McKesson HEOR / RWE - Business Development Sales Director in Texas (Remote), Texas

McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. At McKesson Specialty Health, our products and services span the full continuum of specialty patient care. From the initial phases of a product life cycle and the distribution of specialty drugs, to fully integrated healthcare technology systems, practice management support, and ultimately to patient care in the communities where they live, we empower the community patient care delivery system by helping community practices advance the science, technology and quality of care.

We have a vision —that the long-term vibrancy of community care will be achieved through the leadership of physicians committed to clinical excellence and innovation, enabled by close collaboration with our organization and our deep clinical, operational and technological expertise.Every single McKesson employee contributes to our mission—by joining McKesson Specialty Health you act as a catalyst in a chain of events that helps millions of people all over the globe. You’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

Join our team of leaders to begin a rewarding career.

Current Need

HEOR/ RWE Business Development Sales Director

Remote Based Opportunity

Position Description

The HEOR / RWE Business Development Sales Director is a field based position (Individual contributor) targeting pharmaceutical, biotechnology, and diagnostic manufacturers in oncology. Responsible for achieving revenue and other goals by acquiring new business and growing wallet share within designated accounts. The job incumbent’s mission is to close new business, maintain and expand existing business and generate and support the close of business referrals internally through development and implementation of targeted account planning and sales strategies. The HEOR Business Development Director will be expected to provide a consultative approach and articulate McKesson Specialty’s value proposition.

Key Responsibilities

  • Grows sales of Health Economic Outcomes Research, Real World Evidence (RWE) Generation and other related research services to manufacturers through strategic acquisition of new business and expansion of existing business that meet or exceeds sales objectives.

  • Proactively identifies and implements ways to (acquire and) grow business with manufacturer accounts by adopting a consultative sales approach that focuses on business solutions and partnership with customers.

  • Acts as a primary point-of-contact for potential customers within Medical/Medical Affairs, HEOR, Global Evidence and Value, RWE and Analytics Teams.

  • Acts as a point of contact within McKesson Specialty HEOR Team who builds and owns the account plan and has a strong grasp of the span of business in place and the pipeline with their accounts.

  • Builds and sustains a pipeline of new business opportunities, managing pipeline through close in CRM via

  • Identifies, qualifies and prioritizes opportunities based on key criteria (e.g. decision-makers’ description of business need, relevance of McKesson product/ service offerings to need, revenue/margin potential, ability to buy.)

  • Demonstrates consultative selling capabilities and results (i.e. solves customer business issues rather than solely selling products/services.)

  • Maximizes time spent engaging customers on new business opportunities

  • Facilitates the contract negotiation process by eliminating obstacles to purchase, ensuring the process for the customer is seamless.

  • Negotiates relationships and processes with internal customers to create efficiencies and identify opportunities for sales, product and operational growth in an atmosphere of respect demonstrating ICARE and ILEAD guiding principles.

  • Seeks out and/or identifies new business opportunities for broader MSH manufacturer facing organization and choreographs account messaging within key accounts.

  • Collaborates with other business units with specialists in Manufacturer Sales to drive integrated selling opportunities/solutions to closure.

  • Works cross functionally within the business to identify new solutions that support the customer and the business and reinforce a cohesive “One McKesson” face to the marketplace.

Attends and supports industry trade shows, company sponsored and/or internal company meetings as needed.

Minimum Requirements

5 years technical product sales experience

Critical Skills

  • Minimum 5 years HEOR sales or business development to pharmaceutical and biotech companies.

  • Innovative /creative approach to consultative strategic business solutions based selling in a B2B environment

  • Proven track record to meet and/or exceed business targets

  • Direct account management experience required

  • Financial acumen to evaluate revenue/profit opportunities associated with accounts.

  • Ability to leverage in-depth knowledge of the customer’s pipeline and business operations with account planning to identify, inform, analyze, and close on account opportunities.

  • Team player with strong interpersonal and resource management skills. Collaboration with Health Informatics/Clinical Education and other BDD professionals in the MSH Oncology Segment

  • Ability to work with a CRM system; ability to create presentations using Microsoft PowerPoint and ease of use with applications including, but not limited to Microsoft Excel and Word.

Additional Knowledge and Skills

Thorough knowledge of assigned product(s), company functions, marketing and/or service policies and procedures and excellent communication skills

  • Strong understanding of development and delivery of data and research services in real world evidence/health informatics/outcomes research environment

  • Strong understanding of data sources used for real world evidence generation/outcomes research including electronic medical record data, health care claims data, patient/health care provider surveys

  • Oncology experience highly desired

  • Excellent communication skills. Ability to interact with customers, physicians, research staff, and administrative staff.

  • Strong network of contacts within pharmaceutical companies

  • Support outcomes research proposal development activities with ability to understand and communicate client’s research/evidence needs and study objectives


  • Travel required up to 50% of time.


4-year degree in life sciences, health care, economics, math, engineering, or related field. Advanced degree preferred.

Physical Requirements

General Office Demands

Benefits and Company Statement

McKesson believes superior performance – individual and team – that helps us drive innovations and solutions to promote better health should be recognized and rewarded. We provide a competitive compensation program to attract, retain and motivate a high-performance workforce, and it’s flexible enough to meet the different needs of our diverse employee population.

We are in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. We partner with payers, hospitals, physician offices, pharmacies, pharmaceutical companies and others across the spectrum of care to build healthier organizations that deliver better care to patients in every setting.

But we can’t do it without you. Every single McKesson employee contributes to our mission—whatever your title, whatever your role, you act as a catalyst in a chain of events that helps millions of people all over the globe. Talented, compassionate people are the future of our company—and of healthcare. At McKesson, you’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

McKesson is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

Agency Statement

No agencies please.

Job: Sales/Client Management

Organization: McKesson Specialty Health

Title: HEOR / RWE - Business Development Sales Director

Location: Texas-Texas (Remote)

Requisition ID: 18001978