Représentant, Développement des affaires — Transactions et Renouvellements

McKesson•Montreal, QC

1d•Hybrid

About The Position

The Business Development Representative - Transactions and Renewals is responsible for managing and closing pharmacy sales or acquisition projects, soliciting competitor pharmacies to increase banner presence in the market, and extracting and analyzing financial data to prepare financial projections. This role also involves maintaining and developing business relationships with transaction stakeholders, promoting company standards for brand usage during transactions, and executing retention strategies to ensure contract renewals for Proxim and Uniprix banners. Additionally, the representative will support the recruitment team by providing transactional expertise, market analysis, and support in evaluating opportunities, as well as collaborating on new pharmacy startup projects. The role also includes protecting first refusal rights, maintaining strong relationships with existing pharmacies and major accounts, and contributing to marketing and sales programs to boost pharmacist retention. A key aspect is developing and maintaining lasting business relationships with Proxim and Uniprix banner owner pharmacists to maximize their engagement and loyalty, acting as a strategic advisor to support their growth vision and market development planning. Regular meetings with major accounts are expected to understand their challenges, anticipate needs, and propose solutions aligned with banner objectives. Identifying and communicating growth opportunities based on network key performance indicators (purchase volumes, market share, profitability) is crucial. The role also focuses on strengthening McKesson's position as a partner of choice through rigorous follow-up on commitments and maintaining high satisfaction levels among owner pharmacists, contributing to network retention by building strong ties and highlighting the value proposition of Proxim and Uniprix banners. The representative will also maintain and update the Salesforce CRM rigorously, leverage AI tools for market analysis and financial projections, and actively use Microsoft 365 suite for collaboration and document management. Adopting a tech mindset to continuously improve processes, automate low-value tasks, and increase operational efficiency is expected, along with proposing and participating in the implementation of new technological solutions and process improvements. Acting as an ambassador for technology and AI tools within the team is also a responsibility, aiming to free up strategic time through judicious use of technology to focus on business relationships and value generation for the network. Transversal responsibilities include participating in industry events, collaborating with internal business units, overseeing database use for business and financial decisions, and managing budgets for transactions and renewals.

Requirements

Bachelor's degree in Business Administration (B.A.A.) or equivalent experience deemed relevant in a strategic business development role.
Minimum of 5 years of experience in sales, business development, or recruitment in the pharmaceutical or related field.
Bilingualism (French and English) required.
Excellent sales and negotiation skills.
Strong analytical skills and synthesis capacity.
Client-centric and results-oriented approach.
Excellent business acumen — big picture view and attention to detail.
Collaborative and innovative spirit.
High adaptability and autonomy.
Excellent oral and written communication, networking, and interpersonal skills.
Proficiency in Microsoft 365 suite and ease with technological tools (Salesforce CRM, AI tools, collaborative platforms).
Ability to manage multiple files simultaneously.
Technological mindset: curiosity, openness to innovation, and willingness to continuously improve processes and efficiency.

Nice To Haves

Understanding of the pharmaceutical industry and the retail market.

Responsibilities

Take charge of and complete pharmacy sales or acquisition projects.
Solicit competitor pharmacies to increase banner presence in the market.
Extract and analyze data from financial statements, leases, market studies, and prescription reports to prepare financial projections.
Maintain and develop business relationships with transaction stakeholders (banks, accounting firms, lawyers, brokers, and real estate developers).
Promote the application and adherence to company standards for the use of Uniprix and Proxim brands during transactions.
Execute the retention strategy and ensure the renewal of affiliation contracts for the Proxim and Uniprix banners.
Support the recruitment and network growth team in strategic recruitments by providing transactional expertise, market analysis, and support in evaluating opportunities.
Collaborate with the recruitment and network growth team on new pharmacy startup projects by sharing market knowledge, financial data, and relevant business relationships.
Collaborate with transactional and real estate teams to protect first refusal rights.
Maintain strong business relationships with the network of existing pharmacies and major accounts.
Contribute to marketing and sales programs aimed at stimulating pharmacist retention.
Develop and maintain lasting and trusting business relationships with Proxim and Uniprix banner owner pharmacists to maximize their engagement and loyalty towards the network.
Act as a strategic advisor to owner pharmacists to support them in their growth vision and market development planning.
Regularly meet with major accounts to understand their challenges, anticipate their needs, and propose solutions aligned with banner objectives.
Identify and communicate growth opportunities by leveraging the analysis of network key performance indicators (purchase volumes, market share, profitability).
Strengthen McKesson's positioning as a partner of choice by ensuring rigorous follow-up on commitments and maintaining a high level of satisfaction among owner pharmacists.
Contribute to network retention by building strong ties and valuing the value proposition of the Proxim and Uniprix banners to current and potential owners.
Feed and maintain the Salesforce CRM rigorously to ensure data integrity, opportunity tracking, and traceability of interactions with owner pharmacists and stakeholders.
Leverage artificial intelligence (AI) tools to deepen market analysis, enrich financial projections, accelerate information retrieval, and support daily decision-making.
Master and actively use the Microsoft 365 suite (Outlook, Teams, Excel, Word, PowerPoint, SharePoint, OneDrive) to optimize collaboration, communication, and document management.
Adopt a technological mindset (tech mindset) by continuously seeking to improve processes, automate low-value-added tasks, and increase operational efficiency.
Propose and participate in the implementation of new technological solutions and process improvements within the business development team.
Act as an ambassador for technological tools and AI within the team, actively contributing to the evolution of practices and the adoption of digital solutions.
Free up strategic time through the judicious use of technology to dedicate maximum effort to business relationships with owner pharmacists and value generation for the network.
Participate in industry events to identify new potential clients, promote banners, and monitor market trends.
Collaborate with internal strategic business units: SIVEM, Legal, Retail Operations, Finance, Technologies, Banner Distribution, Marketing, Planning, and Professional Services.
Oversee the use of databases to optimize the quality of business and financial decisions.
Use and optimize budgets allocated to transactions and renewals.