Business Development Director - Real World Evidence

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Job description

McKesson requires new employees to be fully vaccinated for COVID-19 as defined by the CDC, subject to applicable, verified accommodation requests.

Be part of the Ontada™ team that's poised to transform the fight against cancer. Backed by the strength of McKesson a Fortune 7 company, our entrepreneurial organization develops technologies used by the oncology community to deliver evidence-based, personalized care, as well as insights used by biopharma companies to accelerate drug development and support the entire treatment journey. Our work powers informed decision-making at every pivotal moment in oncology - from the treatment options presented to patients, to the operational considerations for oncology practices, to the design of clinical trials, to the commercial launch plans for new therapies.

Position Description

The Business Development Director, Real-World Evidence (RWE) & Commercial Intelligence (CI) is a field-based position targeting mid-size pharmaceutical, biotechnology, and diagnostic manufacturers in oncology. The Business Development Director is responsible for achieving sales, revenue and other goals by acquiring new business and growing wallet share within designated accounts. The job incumbent's mission is to close new business, maintain, cultivate and expand existing business and generate and support the close of cross-functional business through development and implementation of targeted account planning and sales strategies. The Business Development Director, RWE & CI will be expected to be a subject matter expert and provide a consultative approach to articulating McKesson Life Science's and more specifically the Data, Evidence, and Insights segment's value proposition.

Key Responsibilities

1. Grows sales of Real World Evidence (RWE), Data, Health Economic Outcomes Research and other related research and clinically focused services to manufacturers as well as drive oncology commercialization, value and market access and market expansion strategies to manufacturers through commercial intelligence, data-driven solutions, value and market access and market expansion strategies to manufacturers through actionable insights and through strategic acquisition of new business and expansion of existing business that meet or exceeds sales objectives.

• Proactively identifies and implements ways to identify, acquire new business and grow business with manufacturer accounts by adopting a consultative sales approach that focuses on business solutions and partnership with customers
• Acts as a primary point-of-contact for potential customers across the end-to-end product lifecycle including Medical/Medical Affairs, HEOR, Global Evidence and Value, Research and Development, RWE and Analytics, Commercial Intelligence, National Accounts, Brand Teams, Market Access, Value Research, and related communication/education, RWE and Analytics Teams
• Identify appropriate executive targets, build relationships and aggressively prospect enterprise Pharma / Life Sciences accounts
• Coordinate across McKesson to provide a consistent, high-quality customer experience
• Work effectively in a sales team to strategically drive deeper relationships with customers
• Engage new business partners in assigned markets and create strategic partnerships that result in net-new sales opportunities
• Develop strategic account plans
• Use market expertise to foster long-term relationships
• Manage the entire sales process - lead through opportunity to proposal to selection
• Consistent quarterly execution; meeting and exceeding sales quotas
• Builds and sustains a pipeline of new business opportunities, managing pipeline through close in CRM via SalesForce.com
• Demonstrates expertise of McKesson products, services, and offerings and will learn and potentially sell new products, services, and offerings as they are developed
• Negotiates relationships and processes with internal customers to create efficiencies and identify opportunities for sales, product and operational growth in an atmosphere of respect demonstrating ICARE and ILEAD guiding principles. Grows sales of Real World Evidence (RWE), Data, Health Economic Outcomes Research and other related research and clinically focused services to manufacturers as well as drive oncology commercialization, value and market access and market expansion strategies to manufacturers through commercial intelligence, data-driven solutions, value and market access and market expansion strategies to manufacturers through actionable insights and through strategic acquisition of new business and expansion of existing business that meet or exceeds sales objectives.
• Proactively identifies and implements ways to identify, acquire new business and grow business with manufacturer accounts by adopting a consultative sales approach that focuses on business solutions and partnership with customers
• Acts as a primary point-of-contact for potential customers across the end-to-end product lifecycle including Medical/Medical Affairs, HEOR, Global Evidence and Value, Research and Development, RWE and Analytics, Commercial Intelligence, National Accounts, Brand Teams, Market Access, Value Research, and related communication/education, RWE and Analytics Teams
• Identify appropriate executive targets, build relationships and aggressively prospect enterprise Pharma / Life Sciences accounts
• Coordinate across McKesson to provide a consistent, high-quality customer experience
• Work effectively in a sales team to strategically drive deeper relationships with customers
• Engage new business partners in assigned markets and create strategic partnerships that result in net-new sales opportunities
• Develop strategic account plans
• Use market expertise to foster long-term relationships
• Manage the entire sales process - lead through opportunity to proposal to selection
• Consistent quarterly execution; meeting and exceeding sales quotas
• Builds and sustains a pipeline of new business opportunities, managing pipeline through close in CRM via SalesForce.com
• Demonstrates expertise of McKesson products, services, and offerings and will learn and potentially sell new products, services, and offerings as they are developed
• Negotiates relationships and processes with internal customers to create efficiencies and identify opportunities for sales, product and operational growth in an atmosphere of respect demonstrating ICARE and ILEAD guiding principles.

2. Support McKesson's strategic approach to long term partnerships with biopharma users of our research and commercial intelligence portfolio offerings, as well as other strategic collaborators across the oncology ecosystem (e.g. regulatory, payer, HTA, and advocacy groups). Advise on life science enterprise offering needs and determine appropriate engagement opportunities.

• Use market expertise to foster long-term relationships
• Demonstrates consultative selling capabilities and results (i.e. solves customer business issues rather than solely selling products/services
• Represent voice of the customer for strategic initiatives / opportunities

3. Subject matter expert on McKesson DEI portfolio of offerings and reliably represent our capabilities to advance the research and commercial intelligence priorities of our biopharma partners

• Master translation of data solutions to meet customer needs
• Deep understanding of strengths and limitations of different data sources and ability to apply and articulate this to best meet customer needs/challenges
• Work with Business Development Manager to optimize a team approach to customer engagement through consultative, relationship-focused sales

4. Seeks out and/or identifies new business opportunities for broader McKesson Pharma facing organization and choreographs account messaging within key accounts.

• Work cross functionally
• Ability to identify opportunities across the broader customer ecosystem
• Enable an easy-to-do business customer experience

Minimum Requirements

Typically requires 7+ years relevant experience.

Critical Requirements

• 5 years healthcare Data / RWE / HEOR sales or business development to or within pharmaceutical and biotech companies or 5+ years in pharmaceutical and biotech consulting
• Experience and/or interest in engaging directly with biopharma customers to help advance their product lifecycle goals, commercial intelligence, access, value, data and business-related strategies
• Consultative selling or project experience in a B2B environment
• Proven track record to meet and/or exceed business targets
• Direct account management and financial acumen to evaluate revenue/profit opportunities associated with accounts
• Scientific acumen to understand customer research and data needs and communicate to internal research partners
• Ability to leverage in-depth knowledge of the customer's pipeline and business operations with account planning to identify, inform, analyze, and close on account opportunities.

Specialized Knowledge / Skills

• Oncology experience, preferred
• Understanding of data sources used for real world evidence generation/outcomes research including electronic medical record data, health care claims data, patient/health care provider surveys, preferred
• Team player with strong interpersonal and resource management skills. Collaboration with other BDD professionals in the McKesson Life Science's Oncology Segment
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