Sr. Manager, Business Development Operations

McKesson•Irving, TX

6d•Hybrid

About The Position

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. This role offers location flexibility and is open to candidates across the United States. Candidates based in the Dallas–Fort Worth (DFW) area will be hired in a hybrid capacity and are expected to work onsite at our Las Colinas office a minimum of two (2) days per week, with the remaining days worked remotely. Specific in‑office days may be designated based on team needs and business priorities. About the Role: The Strategic, Community, and Specialized Pharmacy (SCS) segment represents McKesson’s sales and account management teams serving a diverse set of pharmacy customers — spanning traditional brick-and-mortar to digitally native entrants, strategic accounts / large retail chain and grocers, independents, as well as its community pharmacy franchise and payer solutions. Reporting to the Senior Director of Business Development Operations, this role is for a highly structured, strategically-minded operator who can take market and customer intelligence to define growth levers (market research from direct customer feedback, external intel, and internal data) for our businesses and identify and prioritize growth opportunities, provide sales leaders the insights to focus their effort, shape how we tell the value story, and work with the enterprise to build and maintain the business development processes and operational backbone that carries an opportunity cleanly from lead generation/first contact through onboarding. You’ll sit at the intersection of Sales, Sales Operations, Account Management, Marketing, Strategy, Pricing, and across various McKesson Business Units — translating a complex market into clear priorities and repeatable process. The work spans the full business development continuum — from translating “where to play” and “how to win” strategies to define targeted growth plans, through shaping how we win it, to building the operating discipline (people, processes, technology) that makes it repeatable. You’ll operate as a hands-on individual contributor who works independently with minimal supervision, operates with autonomy (while fostering collaboration) in shaping the objectives of each initiative, and anticipates change to direct or redirect effort — influence here comes from strategic thinking, trusted relationships, and the ability to lead without authority to advance the work across teams.

Requirements

Degree or equivalent and typically requires 7+ years of relevant experience.
Bachelors degree and typically 7+ years of progressive experience in strategy and/or growth strategy, business development, or consulting — including project-leadership experience at a top-tier strategy consulting firm or an equivalent corporate strategy function.
Proficient in AI tools (e.g., Copilot, Claude, etc.), Microsoft Office (E.g., Excel, PowerPoint, Teams, etc.)
Track record of leading cross-functional strategic projects end-to-end that resulted in concrete decisions and measurable action — not just analysis handed off to others.
Demonstrated ability to build operating models, governance, and process maps that made execution more disciplined and repeatable.
Strong analytical skills, with the ability to build and quality-control financial models, size opportunities, and translate market shifts into quantified P&L implications.
Executive presence and demonstrated effectiveness presenting to and influencing senior leaders without direct authority.

Nice To Haves

Master of Business Administration preferred
Highly structured: brings order to ambiguity and turns messy, cross-functional problems into clear workplans, process maps, and decision paths.
Process discipline: Engineering, Lean Six Sigma, or equivalent training, applied to commercial and sales processes rather than manufacturing ones.
Value-chain and financial fluency: working knowledge of pharmaceutical value-chain economics — distribution margins, sourcing dynamics, PBM and payer economics, and pharmacy P&Ls — applied as a core analytical lens.
Cross-functional operator: comfortable working across Sales, Sales Operations, Account Management, Marketing, Pricing, and Strategy, and trusted by each.
Operationally fluent: comfortable in CRM (Salesforce), pipeline reporting, and forecasting; energized by building the frameworks that make strategy repeatable.
Experience in pharmacy, healthcare, pharmaceutical services, or distribution — retail, PBM, digital, or long-term care pharmacy a strong plus.