Director, Business Development Operations

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.

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.

Define the growth strategy   Map the growth levers.  Define the full set of growth levers across the SCS sub-segments — which customer types, key attributes, channels, and plays driving expansion, and how each contributes to the segment’s growth equation. Direct where to focus within the market.  Translate the levers into a clear point of view where sales leaders should focus (net-new vs grow share of wallet), to concentrate efforts on the highest-value prospects and plays rather than spreading thin. Frame complex decisions and strategic choices.  Develop resolutions to complex, high impact business challenges by structuring ambiguity into clear hypotheses, workplans, and decision paths. Exercise sound judgement within broad organizational guidelines and practices to evaluate alternatives, articulate explicit trade-offs, and recommend actionable strategies. Ground recommendations in a deep understanding of pharmaceutical economics, reimbursement dynamics, and the