Vice President, GPO Services - Manufacturer Business Development

McKesson•Usa, TX

13d•Remote

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. The Role The Vice President, GPO Services – Manufacturer Business Development is a highly strategic, influential, and complex leadership role responsible for cultivating and expanding partnerships between biopharmaceutical manufacturers, the Group Purchasing Organizations (GPOs), and its provider members with a focus on Oncology and Multispecialty markets. This role leads a cross-functional team across business development, clinical pipeline, and contracting, managing relationships with over 100 manufacturers and a portfolio of 300+ pharmaceutical products. This individual must possess exceptional strategic thinking, persuasive negotiation skills, and the ability to navigate complex internal and external dynamics—including McKesson’s matrixed environment. The VP will drive contract execution; help increase utilization and serve as a trusted advisor to both internal stakeholders and external partners.

Requirements

15+ years of experience in pharmaceutical contracting, GPO services, or biopharma business development.
Strong leadership experience with a track record of building and developing high-performing teams.
Deep understanding of the U.S. healthcare ecosystem, especially within Oncology and Multispecialty markets.
Exceptional communication, negotiation, and executive presence.
Proven success in contract negotiations with biopharma and GPOs.
Demonstrated ability to navigate complex organizations like McKesson.
Strong strategic thinking and ability to translate vision into execution.
Experience managing difficult conversations and high-stakes confrontations.
Deep credibility with biopharma executives and stakeholders.
Ability to effectively communicate with physicians and clinical leaders.
In-depth knowledge of pharmaceutical manufacturers and drug portfolios in oncology, ophthalmology, rheumatology, neurology, among others.
Expertise in talent management, team development, and leadership.
Bachelor’s degree required.

Nice To Haves

Advanced degree (e.g. MBA) preferred.

Responsibilities

Strategic Contracting & Negotiation Build and maintain credibility with biopharma executives and provider members by demonstrating deep knowledge of the pharmaceutical landscape and market dynamics.
Maintain a deep understanding of the manufacturer landscape, including product pipelines and therapeutic areas.
Provide manufacturers with insights into provider behavior, competitive positioning, and emerging trends.
Market & Industry Expertise Build and maintain credibility with biopharma executives and provider members by demonstrating deep knowledge of the pharmaceutical landscape and market dynamics.
Maintain a deep understanding of the manufacturer landscape, including product pipelines and therapeutic areas.
Provide manufacturers with insights into provider behavior, competitive positioning, and emerging trends.
Provider Engagement & Collaboration Partner with the GPO Provider & Member Engagement team to educate providers on contract value and market trends and effectively communicate with physicians and clinical stakeholders to support contract adoption and utilization of contracted drugs.
Participate in provider-facing conversations to effectively communicate the value of manufacturer contracts and market opportunities.
Collaborate with various teams across McKesson, including but not limited to, Analytics, Clinical Services, Business Development, Account Management, and Provider Engagement.
Team Leadership & Collaboration Lead, mentor, and develop a high-performing team across business development and contracting functions.
Be super awesome at maintaining a culture of accountability, innovation, and continuous improvement.
Operational Oversight Oversee the GPO contracting team to ensure timely and compliant contract execution.
Lead the team in implement and refining operational processes to enhance efficiency, ensure compliance, and support scalable growth across contracting and business development functions.