to learn a plus

• Knowledge of Income Statements, Balance Sheets and Tax Returns

• Knowledge of state and federal regulations as they pertain to pharmacy operations

• Understanding of 3rd party regulations (PBM Industry) and how it relates to Independent Pharmacy ownership 

• Small business M+A knowledge a plus

• Salesforce.com knowledge 

Expected Competencies:

• Confidentiality

• Critical Thinking/Analytical

• Problem Solving

• Results Orientation and Energy

• Excellent communication skills (verbal and written)

• Assertiveness and Influence

• Decisiveness and Judgment

• Comfortable with difficult conversations

• Openness and Candor

• Sensitivity

• Mature Confidence and Integrity

• Self-motivated – Ability to drive results while working remotely/independently

Physical Requirements:

• General Office Demands

• Work from home

Salary is commensuratewith the candidate’s location and may vary based on the region of residence.