McKesson Director Business Development, Clinical Trial Sourcing in England, United Kingdom

As the leader in pharmaceutical distribution and supply chain management, McKesson delivers supply, technology and care management solutions to over 120,000 retail and health system pharmacies. We work hard so that pharmacists can spend their time supporting patients - not focused on completing paperwork. Our Center for Financial Services plays a critical role in ensuring that hospitals, pharmacies and retail chains receive pharmaceutical products quickly - usually within 24 hours. Our entire team works to ensure patients receive their medications efficiently and begin the process of healing.

In 2014 McKesson acquired Celesio, a leading pharmaceutical wholesaler and retailer operating in 14 countries across Europe and delivering more than 8.5 million products per day to pharmacies and hospitals. McKesson Global Procurement & Sourcing Ltd (MGPS) was established to achieve purchasing synergies by capitalizing on the global scale and capabilities of both McKesson and Celesio as well as develop and drive the private label sourcing strategy for the organization. MGPS is a fully owned legal entity of McKesson Corporation that is responsible for negotiating global agreements and developing strategic partnerships with the industry’s leading generic pharmaceutical suppliers, as well as oversee the group’s private label sourcing including generics, OTC and medical surgical.

Job Summary

Reporting directly to the SVP Strategic Growth Initiatives the Director Business Development, Clinical Trial Sourcing (CTS) will be responsible for leading the development of clinical trial comparator sourcing programs within the EU, with focus on evolving the business model, leveraging resources, relationships and knowledge from the US CTS function and developing the business to generate $100M revenues within 2 years. The clinical trial comparator sourcing program is a strategic opportunity that leverages many of the McKesson’s various business units and will be an important contributor to the corporation as we expand our global reach and enhance our manufacturer services proposition globally.

The Director Business Development, Clinical Trial Sourcing, is instrumental in building the EU business model, setting and attaining financial targets set forth by the business. They will be responsible for designing, building, launching and executing profitable customer solutions and pricing strategies, identifying and winning new customers and supporting with the evolution of the value proposition and international expansion strategy.

Key Responsibilities

  • Oversight and day to day management of the EU clinical trial comparator business

  • Management and development of a Key Account Manager and a EU Operations Co-Ordinator supporting program management, business development and operational excellence

  • Provide leadership and strategic direction to support with critical company-wide initiatives, including ancillary supplies, international expansion beyond North America and the EU and develop and establish direct manufacturer relationships

  • Work closely with both the North American CTS teams to align on global customer strategy and proposition and work in collaboration with each individual McKesson EU market to gain access to product

  • Communicate regularly with varying levels of management as needed in regard to market trends and conditions, manufacturer and customer wants/needs and industry-related subject matter

  • Develop and execute market leading programs and pricing strategies with key customer partners, product management, marketing, and pricing & business development teams

  • Build a centralized buy sell operational model leveraging a tax efficient sourcing structure

  • Collaborate with other McKesson business units including, but not limited to US Pharma, McKesson EU, Specialty, Medical-Surgical, Clarus one and Plasma and Biologics

  • Create metrics and monitor performance/results of initiatives and team

  • Responsible for maximizing all EU Customer Business development opportunities, including but not limited to: top-to-top strategic alliances, program features, pricing models and determinations, and all sell side initiatives

  • Develop and Manage the infrastructure for growth and success in the EU

The ideal candidate will have the following qualifications:

  • 10 years’ work experience ideally within management, business development or strategy ideally within the clinical trial sector or broader healthcare or pharmaceutical manufacturing industries or relevant industry experience

  • Strategic Thinking: evaluating industry trends, developing long-term implications and recommending pragmatic strategies for new business opportunities and developing business plans with a strong pro forma

  • Analytical Rigor: ability to bring structure to ill-defined problems and intellectual leadership to problem solving; synthesize insights from analysis and ensure credible, actionable recommendations

  • Financial Acumen: understanding of financial modeling and experience with financial planning, budgeting and capital allocation in the context of strategic planning, price management to maximize shareholder value

  • Communications Skills: ability to develop rapport and credibility across the organization, promote ideas and proposals persuasively

  • Healthcare Knowledge (Preferable): strong knowledge of clinical trial operations and processes, industry stakeholders particularly manufacturer, trends, economic drivers and policy across healthcare. Ability to understand, interpret and educate varying levels in the intricacies of product life-cycles

  • Leadership: Experience in building a new team and ideally working across a matrix organization

Educational Experience

Educated to degree level

MBA preferred but not essential

Job: Finance and Accounting

Organization: McKesson Corporate

Title: Director Business Development, Clinical Trial Sourcing

Location: GBR-England-London

Requisition ID: 18002992