VP, Business Development - Health Systems

McKesson; Beaverton (OR); On-site; USD 231,700 - 386,100; Full time

Job summary

McKesson is seeking a Vice President, Business Development – Health Systems to lead enterprise sales strategy across health system customers. You will drive growth, expand partnerships, and deliver multi-service solutions across supply chain, distribution, and clinical services.

In this senior role you will build C-suite relationships, collaborate with GPOs, and guide large, complex deals from strategy to close while navigating a matrix organization and a travel-heavy schedule.

Qualifications

• Bachelor’s degree or equivalent experience.
• 13+ years of healthcare sales, business development, or strategic account management.
• 10+ years selling to U.S. health systems with C-suite and supply chain leadership.
• Proven track record closing complex, enterprise-level deals and managing large strategic accounts.
• Experience developing ROI models and contract negotiations.

Responsibilities

• Develop and execute enterprise account strategies for large, complex health systems to drive revenue growth and long-term partnerships.
• Identify, pursue, and close high-value opportunities across multi-service offerings.
• Lead contract strategy, including financial modeling, ROI development, and executive-level negotiations.
• Build and maintain trusted relationships with C-suite leaders, supply chain executives, and key stakeholders.

Skills

Healthcare sales

Enterprise sales

C-suite engagement

Strategic account management

Contract negotiations

Education

Bachelor’s degree or equivalent experience

MBA preferred

Tools

Salesforce

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.

The Vice President, Business Development – Health Systems is a senior commercial leader responsible for driving strategic growth across McKesson Medical‑Surgical’s largest and most complex health system customers. This executive will lead enterprise‑level sales strategy, expand high‑value partnerships, and deliver innovative, multi‑service solutions that improve performance across supply chain, distribution, and clinical support services.

This role requires deep expertise in healthcare sales, strong C‑suite engagement, and the ability to influence enterprise decision‑making across large, multi‑site health systems.

What You’ll Do

Strategic Growth & Enterprise Sales

• Develop and execute enterprise account strategies for large, complex health systems to drive revenue growth and long‑term partnerships
• Identify, pursue, and close high‑value business opportunities across multi‑service offerings
• Lead contract strategy, including financial modeling, ROI development, and executive‑level negotiations

Executive Relationship Management

• Build and maintain trusted relationships with C‑suite leaders, supply chain executives, and key stakeholders
• Partner with Group Purchasing Organizations (GPOs) to align strategies and expand access within health systems
• Serve as a strategic advisor to customers, aligning McKesson solutions to enterprise priorities

Account Expansion & Market Penetration

• Expand existing strategic accounts by identifying cross‑sell and upsell opportunities across business units
• Collaborate across internal teams to deliver integrated, enterprise‑wide solutionsDrive customer satisfaction, retention, and performance against service‑level and financial objectives

Leadership & Cross‑Functional Collaboration

• Lead cross‑functional teams in a matrixed environment to deliver on complex customer requirements
• Influence internal stakeholders to align resources, priorities, and execution plans
• Champion large‑scale initiatives that support long‑term business growth and strategic impact

Basic Requirements

• Bachelor’s degree or equivalent experience
• Typically requires 13+ years of relevant experience in healthcare sales, business development, or strategic account management
• 10+ years of experience selling to U.S. health systems, including engagement with C‑suite and supply chain leadership
• Demonstrated success closing complex, enterprise‑level deals and managing large strategic accounts
• Experience developing financial business cases, ROI models, and contract negotiations
• Ability to travel up to 50%

Preferred Skills / Experience

• MBA or advanced degree
• Established relationships within large U.S. health systems and GPOs
• Experience selling integrated healthcare solutions (supply chain, distribution, clinical services, or technology‑enabled solutions)
• Strong executive presence with exceptional communication, negotiation, and influencing skills
• Experience working in a matrixed organization and leading cross‑functional initiatives
• Proficiency in CRM tools (e.g., Salesforce) and Microsoft Office Suite
• Proven ability to translate complex solutions into business value for executive stakeholders

Work Environment & Travel Requirements

• Remote/home office with frequent travel (up to 50%) across assigned territory
• Regular interaction with customers in both virtual and in‑person settings
• Significant time spent in computer‑ and phone‑based work, as well as travel via automobile and air

Our Total Target Cash (TTC) Pay Range for this position

$231,700 - $386,100

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.

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McKesson job postings are posted on our career site: careers.mckesson.com.

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. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to (United States) [e-mail] or (Canada) [e-mail]. Resumes or CVs submitted to this email box will not be accepted.

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