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The Head of Commercial Growth Gx Injectables will serve as the leader for the Commercial team focused on customer engagement and growth. This role is responsible for establishing and executing an enterprise-wide customer engagement strategy to innovate and grow McKessons Generic Injectable business. The Head of Commercial Growth will act as a driving force behind our growth goals, finding creative and innovative ways to partner with customers and industry partners to drive positive outcomes. This role will lead a team that functions as McKessons customer-facing Gx injectables engagement, positioning themselves as subject matter experts in Generic Injectables while successfully operating within a matrixed organization via collaboration with key stakeholders. In leading the Gx Injectable commercial strategy, this role will develop an understanding of and successfully navigate potential customer conflicts, key market drivers, competitive landscape, key threats, and critical success metrics. This will include the identification of key initiatives for a long-term strategic roadmap and project management to deliver on the objectives.
Key Responsibilities:
Lead Generic Injectables Commercial Team & Customer Engagement
Led generic injectables Commercial Team and develop ideal team structure that will unlock growth and high customer engagement
Design and deploy innovative strategies with customers, sourcing partners and industry participants to maximize the potential of McKessons Generic Injectables business
Develop and maintain strong relationships with customers & potential customers
Establish measurable goals and objectives to the team including Financial and Non-financial metrics of success
Address and resolve customer conflicts and challenges effectively
Ensure proper program management and sales operational rigor
Business Growth and Strategy
Develop and implement innovative growth strategies for the Generic Injectables business
Identify and pursue new business opportunities to drive revenue, gross profit and market share
Oversee financial performance of commercial team, including setting and achieving key metrics (Customer penetration/growth, new business wins, Gross Profit, AOP, etc.)
Establish key metrics that define success (Gross Profit, AOP, etc) over the short, medium and long-term
Deliver Gx Injectable growth in a manner consistent with iCare and with market and customer expectations
Oversee growth orientation; develop and deliver growth strategy in volume, units, revenue and GP dollars
Assist and contribute in establishing annual Gx budget/Plan
Collaborate Successfully in a Matrixed Organization
Leverage enterprise-wide capabilities via collaboration in a matrixed organization to align and obtain buy-in broadly on goals, objectives, and resources
Partner with NorthStar and Sky teams to align on sales plan, strategies and execution
Partner with Sales, GPO and Programs teams to develop sales plan, strategies and key initiatives that drive customer experience, financial performance and long-term strategy
Serve as the Gx injectable SME when the deal teams (pricing/programs/sales) are modelling and designing customer deal constructs
Coordinate with Supply Chain Ops to ensure service level success and customer experience throughout growth trajectory
Collaborate with McKesson legal team to secure novel sourcing and customer engagement relationships
Develop cross-enterprise relationships and insights to identify opportunities within and outside of PSAS to maximize the Gx Injectables opportunity
Minimum Requirement
Bachelors degree required; Advanced degree strongly preferred
Must have ability to travel up to 30% of the time
13+ years of professional experience and 6+ years of diversified leadership, planning, communication, organization, and people motivation skills (or equivalent experience).
Critical Skills
Experience in generic pharmaceuticals required with direct injectables experience strongly preferred
13+ years of business experience in related field
History of senior leadership experience in start up environment with substantial business development and sales experience
Additional Skills
Financial acumen, Ability to manage directly and indirectly, Lead strategic planning, direction and goal setting, Project management skills, Strong analytical skills including ability to abstract key trends and issues from complex detailed information.
Team-oriented and team-builder with the demonstrated ability to build high functioning organizations. Ability to create and foster a consultative partnership with key stakeholders.
Strong business acumen skills and knowledge and the ability to drive adaptations and change leading to long term, sustained, improved performance. Superior business judgement and acumen combined with strength in negotiating, critical thinking, and problem solving. Knowledge of related standards and experience in successfully implementing best practices and performance metrics that effectively evaluate outcomes.
Exceptional interpersonal, oral, and written communication skills and the ability to communicate effectively with multiple and diverse internal and external partners. Demonstrated ability to develop and articulate a clear vision and skills to implement transformative change initiatives.
Strong leadership background including effective management, program development and implementation, and policy/procedure development.
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
$163,500 – $272,500
McKesson 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 McKessons full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.
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