Job Information
McKesson Corporation Senior Director, Pharma Contract Negotiations & Strategy in Columbus, Ohio
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 Sr. Director, Pharma Contract Negotiations & Strategy will be responsible for manufacturers' accounts with full line wholesale products with the focus on negotiating complex financial and contractual brand fee-for-service agreements. In addition, this role will lead a Sr. Manager who owns small to mid-size manufacturer accounts. This candidate will lead their negotiations and team in developing and setting strategy, executing financial & contract negotiations, creating high valued strategic partnerships with pharma manufacturers' accounts and delivering financial value for over 100 branded manufacturers representing approximately $60 billion in procurement dollars per year. This position will report to and work closely with the VP, Wholesale Distribution Services. Key Responsibilities: 1. Own manufacturer negotiations and establish strong relationships across each account to effectively negotiate full line wholesale contracts delivering financial value. Develop and hold team accountable to strategically manage the business and deliver on the financial performance of contracts. In addition, strategically own high value accounts and monitor financial performance. Lead the team to review, enhance relationships, processes, negotiations and be the point of contact for escalations for all manufacturer relationships Drive collaboration with Account Management and Specialty to manage products to continually deliver the McKesson value proposition to manufacturer partners. Develop annual account level business plans with accountability for financial performance of each account. Ownership of accounts to manage current product and pipeline product to continually deliver the value proposition to manufacture partners. Act as a strategic partner with manufacturer customers, cultivating executive relationships with decision makers inside customer's organization and helping customers to successful commercialize their products. Understand customer processes and decision drivers as well as current and future needs. Manage, develop, and lead a team in line with McKesson iLead & Leadership behaviors. 2. Ownership for negotiating and redlining business terms within the full line distribution contracts between McKesson and the manufacturer account. Ability to navigate high-valued financial negotiations. Strong financial acumen required, ability to develop financial analytics, understand P&L's, cash flow and balance sheets. Collaborate internally with Procurement, Contract Compliance, Legal, Operations, Finance and other internal stakeholders. Remain tightly connected with key internal stakeholders such as Finance, Procurement and Operations and their activities, including supply chain optimization, operations, reporting, governance, and planning. 3. Responsible for effectively and compliantly engaging C-suite executives (external and internal), account business leaders, administrative personnel, and other decision makers within priority accounts to discuss, present, and negotiate pricing and contracting terms and conditions. Develop and maintain a thorough knowledge of McKesson products, functions, marketing and/or service policies and procedures. Conduct quarterly business