Consultant Relationship Director (Northeast)

McKesson; Hartford (CT); On-site; USD 120,000 - 180,000; Full time

Job summary

McKesson is seeking a Consultant Relationship Director to build and expand strategic relationships with health & benefits consultants and brokerage firms for RxSS. The role focuses on education, trust-building, and positioning RxSS as a leader in transparency solutions, with cross-functional collaboration across Sales, Customer Success, Product and Marketing.

Territory covers the Northeastern U.S. Ideal candidates have direct experience in health & benefits consulting or with brokers, and are

Qualifications

• Bachelor's degree or equivalent experience; 7+ years in health & benefits consulting or related fields.
• Experience with national or large regional consulting firms.
• Experience selling digital health or SaaS solutions.
• Strong executive presence and communication skills.
• Willingness to travel ~50%.

Responsibilities

• Develop and maintain relationships with health & benefits consultancies.
• Educate consultants on RxSS value proposition and client profiles.
• Facilitate introductions to the RxSS Employer Sales team.
• Represent RxSS at consultant meetings, summits, and events.
• Gather consultant feedback to inform sales strategy.
• Coordinate with Sales and Customer Success to review pipeline health.

Skills

Relationship management

Executive presence

Sales enablement

Communication

Cross-functional collaboration

Networking

Travel readiness

Education

Bachelor's degree or equivalent

Tools

Salesforce

Highspot

Job description

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve - we care.

What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow's health today, we want to hear from you.

Rx Savings Solutions (RxSS), part of McKesson's CoverMyMeds business segment, is transforming prescription drug transparency for employers through a proven SaaS point solution that delivers measurable cost savings and improved member outcomes. We are seeking a Consultant Relationship Director to build and expand strategic relationships in the with health & benefits consultants and brokerage firms with a focused mandate to increase awareness, credibility, and adoption of RxSS within targeted consultant markets.

This role is ideal for professionals with direct experience at a health & benefits brokerage or consulting firm (or those who have partnered closely with them in a digital health or benefits technology environment) who understand the crucial advisory role consultants play in employer decision-making. The Consultant Relationship Director is responsible for developing, re-engaging and expanding relationships within assigned consultant partners to drive qualified employer opportunities for the RxSS Employer Sales team. This role is relationship-first and influence driven, focused on education, trust building, and positioning RxSS as a leader in pharmacy transparency solution within the consultant ecosystem. You'll work cross-functionally across Sales, Customer Succes, Product and Marketing to ensure consultant insights inform RxSS strategy, while helping consultants confidently recommend RxSS to their employer clients.

Territory primarily covers the Northeastern U.S.

Responsibilities

• Develop and maintain trusted relationships with assigned health & benefits and pharmacy consulting firms, securing access to key offices, producers, and consultant stakeholders
• Educate consultants through in-person and virtual meetings, office trainings, and events on the RxSS value proposition, outcomes, and ideal client profiles
• Collaborate with consultants to identify target employer prospects and facilitate high-quality introductions to the RxSS Employer Sales team
• Represent RxSS at consultant-hosted meetings, vendor summits, conferences, and industry events to deepen relationships and expand brand presence
• Strengthen engagement within priority consultant organizations (e.g., national and large regional firms) by executing tailored relationship and market plans
• Gather and synthesize consultant feedback, competitive intelligence, and market insights to inform sales strategy, positioning, and go-to-market efforts
• Partner closely with Sales and Customer Success to assess pipeline health, address relationship risks, and ensure alignment on account strategies
• Track and report consultant engagement activity and outcomes (e.g., meetings, education sessions, referrals, pipeline influence) within CRM systems to support performance measurement and continuous improvement
• Support consultant-driven requests such as RFPs or opportunity assessments in partnership with internal stakeholders

Qualifications

• Bachelor's degree or equivalent experience, and typically requires 7+ years of relative experience in health & benefits consulting, brokerage, strategic account management, or business development, with demonstrated experience engaging national or large regional consulting organizations
• Previous experience at a benefits consulting or brokerage firm is strongly preferred (e.g., Aon, WTW, Mercer, Gallagher, Alliant, or similar firms)
• Established relationships and working knowledge of the health & benefits and pharmacy consulting ecosystem
• Experience working with or selling digital health, benefits, or SaaS point solutions; familiarity with employer-sponsored benefits is highly desirable
• Strong executive presence with the ability to influence, educate, and present to consultant audiences both internally and externally
• Excellent written and verbal communication skills, including the ability to articulate complex value propositions clearly and credibly
• Comfort operating in a growth-oriented, fast-paced environment where collaboration and initiative are critical
• Proficiency leveraging CRM and enablement tools such as Salesforce, Highspot, and similar platforms
• Strong networking skills, including social selling and relationship development
• Willingness to travel approximately 50%, including consultant offices, meetings, and industry events

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards.