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The Vice President, GPO Services – Manufacturer Business Development is a highly strategic, influential, and complex leadership role responsible for cultivating and expanding partnerships between biopharmaceutical manufacturers, the Group Purchasing Organizations (GPOs), and its provider members with a focus on Oncology and Multispecialty markets. This role leads a cross-functional team across business development, clinical pipeline, and contracting, managing relationships with over 100 manufacturers and a portfolio of 300+ pharmaceutical products.
This individual must possess exceptional strategic thinking, persuasive negotiation skills, and the ability to navigate complex internal and external dynamics—including McKesson’s matrixed environment. The VP will drive contract execution; help increase utilization and serve as a trusted advisor to both internal stakeholders and external partners.
Strategic Contracting & Negotiation
Build and maintain credibility with biopharma executives and provider members by demonstrating deep knowledge of the pharmaceutical landscape and market dynamics.
Maintain a deep understanding of the manufacturer landscape, including product pipelines and therapeutic areas.
Provide manufacturers with insights into provider behavior, competitive positioning, and emerging trends.
Market & Industry Expertise
Build and maintain credibility with biopharma executives and provider members by demonstrating deep knowledge of the pharmaceutical landscape and market dynamics.
Maintain a deep understanding of the manufacturer landscape, including product pipelines and therapeutic areas.
Provide manufacturers with insights into provider behavior, competitive positioning, and emerging trends.
Provider Engagement & Collaboration
Partner with the GPO Provider & Member Engagement team to educate providers on contract value and market trends and effectively communicate with physicians and clinical stakeholders to support contract adoption and utilization of contracted drugs.
Participate in provider-facing conversations to effectively communicate the value of manufacturer contracts and market opportunities.
Collaborate with various teams across McKesson, including but not limited to, Analytics, Clinical Services, Business Development, Account Management, and Provider Engagement.
Team Leadership & Collaboration
Lead, mentor, and develop a high-performing team across business development and contracting functions.
Be super awesome at maintaining a culture of accountability, innovation, and continuous improvement.
Operational Oversight
Oversee the GPO contracting team to ensure timely and compliant contract execution.
Lead the team in implement and refining operational processes to enhance efficiency, ensure compliance, and support scalable growth across contracting and business development functions.
Minimum Requirements
15+ years of experience in pharmaceutical contracting, GPO services, or biopharma business development.
Strong leadership experience with a track record of building and developing high-performing teams.
Deep understanding of the U.S. healthcare ecosystem, especially within Oncology and Multispecialty markets.
Exceptional communication, negotiation, and executive presence.
Proven success in contract negotiations with biopharma and GPOs.
Demonstrated ability to navigate complex organizations like McKesson.
Strong strategic thinking and ability to translate vision into execution.
Experience managing difficult conversations and high-stakes confrontations.
Deep credibility with biopharma executives and stakeholders.
Ability to effectively communicate with physicians and clinical leaders.
In-depth knowledge of pharmaceutical manufacturers and drug portfolios in oncology, ophthalmology, rheumatology, neurology, among others.
Expertise in talent management, team development, and leadership.
Bachelor’s degree required. Advanced degree (e.g. MBA) preferred.
General office demands
Must have the ability to travel up to 50% of the time
Remote
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
$200,900 - $334,800McKesson is an Equal Opportunity Employer
McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.
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