Field Vice President, Manufacturer Business Development

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 Field Vice President (FVP) of Manufacturer Business Development plays a pivotal role in McKesson Consumer Markets, working closely with manufacturing partners to understand their business-to-consumer (B2C) strategies and drive the sale of their products through McKesson’s extensive consumer channels—including Amazon, Walmart, omni-channel retailers, and other online platforms. This leader is responsible for identifying, qualifying, and pursuing new manufacturers, suppliers, and brands for McKesson, while also uncovering opportunities to grow sales and capitalize on strategic initiatives with existing suppliers. The FVP will collaborate cross-functionally to deliver measurable growth and long-term value.

Key Responsibilities:

• Develop and execute strategic plans to grow manufacturer partnerships and revenue.
• Serve as the executive point of contact for top-tier manufacturer partners in the field.
• Collaborate cross-functionally with sales, marketing, category management, and supply chain teams to align on partner strategies.
• Analyze market trends, performance data, and competitive intelligence to inform decision-making.
• Represent the company at industry events, conferences, and partner meetings.
• Ensure alignment with corporate goals and compliance with all regulatory and contractual obligations.
• Build relationships with Manufacturers by leveraging our value proposition to support their direct-to-consumer strategy.
• Help establish budget, operational plans and performance goals and requirements.
• Conduct ongoing analysis and sales forecasting to ensure target revenue / retention objectives are met.
• Lead, teach, and mentor negotiation strategies and overall negotiations for existing and net new business opportunities. Manage and reconcile requests across diverse functional groups to achieve the desired results for the benefit of the supplier.
• Responsible for collaborating cross functionally with the consumer markets team, category managers, legal, marketing, finance, AR, customer service, and IT.
• Identify trends, deficiencies, and opportunities across channels and throughout the manufacturer’s direct to consumer strategy.

Minimum Requirements:

• Degree or equivalent and typically requires 7+ years of relevant experience

Expected Skills and Competencies:

• Ability to lead and inspire people, driving performance, and fostering a collaborative, encouraging, inclusive work environment.
• Strategic thinking: strong strategic planning skills with the ability to translate insights into actionable business plans.
• Relationship building: excellent interpersonal and communication skills to build and maintain strong relationships with both internal and external stakeholders.
• Market acumen: deep understanding of the B2C landscape, market trends, and consumer behavior.
• Analytic skills: strong analytic skills and problem-solving skills to derive insights from data and make informed decisions.
• Result-oriented: demonstrated track record of achieving sales and revenue targets in a competitive environment.
• Adaptability: ability to thrive in fast-paced, dynamic environment and manage multiple priorities efficiently.
• Change management: the ability to accept change particularly as it relates to adopting new business models and entering new markets.

Qualifications:

• 10+ years of experience in manufacturer relations, business development, or strategic partnerships, preferably in [industry].
• Strong negotiation, communication, and relationship-building skills.
• Ability to travel extensively (25-50%).
• Bachelor's degree required; MBA or advanced degree preferred.
• Knowledge of Retail, ecommerce, marketplaces, and distribution
• Experience promoting market awareness for new product offerings and go-to-market strategies
• Have worked across a matrix organization

Travel:

• 25-50% travel with overnight travel may be required

Education:

• 4-year degree in business or related field or related experience

Physical Requirement:

• Significant amount of time performing computer, phone based, and virtual meeting work is required
• Significant amount of time spent traveling via automobile and plane

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. For more information regarding benefits at McKesson, please click here.

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

Total Target Cash (TTC) is defined as base pay plus target incentive.

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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