Vision Care - GPO Development Executive (US Remote)

Job Description

The Vision Care GPO - Business Development Executive will play a critical role in advancing McKesson’s offering in the ophthalmology space. This individual will lead external engagement with senior leaders with ophthalmic manufacturers, building strategic relationships, educating organizations on the opportunity, and driving execution of contracting strategies to secure competitive agreements.

The ideal candidate brings deep experience in med supplies / device space, a proven track record of engaging senior stakeholders, and the ability to navigate complex organizations to unlock opportunities. A strong understanding of the manufacture landscape, preferably ophthalmic, and an existing network of relevant contacts will accelerate success.

This role demands both strategic insight and tactical execution : crafting and communicating a compelling value proposition to manufacturers, while actively managing the contracting process from initial outreach through deal closure. The candidate must think creatively about aligning incentives, demonstrate commercial acumen, and restlessly pursue execution in a space where typical pharma access teams do not exist.

Key Responsibilities

Develop and own a go-to-market strategy to engage, educate, and secure contracts with key ophthalmic and surgical device / supply manufacturers, focusing on implants and procedural supplies.

Identify and prioritize manufacturer targets, leveraging existing relationships or creating new ones to accelerate speed-to-contract.

Serves as the senior face of McKesson’s ophthalmology GPO initiative externally, positioning the platform as the preferred channel for aggregated purchasing.

Build and deliver the “why now” narrative to the manufacturers, quantifying the opportunity and defining the cost of inaction.

Lead negotiations and contract discussions, coordinating cross-functional McKesson resources as needed.

Maintain pulse on industry trends, manufacturer strategies, and potential competitive responses.

Support development of internal strategies to align operational teams with market dynamics.

Travel as required (up to 25%) for in-person manufacturer engagement, industry events, and key customer meetings.

Minimum Requirements

Typically requires 10+ years of relevant experience. Less years required if relevant Masters or Doctorate qualifications.

Critical Skills :

8+ years of experience in business development, strategic partnerships, or healthcare contracting.

Strong understanding of GPO models, device supply chains, and distributor-manufacturer dynamics.

Experience in medical device, surgical, or ophthalmology-related markets strongly preferred.

Demonstrated success building senior-level relationships with manufacturers, negotiating contracts, and driving execution in complex commercial environments.

Excellent verbal and written communication skills, with the ability to tailor messaging to executive audiences.

Proven ability to work independently, manage ambiguity, and prioritize multiple workstreams in a fast-paced environment.

Track record of driving measurable revenue outcomes through strategic partnerships.

Additional Skills :

Ability to evaluate market trends, identify opportunities, and craft actionable go-to-market strategies.

Demonstrated track record of moving opportunities forward, overcoming obstacles, and delivering results.

Strong understanding of pricing, contracting dynamics, and supplier negotiations.

Education :

Bachelor’s degree in business, Healthcare Administration, or related field.

Working Conditions :

Large percentage of time spent performing computer-based work is required.

Travel – Up to 25% of time.

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please

Our Base Pay Range for this position

153,600 - $256,000