The Role
The Vice President of Customer Management, Oncology & Specialty is responsible for creating and advancing enterprise relationships with biopharma customers to identify, prioritize, and realize new enterprise business value and to accelerate oncology & specialty strategy and development. They will be a thought leader in biopharma needs and McKesson solutions and services. They will establish an internal network of business unit leaders and operationalize our Oncology & Specialty go-to-market strategy with them, addressing the barriers and opportunities that will drive oncology & specialty enterprise value for our customers and McKesson.
Key Responsibilities
- Establish expertise in oncology customer and market needs: Build and extend relationships with biopharma leaders and customers; Be a thought leader in biopharma clinical and commercial needs and the market dynamics biopharma customers face. Review and synthesize competitive and market intelligence; Utilize network and external resources to build MCK knowledge base; Synthesize from data, knowledge, and relationships to characterize biopharma motivations.
- Lead, design, and operationalize our Oncology & Specialty go-to-market strategy with biopharma. Identify market trends, customer needs, and competitive landscape to inform strategic decisions. Partner with the Oncology & Specialty BUs on GTM approach that maximizes the value to the organization.
- Lead Strategic Account Management: Identify priority customers and develop strategic support model. Facilitate cross-team account planning and strategic reviews. Establish ecosystem level reporting for top accounts. Craft compelling value propositions that address the unique needs and challenges of biopharma customers. Ensure that value propositions are effectively communicated across all marketing and sales channels. Partner with enterprise marketing and BU marketing to coordinate event strategy and marketing approaches.
- Define success and measure progress: Define measures and milestones that recognize the added value to McKesson and customers of an enterprise oncology go to market approach. Align internal stakeholders to these measures and milestones and ensure the continual reporting of our progress and learnings to key stakeholders.
- Team leadership and capability building responsibilities: As a member of the oncology strategy team leadership, assume responsibility for the growth and development of the relationship management team and execute the go-to-market strategy.
- As a leader of the Oncology and Specialty leadership team take responsibility for the overall culture and build of this new team to deliver on the broader Oncology and Specialty strategy.
Qualifications
Minimum Requirements
- 10+ years of marketing and sales, partner management, or strategy consulting experience
- 5+ years of leadership and demonstrated team-building experience
- 5+ years of biopharma experience
Critical Skills
- Deep understanding of stakeholder needs and market drivers across oncology care ecosystem, including healthcare and life sciences industry – with specific knowledge of oncology and specialty biopharma market, clinical research, community oncology provider operations, and enabling tech/data and services partners
- Experience building and leading a diverse and expert team – directly or through matrixed leadership – including developing and growing talent, and leading inclusively across the broader teams
- Demonstrated ability to build and execution upon a go to market strategy
- Ability to develop rapport and credibility with customers and internal stakeholders to promote ideas and proposals persuasively
- Ability to navigate complex organizations with shifting priorities, including influencing without authority, objectively advancing/defending opinions, and making difficult decisions with imperfect information
- Highly competent in building and maintaining trust-based relationships with a wide range of leaders, including physicians and senior executives in life sciences, provider, and technology organizations
- Comfortable with ambiguity and able to drive focus and positive impact
- Excellent ability to apply creative and analytic problem-solving techniques to meet customer needs
Education
Bachelor’s degree in related field required. Advanced degree strongly preferred.
Physical Requirements
- General office demands
- Must have the ability to travel up to 25% of the time
Location
Dallas, TX; Houston, TX; Nashville, TN; Boston, MA
