VP, RxOwnership (Central Region)

McKesson•Juniata Township, MI

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. Current Need: McKesson is seeking a Vice President, RxOwnership (Central Region) who will be responsible for gaining new business and retaining existing business by facilitating ownership transfers through matching potential buyers and sellers, consulting on the process, arranging financing and creating general awareness to alternatives to selling to a chain pharmacy. The VP, RxOwnership is responsible for planning and executing a regional strategy to increase the number of successful ownership transfers. This role serves as a resource for the field sales teams and plays a lead role on key region initiatives and priorities. Position Summary: RxOwnership is a comprehensive McKesson service made up of self-service tools, full-service consulting and financing solutions designed to support and guide pharmacists through the purchase or sale of an independent pharmacy. RxOwnership has demonstrated success in gaining new business and retaining existing business by facilitating ownership transfers through matching potential buyers and sellers, consulting on the process, arranging financing and creating general awareness to alternatives to selling to a chain pharmacy. Salary is commensurate with the candidate’s location and may vary based on the region of residence.

Requirements

Candidates must have a thorough knowledge of retail pharmacy operations along with excellent project management, critical thinking, analytical skills, and proven ability to execute across a large geography.
Ability to communicate at all levels within the organization across multiple business units.
Ability to manage through influence and work cross functionally within the organization to drive results.
Must be able to operate successfully with a high level of autonomy.
Degree or equivalent and typically requires 10+ years of relevant experience. Less years required if has relevant Master’s or Doctorate qualifications.
Bachelor's Degree.
Current driver's license with clean MVR
Ability to travel 60% in the market geography is required (when safe to travel).
10+ years’ experience in retail, pharmacy operations (chain or independent)
3 -5 years’ experience in specific types of software system applications may be required
Business or finance knowledge
Pharmacy law and regulatory knowledge
Consultative skills/critical thinking
Ownership transfer process knowledge
Financial analysis
Banking and loan knowledge
Confidentiality
Critical Thinking/Analytical Problem Solving
Results Orientation and Energy
Excellent communication skills (verbal and written)
Assertiveness and Influence
Decisiveness and Judgment
Comfortable with difficult conversations
Openness and Candor
Sensitivity
Mature Confidence and Integrity
Self-motivated – Ability to drive results while working remotely/independently
General Office Demands
Work from home

Nice To Haves

MBA degree a plus but not required
Pharmacist License a plus but not required
2+ years McKesson experience preferred
5+ years ownership transfer or brokerage experience preferred
Knowledge of loan amortizations or the ability to learn a plus
Knowledge of Income Statements, Balance Sheets and Tax Returns
Knowledge of state and federal regulations as they pertain to pharmacy operations
Understanding of 3rd party regulations (PBM Industry) and how it relates to Independent Pharmacy ownership
Small business M+A knowledge a plus
Salesforce.com knowledge

Responsibilities

The VP, RxOwnership is responsible for planning and executing a regional strategy to increase the number of successful ownership transfers.
Work closely with state associations, pharmacy schools, buying groups and field sales to promote awareness of the program and develop lists of potential buyers and sellers.
RxOwnership VPs ensure McKesson is at the table when stores are for sale to maintain the viability of the CPH market segment.
Responsible for ensuring a smooth ownership transfer once the process is initiated.
They determine who on the McKesson team will work with them but are responsible for ensuring a successful closure.
Work closely with the Field Sales Teams (PSC, DSA, VPS and AVP’s) of the Independent Segment and MCFS to provide financing alternatives for potential buyers.
They also seek to develop new sources of financing by developing relationships with banks and other financial institutions in their region.
Responsible for maintaining accurate databases of potential buyers and sellers, utilizing various platforms including, SFDC, Performance Notes and direct communication with the field.
They also track all ownership transfer activity in the region including that of our competitors.
They provide strategic analysis of the status of the industry for the region.
Responsible for working closely with the VP of RxOwnership, CP&H (Community Pharmacy & Health), the AVP’s and the field sales teams to develop and communicate strategies, assist in training, and provide RxOwnership expertise to support regional goals for successful ownership transfers resulting in new or retained ISMC business.
Provide consultative ownership transfer support and direction to potential Independent Pharmacy buyers, sellers, and McKesson field sales in the areas of: Deal Awareness: Maintain a relationship with targeted independent pharmacy owners who may be interested in expanding Evaluate and prioritize level of attention needed for each pharmacy Attend all pertinent state association, buying group and pharmacy school events Leverage relationships with field sales, brokers and MCFS Attend McKesson local sales meetings to promote the program and provide training and expertise for the field sales teams Promote confidentiality Utilize SFDC, Performance Notes and the RxOwnership.com database to facilitate tracking and reporting of the program Coordinated development with Analytics Team on data to enhance predictive footprint for sellers Process Brokerage: Assist the RxOwnership Start-Up Specialist team through the start-up process by providing expert advice on transition issues such as licensing, supply agreements, contracts etc. Ensure McKesson field sales participate and own the process Assist the RxOwnership Start-Up Specialist team with the due diligence process list for start-ups as needed Engage with Brokers for transactional advisor or legal services when appropriate Provide business valuation within legal guidelines using national benchmarks Financing: MCFS and outside funding sources to facilitate financing In coordination with MCFS, evaluate each business plan to determine viability of the deal and provide consultative services to improve or enhance the business plan Develop relationships with financial institutions to bring new financing sources online. Ability to fully understand a pharmacy owners P+L, including add-backs, valuation multipliers and sales trend and how they relate to a seller’s valuation. Provide actionable feedback on business and cash flow efficiencies to owners that are not interested in succession planning. Tracking and Analysis: Provide the SVP-CPH, Regional AVP’s, Field Sales Team and VP of RxOwnership, CPH–Independent Segment with weekly tracking of all deals in the pipeline along with the status of where each deal is in the process through SFDC Maintain a current list of all potential consolidators in the region through SFDC Track all start-up activity in the region including that of our competitors Provide strategic analysis of the status of the industry for the region Program Development: Work with the SVP-CPH, Regional AVP, VP RxOwnership – Independent Segment to develop tactics to reduce losses and increase acquisition of new business through ownership transfer Assist in the development of ongoing goals and objectives for the region Work with the Field Sales Team to develop training and presentation materials Work with the VP, RxOwnership – Independent Segment to improve and enhance the RxOwnership.com website Host various industry SME webinars on various topics affecting Independent Pharmacy ownership Work with pharmacy schools and McKesson pharmacy owners to develop preceptor programs in order to develop prospective McKesson pharmacy owners Work with the RxOwnership and Field Sales Teams to encourage and execute junior partnership relationships Work with other BUs to ensure use of McKesson assets, e.g., MPS&A, MCFS, HM, HMA, PP, etc. Co-write various articles and how they affect Pharmacy Ownership and Industry standards