McKesson Senior Manager, Business Development, Specialized Distribution in Quebec, 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, Business Development has overall responsibility for business development of the McKesson Specialized Distribution portfolio including sales, strategic alliances, sales process execution, and provides input into service solutions and implementation for clients based on their unique needs. This position will support a wide range of sales, business development and marketing activities to promote McKesson Specialized Distribution services to a wide range of manufacturer targets. Involved in various functions such as contracting, RFP’s, development of presentations and communication material. The scope of responsibilities encompasses all client bases nationally or internationally. The role routinely liaises with level “C” executives.

Section A – Specific Responsibilities

Specific Responsibilities generally include but are not limited to the following :

Client Sales and Relationship

  • Responsible for all BD activities, identify and manage pipeline targets for MSD. Anticipate emerging opportunities

  • Maintain ongoing contact with all partners who may provide leads or contacts for the development of new business

  • Work with BD team to create action plan for targeted manufacturers

  • Presents credible experience/solutions to key decision makers

  • Responsible to maximize the performance of each strategic partner

  • Responsible for the ongoing management of the client relationship

  • Qualifies prospects

  • Manage client contract negotiations

Knowledge, Industry Expertise

  • Responsible for all aspects of account planning and the sales process execution

  • Provides mentorship to other business development staff as required

  • Develops deep expertise on MSD products and services, and other McKesson services and assets

  • “Voice of the Customer” in product and service design meetings representing the intelligence gathering from internal and external stakeholders at the planning table

  • Uses creative and practical intelligence to strategically address industry issues and sales barriers suggesting innovative ways to increase market share and revenues

Service Promotion and Marketing

  • Liaises with marketing in the development and implementation of an annual marketing strategy for MSD portfolio

  • Assist in marketing activities, recommending potential ways of reaching targets and creating market awareness

  • Attend business related events representing MSD to potential clients (conferences, trade shows, specialty events, etc.)

  • On an annual basis, contributes to the annual market analysis by actively gathering competitive intelligence within the business environment, including client groups and competitors within the industry

  • Continuously monitors and reports on competitive activity within the industry

Operational Requirements

  • Coordinates communication and activity with the other business units within McKesson as required both in day to day activities and one-time RFP opportunities

  • Contributes to and in some cases leads and competently writes business development reports, quotations, and proposals in response to RFP opportunities

  • Prepares presentations for internal and external use

  • Performs accurate and timely reporting related to all aspects of the sales process (e.g. funnel management and movement)

  • Contributes to the budgeting process in helping determine annual sales targets and initiatives for the business to accomplish goals

  • Works closely with Account Management, Operational, QA/Regulatory, Finance and Customer Service staff during the implementation phase of the sales process, ensuring that the clients’ needs as contracted are represented


  • Represents all activities with high level of professionalism, privacy, confidentiality while ensuring the safety and security of client confidential information

  • Models and ensures compliance with company policies in pursing business opportunities

Section B – General Responsibilities

  • Contributes to team development

  • Consistently acts in a professional manner and serves as a role model for team staff

  • Builds a strong internal network to ensure effective communication between departments

  • Contributes to maintaining a healthy workplace

  • Performs other functionally related duties as requested

Section C – Requirements

Experience and qualifications

  • Minimum of ten (10) years successful Business Development experience

  • Business Development experience with an emphasis on strategic and conceptual sales through demonstrated track record of successfully closing diverse and complex deals

  • Baccalaureate Degree in Business or other related field

  • Demonstrated commitment to professional growth and competence and to keeping abreast of current health care and business developments and practices that might impact McKesson’s businesses Skills and abilities

  • Ability to persuade, influence and negotiate using proven skills

  • Strong conflict management and customer service skills

  • Excellent communication skills (verbal and written)

  • Excellent presentation skills

  • Budgeting, account planning, modelling and operating planning skills

  • Strong organizational skills with ability to set priorities, solve problems and work in a results-oriented organization managing multiple BD leads and clients simultaneously

  • Ability to exercise sound, independent judgment

  • Ability to speak, write and read both English and French is required

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.

Agency Statement

No agencies please.

Recruiting Disclaimer

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.

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 Canada attempts to update this site on a timely basis, the information is effective only as of the time and date of posting.

By providing your application to McKesson Canada you hereby consent to McKesson Canada obtaining personal information regarding you that is related to the position applied for. You also consent to McKesson Canada transferring your application details to our recruitment partners for their review and assistance. You also consent to McKesson Canada keeping your application on file.

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.

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

Job: Sales/Client Management

Organization: McKesson Canada

Title: Senior Manager, Business Development, Specialized Distribution

Location: Canada-Quebec-Montreal

Requisition ID: 18008894