Field VP, Portfolio Partnerships, West

McKesson; California; Hybrid; USD 177,000 - 295,000; Full time

Job summary

McKesson Medical-Surgical (MMS) is seeking a Field VP, Portfolio Partnerships to lead the expansion of enterprise-level relationships across the western region.

The role focuses on engaging PE firms and MSOs, structuring platform-wide alliances, and guiding account executives to drive compliant, coordinated field execution.

Qualifications

• 10+ years of experience originating and expanding large-scale enterprise relationships in US healthcare.
• Experience calling on C-suite, exec leadership, and corporate decision-makers.
• Proven track record of securing enterprise agreements and expanding multi-entity relationships.

Responsibilities

• Identify and pursue PE firms and MSOs representing high revenue potential.
• Lead enterprise-level engagement to establish platform-wide alignment across PortCos.
• Develop enterprise pursuit plans detailing stakeholders, structure, and competitive landscape.
• Maintain senior executive relationships to drive platform access and sponsorship.
• Structure enterprise agreements to enable coordinated growth across PortCos and member organizations.
• Coordinate with Account Executives to ensure pricing consistency and contract compliance.
• Monitor platform performance and drive action across distributed entities.

Skills

Enterprise sales

C-suite engagement

Healthcare relationships

Executive presence

Strategic negotiation

Education

Bachelor’s degree or equivalent

MBA preferred

Tools

Salesforce CRM

Excel

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.

Job Summary

McKesson Medical-Surgical (MMS) is a leader in healthcare supply chain management solutions. MMS partners with manufacturers, providers, pharmacies, governments and other organizations in healthcare to help provide the right medicines, medical products and healthcare services to the right patients at the right time, safely and cost-effectively. United by our ICARE shared principles, our employees work every day to innovate and deliver opportunities that make our customers and partners more successful - all for the better health of patients. McKesson has been named a “Most Admired Company” in the healthcare wholesaler category by FORTUNE, a “Best Place to Work” by the Human Rights Campaign Foundation, and a top military-friendly company by Military Friendly. For more information, visit www.mckesson.com. We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities and others with diverse perspectives to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us.

Current Need

We are seeking a Field VP, Portfolio Partnerships to lead the expansion of enterprise level relationships throughout our western region. The ideal candidate will live within the territory. Relocation will not be provided for this position.

Position Description

Responsible for developing, advancing, and expanding enterprise-level relationships with Private Equity (PE) firms and Management Services Organizations (MSOs) within the Ambulatory Care market. This role focuses on securing platform- or membership-wide alignment that positions McKesson Medical-Surgical as a preferred partner across affiliated portfolio companies (PortCos) and member organizations. The Field VP operates at the enterprise level, leading executive engagement, shaping portfolio-wide commercial strategy, and structuring agreements that enable coordinated field execution. Once enterprise alignment is established, the role partners closely with Account Executives (AEs, field reps) to drive compliance across the broader network. This position requires strong executive presence, enterprise sales experience, and the ability to navigate complex, multi-entity stakeholder environments while aligning platform-level strategy with disciplined field execution.

Key Responsibilities

Enterprise Platform Development: Identify, prioritize, and pursue Private Equity (PE) firms and Management Services Organizations (MSOs) that represent high revenue potential and strategic value to MMS.

Lead enterprise-level engagement with PE and MSO executives to establish platform- or membership-wide alignment across affiliated portfolio companies (PortCos) and member organizations.

Develop clear enterprise pursuit plans outlining executive stakeholders, network structure, commercial strategy, and competitive landscape.

Build and maintain senior executive relationships (C-suite, operating partners, procurement leadership) to create enterprise sponsorship and platform access.

Platform Governance & Expansion: Structure and advance enterprise agreements that enable coordinated growth across PortCos and member organizations.

Partner with Account Executives (AEs) teams to drive pricing consistency, product alignment, and contract compliance across the network.

Maintain visibility into platform performance, adoption, and expansion opportunities, and drive coordinated action across distributed entities.

Serve as the executive point of alignment to ensure continuity between enterprise commitments and field execution.

Minimum Requirements

Bachelor’s Degree or equivalent and typically requires 10 + years of relevant experience. Less years required if has relevant masters or Doctorate qualifications. Must have a valid driver's license and clear driving record.

Critical Skills

10+ years experience originating and expanding large-scale enterprise relationships within healthcare organizations in the US, including experience calling on C-suite, executive leadership, and corporate decision-makers.

Experience engaging Private Equity firms and MSOs.

Proven track record of securing enterprise agreements and expanding multi-entity customer relationships.

Demonstrated executive presence and ability to communicate credibly in financially driven, performance-oriented environments.

Strong business acumen, including comfort discussing pricing strategy, margin impact, and portfolio-level economics.

Strong understanding of healthcare distribution models and GPO dynamics.

Demonstrated ability to drive contract compliance and coordinated execution across distributed organizations.

Excellent written and verbal communication skills.

Ability to work cross-functionally in a matrix environment.

Demonstrated bias to action and comfort operating in complex, evolving environments.

Additional Skills

Ability to lead and execute enterprise growth strategies and galvanize resources.

Exceptional relationship-building skills at executive and operational levels.

Ability to understand technology systems and customer connectivity platforms and articulate the value they deliver.

High level of computer proficiency using Excel, Word, PowerPoint, and Outlook.

Must have multiple examples of supporting complex customers that integrate a variety of sales solutions.

Intermittent travel required.

Salesforce CRM experience preferred.

MBA preferred.

Travel

Up to 50% travel within the assigned territory and minimal nights.

Education

Bachelor’s degree or equivalent experience strongly preferred.

Physical Requirements

Significant amount of time performing computer and phone-based work is required. Significant amount of time spent traveling via automobile and air. Home Office environment with frequent travel.

Compensation

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.

Our Total Target Cash (TTC) Pay Range for this position: $176,900 - $294,800. Total Target Cash (TTC) is defined as base pay plus target incentive.

Scams

McKesson has become aware of online recruiting-related scams in which individuals who are not affiliated with or authorized by McKesson are using McKesson’s (or affiliated entities, like CoverMyMeds or RxCrossroads) name in fraudulent emails, job postings or social media messages. In light of these scams, please bear the following in mind: McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application. McKesson Talent Advisors do not communicate with candidates via online chatrooms or using email accounts such as Gmail or Hotmail. Note that McKesson does rely on a virtual assistant (Gia) for certain recruiting-related communications with candidates. McKesson job postings are posted on our career site: careers.mckesson.com.

Equal Opportunity

McKesson is an Equal Opportunity Employer. McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category.

If you need a reasonable accommodation to assist you with your job search or application for employment, please contact us by sending an email to (United States) [e-mail] or (Canada) [e-mail].