VP, RxOwnership - East

McKesson•Work at Home - Maryland, USA (WMDA), VT

3d•Remote

About The Position

McKesson is seeking a Vice President, RxOwnership – East 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. 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.

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.
Pharmacist License a plus but not required.
Current driver's license with clean MVR.
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.
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.
Salesforce.com knowledge.
Must live in the East Region in one of these locations: CT, DE, DC, MN, MA, NH, NJ, NY, OH, PA, RI, VT, VA.
Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.
Applicants must be currently authorized to work in the United States on a fulltime basis without the need for employer support or sponsorship now or in the future.

Nice To Haves

MBA degree 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.
Small business M+A knowledge a plus.

Responsibilities

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.
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.
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.
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.
Track all ownership transfer activity in the region including that of our competitors.
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 participates and owns 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
Work with 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 owner’s 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 & 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.
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.