Director, Franchise Business Development

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.

McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. At McKesson Canada, we touch the lives of 12 million Canadians every day. We carry more than 35,000 products in 12 distribution centers and ultimately provide distribution to 6,300 retail pharmacies, 1,350 hospitals, long-term care centers, clinics and institutions all over Canada. But we're so much more than a distribution company. We've automated 2,500 retail pharmacies and dispense over 100 million doses a year through our automation solutions. Manufacturers, healthcare providers and patients count on us for a full range of services that contribute to the quality and safety of care for us all.

At McKesson Canada, you’ll 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.

Reporting to the General Manager, Medicine Shoppe, the Director, Franchise Business Development has responsibility for designing and executing Medicine Shoppe Canada's franchise development activities, including: strategy and execution of the development activities to promote the Medicine Shoppe Franchise system to qualified pharmacist candidates and converting those candidates to Franchisees; collaborating with Franchise Administration and McKesson Real Estate to identify and secure retail pharmacy sites; support the Franchise resale process; curate relationships across multiple stakeholder groups to enhance the profile of Medicine Shoppe as a preferred independent pharmacy partner.

Responsibilities

Franchise System Promotion and Growth

• Regularly review and update Business Development activities to ensure compliance to Franchise law and Disclosure requirements.
• Design and execute a robust business development strategy to identify, qualify and convert prospective Franchise candidates to exceed targeted growth through greensite openings, acquisitions, conversions, resales, get-and-give programs, and multi-pharmacy opportunities.
• Regularly update and lead the Discovery Day process to qualify candidates using internal and external resources to convert top candidates to Franchisees.
• Identify opportunities for existing Franchisees to secure additional locations in targeted areas.
• Attend relevant industry events (conferences, colleges, trade shows) to promote the Medicine Shoppe Franchise system to pharmacists and pharmacy students.

Real Estate Strategy

• Liaise between Franchise candidates and real estate consultants to secure sites that meet both Medicine Shoppe and Franchisee’s identified goals.
• Collaborate with Franchise Administration and external consultants and brokers to develop a targeted real estate strategy for new locations.

Resale Support

• Qualify prospective Franchisee purchasers of existing pharmacy locations through the Discovery Day process
• In collaboration with the Franchise Administration, support business valuations, evaluate letters of intent / purchase and sale agreements and provide feedback on viability of transactions.
• Collaborate with existing franchisees to source potential purchasers for Franchised businesses.

Stakeholder Relations

• Advocate with and educate internal cross-functional business units to drive awareness & understanding of the Franchised business and value to McKesson’s business priorities – Including but not limited to: Marketing, Finance, Category Management, Pharmacy Distribution, Corporate Strategy, Independent Pharmacy Network leadership.
• Establish and maintain meaningful external professional relationships with various stakeholders to position the Franchise business as a the independent pharmacy partner of preference, including but not limited to Universities; Colleges of Pharmacy, Provincial and National Pharmacy Advocacy bodies, industry trade associations, existing and prospective vendor partners.

Requirements

• Strong knowledge of target demographics and patient, Franchisee and consumer profiles
• Minimum of 5-years of experience in sales, multi-unit management and/or Franchising in a national role
• Experience in retail, healthcare and pharmacy
• Experience in business administration and financial management
• Franchising expertise
• Experience in negotiation
• Experience working in a complex, matrixed environment
• Ability to navigate a long business development cycle
• Bachelor’s Degree in a relevant discipline
• Superior selling skills; personable and ability to identify with the pharmacy professional and independent business owner
• Knowledge of financial and ERP systems; use of digital tools like Salesforce, Office 365

At McKesson, we care about the well-being of the patients and communities we serve, and that starts with caring for our people. That’s why we have a Total Rewards package that includes comprehensive benefits to support physical, mental, and financial well-being. Our Total Rewards offerings serve the different needs of our diverse employee population and ensure they are the healthiest versions of themselves. For more information regarding benefits at McKesson, please click here.

As part of Total Rewards, we are proud to offer a competitive compensation package at McKesson. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered.

Our Base Pay Range for this position

$112,300 - $187,100

McKesson is an Equal Opportunity employer.

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McKesson is an equal opportunity employer and values diversity in its workforce. We encourage applications from all qualified individuals and will accommodate applicants' needs, up to the point of undue hardship, throughout all stages of the recruitment and selection process.

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