McKesson Senior Manager Retail Specialty Business Development- SAD in Ontario, Canada

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 17 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

The Senior Manager , Retail Specialty Business Development will be responsible for developing and growing our specialty business within retail pharmacies – to include investigation, identification, assessment, recommendation and commercialization of business building opportunities within independent and corporate customers. The role will report to the Directory – Sales Operations and work cross-functionally with field sales (BDR’s), corporate account management and other specialty market focused teams. Key areas of focus will include developing plans to shift specialty sales from competitors and promoting and selling all retail programs and initiatives. The position will be a key member of the retail sales team and be the residing expert and point of contact for specialty. Plan will include, subject to development, expanded scope to include people management and development,

Section A – Specific Responsibilities

Opportunity Assessment & Commercialization

  • Analyzing, investigating and recommending plans that will shift specialty volume from competitors within corporate and independent customers – at store level. This will include:

  • Engaging in in-depth customer discussions

  • Understanding store position and issues

  • Utilizing sales tools to make decisions at store level

  • Aligning with retail partners and retail sales on customer and strategic approach

  • Evaluating and measuring impact

Promoting & Selling Specialty Programs

  • Selling and business development of all retail specialty initiatives

  • Promoting and supporting Evolve (Specialty at Retail) program through positioning and selling with independent retail customers and assisting and training BDRs

  • Meeting with customers – engaging in clinical discussion

  • Closing sales with Experienced Specialty customers

  • Engaging with and supporting Evolve team in business development with independent customer leadership teams

  • Supporting Evolve team in selling and customizing program with corporate customers

  • Participating in strategic development of Retail Specialty programs to include:

  • Future services

  • Feedback and gap analysis

  • Collaborating with other McKesson experts to include: Payer, Specialty, Manufacturer Relations and Corporate Strategy teams

Section B – Key Requirements


  • 10 years of relevant specialty pharmaceutical experience – selling/consultative selling approach, marketing or business development

  • University degree: Business, Marketing, Economics, Science or related

  • Good understanding of the Specialty market landscape – retail, wholesale, distribution channels, manufacturers, private payer, public reimbursement, PPN’s, PSP’s

  • Good understanding of molecules, disease states, therapy treatment, physician processes and the patient journey

  • Strong negotiation and selling skills – ability to develop and negotiate specialty agreements at store level

  • Strong financial analytics – ability to conduct store level profitability analysis

  • Ability to travel nationally – estimated 80% travel in field, local and potential overnight

  • Ideally, some people and team management experience

Traits & Characteristics

  • High level of intellectual curiosity –openly engages, asks questions

  • Proven team collaboration and communication skills, able to set priorities, ability to influence

  • Big picture thinker – ability to think and challenge from a higher level industry, market perspective and has ability to zoom in and out of details

  • Effectively manages complexity – can simplify and communicate complicated information, identify gaps and sell key benefits

  • High sense of urgency – demonstrates a clear bias for action, self-starter

Benefits & Company Statement

McKesson believes superior performance – individual and team – that helps us drive innovations and solutions to promote better health should be recognized and rewarded. We provide a competitive compensation program to attract, retain and motivate a high-performance workforce, and it’s flexible enough to meet the different needs of our diverse employee population.

We are in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. We partner with payers, hospitals, physician offices, pharmacies, pharmaceutical companies and others across the spectrum of care to build healthier organizations that deliver better care to patients in every setting.

But we can’t do it without you. Every single McKesson employee contributes to our mission—whatever your title, whatever your role, you act as a catalyst in a chain of events that helps millions of people all over the globe. Talented, compassionate people are the future of our company—and of healthcare. At McKesson, you’ll collaborate on the products and solutions that 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.

Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

Job Specifics

Grade: 707

Job Family Title: CAN-Sr. Mgr. Strategic Account

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The material contained herein is provided for informational purpose only. All open jobs offered by McKesson Canada 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.

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McKesson Canada 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.

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Job: Sales/Client Management

Organization: McKesson Canada

Title: Senior Manager Retail Specialty Business Development- SAD

Location: Canada-Ontario-Mississagua

Requisition ID: 18006271