McKesson Looking for Senior Director, Strategic Accounts at Mississauga, Ontario, Canada Full Time

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.

McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. At McKesson Canada, we touch the lives of 12 million Canadians every day. We carry more than 35,000 products in 12 distribution centers and ultimately provide distribution to 6,300 retail pharmacies, 1,350 hospitals, long-term care centers, clinics and institutions all over Canada. But we’re so much more than a distribution company. We’ve automated 2,500 retail pharmacies and dispense over 100 million doses a year through our automation solutions. Manufacturers, healthcare providers and patients count on us for a full range of services that contribute to the quality and safety of care for us all.

At McKesson Canada, you’ll help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

Job Summary

Reporting directly into the Vice-President, Retail and Institutional Sales and acting as a key member of the Sales Leadership Team, the Senior Director, National Accounts will be responsible for leading McKesson Canada’s Pharmaceutical Distribution business development activities and partnership strategy with National and Corporate accounts in the retail pharmacy sector. The successful candidate will be responsible for developing and executing strategic sales plans to further strengthen business partnerships with existing customers and to drive sales growth through business development opportunities. This individual will be tasked with finding new and innovate ways to strengthen our partnerships to deliver value for both McKesson and our customers on a long-term basis.

As a key leader within our sales team this role will be a significant contributor to the successful delivery of McKesson Canada’s Pharmaceutical Distribution objectives, which include growing sales volume and EBIT. The Senior Director, Strategic Accounts will be accustomed to developing strong, collaborative relationships both externally and internally. This individual will frequently partner with senior leaders from within key functional support areas including Sales Operations, Operations, Transportation, Procurement & Demand Planning, Project Management, Finance, and Legal teams to drive customer solutions that help further McKesson Canada’s business objectives. In addition, the incumbent will be responsible for leading and managing a National Account Sales team, providing strategic direction, support and development that fosters a dynamic, fully engaged, and high performing team.

Responsibilities

• Sales Leadership: Effectively leads the Sales team through developing and executing strategies and tactics that contribute to the achievement of our business objectives. Actively engages cross-functional resources and secures the support required internally to deliver against sales priorities and to address customer needs. Drive team engagement through sharing the McKesson vision and by effectively linking the team’s activities to McKesson’s overall business goals. Foster an inclusive culture of collaboration and teamwork through timely, open, and honest communication. Leads the team through change and actively supports new initiatives and projects. Organize and assess available resources to execute against our customer partnership plans and to prioritize sales activities and opportunities efficiently.
• Customer Management: Develop and leverage strategic relationships at senior levels both internally and externally to support the successful execution of customer partnership business plans. Develop customer intimacy through direct facetime and a deep understanding of customer strategies, objectives and needs. Proactively assess, clarify, and validate customer needs on a continuous basis. Play a leadership role in strategic customer meetings (top-to-top meetings, business reviews etc.). Represent the voice of customer internally and advocate on their behalf with key cross functional stakeholders. Communicate and escalate any matters of importance to ensure executive leadership awareness, involvement, and support as required. Monitor and address any service challenges, compliance concerns, and other partnership opportunities or challenges, in a timely fashion. Track and measure customer performance metrics, and resource requirements for all assigned accounts.
• Business Development: Develop and strengthen McKesson’s business partnerships with Pharmaceutical Distribution customers through effective Sales Team leadership and relationship building within the assigned customer base. Ensure McKesson is delivering on its partnership promise on a day-to-day basis and adding value for the customer over the long term. Leverage win/win strategies and lead negotiations to secure new business agreements or renewals with Strategic Accounts. Collaborate with other McKesson business units and foster a ‘One McKesson’ sales approach, where appropriate.
• People Leadership: Establishes a positive and inclusive culture and motivate the National Accounts team to accomplishment its goals. Lead proactively to maximize both individual and team and performance. Provide coaching and mentorship to team and cross-functional partners to capitalize on business opportunities, solve problems and improve performance. Lead the Performance Management Process to ensure clear objectives and robust individual development plans are established and tracked. Continuous improvement mindset that stretches top performers to develop future succession candidates.
• Financial: Develop and deliver National Account team sales goals and operating expense budgets; proactively manage overall portfolio profitability vs. target; ensure delivery of contractual obligations pertaining to pricing, payment terms, distribution incentives/allowances.

Job Requirements

• 10+ years of leadership experience in Sales/Account Management within a Pharmaceutical or top tier CPG or Distribution company is strongly preferred
• Demonstrated success managing customer partnerships and building strong relationships with Senior Leaders
• Demonstrated success in negotiating and managing complex business agreements in the retail pharmacy channel
• Established relationships with senior leadership of national and retail/pharmacy chains is an asset.
• Ideally possesses a diversity of background experiences such as sales, account management, business development, supply chain, procurement and demand planning are an asset
• Undergraduate degree required, MBA an asset
• Demonstrated leadership and the ability to take initiative
• Excels at working in a dynamic and challenging environment
• Demonstrated recognition as a strong team player
• Demonstrated experience with customer negotiations and managing complex business agreements
• An exceptional network builder
• Possesses superior communication skills, both oral and written
• Executive level presence & presentation skills
• Knowledge of Branded, Generic and Specialty pharmaceutical industry and pricing
• Superior negotiation skills
• Demonstrated ability to develop and implement strategy; strategic thinker with the ability to execute in a highly competitive fast paced environment.
• Demonstrated strength in developing relationships with senior level decision-makers
• Knowledge of and experience in procurement, supply chain and/or demand planning is an asset
• Financial acumen. Demonstrated success in business planning, sales reporting analysis, budget development and P&L reviews
• Position requires some travel, including overnight stays

At McKesson, we care about the well-being of the patients and communities we serve, and that starts with caring for our people. That’s why we have a Total Rewards package that includes comprehensive benefits to support physical, mental, and financial well-being. Our Total Rewards offerings serve the different needs of our diverse employee population and ensure they are the healthiest versions of themselves. For more information regarding benefits at McKesson, please click here.

As part of Total Rewards, we are proud to offer a competitive compensation package at McKesson. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered.

Our Base Pay Range for this position

$135,400 – $225,600

McKesson is an Equal Opportunity employer.

The material contained herein is provided for informational purpose only. All open jobs offered by McKesson on this recruitment system are subject to specific job skill requirements. The job skill requirements, qualifications, and preferred experience are determined by a subsidiary, office or department within the company which is offering the position, and all positions are subject to local prevailing employment laws and restrictions. This would include immigration laws pertaining to work authorization requirements and any other applicable government permissions or compliance.

The materials on this site are provided without warranties of any kind, either expressed or implied, including but not limited to warranties regarding the completeness of information contained on this site or in any referenced links. While McKesson attempts to update this site on a timely basis, the information is effective only as of the time and date of posting.

McKesson is an equal opportunity employer and values diversity in its workforce. We encourage applications from all qualified individuals and will accommodate applicants’ needs, up to the point of undue hardship, throughout all stages of the recruitment and selection process.

The information on this site is for information purpose only and is not intended to be relied upon with legal consequence.

Current employees must apply through internal career site.

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