McKesson Regional Practice Liaison in Pennsylvania

McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. At McKesson Specialty Health, our products and services span the full continuum of specialty patient care. From the initial phases of a product life cycle and the distribution of specialty drugs, to fully integrated healthcare technology systems, practice management support, and ultimately to patient care in the communities where they live, we empower the community patient care delivery system by helping community practices advance the science, technology and quality of care.

We have a vision —that the long-term vibrancy of community care will be achieved through the leadership of physicians committed to clinical excellence and innovation, enabled by close collaboration with our organization and our deep clinical, operational and technological expertise.Every single McKesson employee contributes to our mission—by joining McKesson Specialty Health you act as a catalyst in a chain of events that helps millions of people all over the globe. 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.

Join our team of leaders to begin a rewarding career.

Current Need

The Regional Practice Liaison (RPL) is a field-based or corporate-based sales and communication professional responsible for a high volume of new prescriber oncology pharmacy pull-through by building effective relationships with oncology clinicians, within a designated sales region. The ideal candidate is a well-spoken, enthusiastic and organized person with the ability to work productively and confidently with all prescribers, including physicians, mid-level clinicians, as well as practice and cancer center leadership.

He/she exhibits a high degree of energy and commitment to customer service; internally, by being a positive, action-focused, solution-oriented and effective team member; externally, by providing outstanding service and high touch care to the company’s many pharmacy clients throughout his/her sales region. He/she possesses the ability to establish relationships quickly over the telephone and in-person, by utilizing superior communication and sales skills. The RPL will be responsible for building and maintaining sales region relationships long term.

The RPL will have a hunger to learn and the ability to share knowledge with clients in an organized and confident way. This person will be driven to provide outstanding customer service to clients and quick to develop organizational tools and resources to elevate delivery of his/her main responsibilities.

Finally, the ideal candidate will be undaunted by the challenges of sales in a busy and fragmented healthcare environment. He/she will be buoyed in this important role by the unflagging belief that, ultimately, we are not “selling” something to a prescriber – we are offering to be an extension of their clinical team to help their patients access, afford and manage oral therapies.

Primary Responsibilities:

  • Working collaboratively with the Regional Manager and Vice President, establish a sales region business plan to meet and exceed corporate annual sales and new prescriber goals for the assigned sales region ;

  • Increase utilization of Biologics commercial pharmacy through effective communication and adherence to a proven, sequential sales process;

  • Establish new accounts by planning and organizing daily work schedule to call on existing or potential referral sources to ensure steady stream of patient referrals;

  • Maintain and expand relationships with key oncology decision makers, including but not limited to oncologists, hematologists, nurse practitioners, nurses and physician assistants at community based and academic cancer centers as directed;

  • Support launch of new oral oncolytics and targeted therapies by educating likely prescribers about the resources available for new therapies;

Furthermore, the successful RPL will:

  • Onboard new prescribers effectively through the Client Communication Preference and Information Profile (CCIP)

  • Document sales activity via Biologics client relationship management platform (CRM)

  • Determine and anticipate potential changes within the payer industry and alert Vice President, Physician Services so the appropriate steps to mitigate can be initiated;

  • Identify and target decision-makers in busy oncology/hematology practices and/or cancer centers to influence vendor selection;

  • Elevate prescriber complaints or service issues and participate in the resolution cycle

  • Work collaboratively with the Practice Support Specialist (PSS) to expedite growth in new and existing prescriber accounts

  • Expand knowledge base by attending oncology related educational programs; reviewing clinical publications; establishing personal networks with pharmaceutical partners and participate in local oncology professional societies.

General On-Boarding Expectations

On-boarding includes:

  • Two (2) weeks of new hire orientation provided at corporate

  • One (1) week of facilitated sales process training

  • Two (2) weeks in facilitated study of departmental training and policy manuals (provided on hire date), followed by;

  • One (1) week of supervised field travel in sales region to observe and present key sales and messaging content.

Call and Activity Metric Expectations

  • Sales growth is the end result of a high level of effective sales activity, especially sales calls, defined as an actual phone conversation or face-to-face meeting with key decision-maker(s) in a targeted prescriber practice;

  • To ensure sufficient sales growth, the RPL will complete an average of ten (10) daily sales activities

Minimum Requirements

2 years sales experience

Critical Skills:

  • Minimum of three years of relevant sales experience in the healthcare market, preferably with active oncology relationships

  • Excellent organizational and time management skills

  • Competent in working with client relationship management software (CRM) such as SalesForce, ACT or others as standard in the industry

  • Multi-task oriented

  • Ability to effectively work with people at all levels in a healthcare organization

  • Conscientious and detail-oriented

  • Strong professional oral, writing and presentation skills

  • Ability to maintain 80% field travel weekly

Education Requirements:

  • Bachelors Degree

  • Current nursing license, in good standing, a plus

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.

McKesson is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

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

Agency Statement

No agencies please.

Job: Sales/Client Management

Organization: McKesson Specialty Health

Title: Regional Practice Liaison

Location: Pennsylvania

Requisition ID: 18002307

Other Locations: United States-New Jersey