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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.
The Vice President, Business Development – Health Systems is a senior commercial leader responsible for driving strategic growth across McKesson Medical-Surgical’s largest and most complex health system customers. This executive will lead enterprise-level sales strategy, expand high-value partnerships, and deliver innovative, multi-service solutions that improve performance across supply chain, distribution, and clinical support services.
This role requires deep expertise in healthcare sales, strong C-suite engagement, and the ability to influence enterprise decision-making across large, multi-site health systems.
What You’ll Do
Strategic Growth & Enterprise Sales
Develop and execute enterprise account strategies for large, complex health systems to drive revenue growth and long-term partnerships
Identify, pursue, and close high-value business opportunities across multi-service offerings
Lead contract strategy, including financial modeling, ROI development, and executive-level negotiations
Executive Relationship Management
Build and maintain trusted relationships with C-suite leaders, supply chain executives, and key stakeholders
Partner with Group Purchasing Organizations (GPOs) to align strategies and expand access within health systems
Serve as a strategic advisor to customers, aligning McKesson solutions to enterprise priorities
Account Expansion & Market Penetration
Expand existing strategic accounts by identifying cross-sell and upsell opportunities across business units
Collaborate across internal teams to deliver integrated, enterprise-wide solutions
Drive customer satisfaction, retention, and performance against service-level and financial objectives
Leadership & Cross-Functional Collaboration
Lead cross-functional teams in a matrixed environment to deliver on complex customer requirements
Influence internal stakeholders to align resources, priorities, and execution plans
Champion large-scale initiatives that support long-term business growth and strategic impact
Basic Requirements
Bachelor’s degree or equivalent experience
Typically requires 13+ years of relevant experience in healthcare sales, business development, or strategic account management
10+ years of experience selling to U.S. health systems, including engagement with C-suite and supply chain leadership
Demonstrated success closing complex, enterprise-level deals and managing large strategic accounts
Experience developing financial business cases, ROI models, and contract negotiations
Ability to travel up to 50%
Preferred Skills / Experience
MBA or advanced degree
Established relationships within large U.S. health systems and GPOs
Experience selling integrated healthcare solutions (supply chain, distribution, clinical services, or technology-enabled solutions)
Strong executive presence with exceptional communication, negotiation, and influencing skills
Experience working in a matrixed organization and leading cross-functional initiatives
Proficiency in CRM tools (e.g., Salesforce) and Microsoft Office Suite
Proven ability to translate complex solutions into business value for executive stakeholders
Work Environment & Travel Requirements
Remote/home office with frequent travel (up to 50%) across assigned territory
Regular interaction with customers in both virtual and in-person settings
Significant time spent in computer- and phone-based work, as well as travel via automobile and air
McKesson complies with all applicable U.S. immigration laws and regulations. The Company does not provide employer support or sponsorship for any immigration related employment benefit for this role.
Applicants must be currently authorized to work in the United States on a fulltime basis without the need for employer support or sponsorship now or in the future. This includes having the legal right to work in the United States without the need for McKesson support or sponsorship for any immigration related employment authorization (e.g., H1B, O1, E3, H1B1, TN, F1 OPT, F1 STEM OPT, F1 CPT, etc.) now or in the future.
If you will require McKesson to provide immigration support or sponsorship now or in the future, you should not apply for this position.
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 Total Target Cash (TTC) Pay Range for this position:
$231,700 - $386,100
Total Target Cash (TTC) is defined as base pay plus target incentive.
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McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.
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McKesson job postings are posted on our career site: careers.mckesson.com.
McKesson is an Equal Opportunity Employer
McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.
McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to (United States) [email protected] or (Canada) [email protected]. Resumes or CVs submitted to this email box will not be accepted.
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