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The Business Optimization Manager is responsible for managing the relationship with Intrafusion clients, ensuring operational excellence of the infusion suite. The Business Optimization Manager is the primary client contact in supporting the ongoing maintenance of the client and providing solutions that proactively meet client requirements. This role will be supporting many day-to-day tactile tasks that must take place to provide an excellent customer experience.  They will also be responsible for relationship management, retaining customers, identifying gaps in service, identifying needs, and growing their business in a designated territory.  This is a supportive role to outside sales, so coordination with the outside sales rep will be critical.

Key Responsibilities

Account/Client Management

• Meet and exceed revenue goals for a large multi-state territory with different medical specialties

• Manage monthly, quarterly, and annual client P&L and have a solid understanding of revenue cycle management for infusion centers

• Understands, maintains, and applies sophisticated knowledge of healthcare issues, laws, regulations, and products that relate to our clients

• Influences key physicians and decision makers to support the growth of our infusion clients

• Execute client visits on infusion locations as directed by Provider Engagement leadership

• Ensure clients are operating within the contractual obligations of the agreement

• Manage the contract renewal process which could include a complete renegotiation of the partnership 

• Support customer on-boarding by making presentations to key people at customer locations, ensuring a smooth transition and understanding of processes and expectations

• Monthly financial review check-ins with sites to review previous months financial performance

• Quarterly pricing and margin reviews and updates with sites

• Therapy recommendations based on margins for all drugs and all patients, updated quarterly

• Therapy/margin reviews for all new and existing IVIG and biosimilar drugs

• Cash forwarding activities; reconciliation, ledgers, etc

• Collaboration with the intake, billing, and collections team to assist in the collections and appeals efforts

• Update customers in industry changes related to payer mandates and specialty pharmacy mandates

• Onmark GPO contract tracking and performance

• Direct MFR contract tracking and performance

• Positioning McKesson additional value add services such as Advisory Services and MID offerings

• Contract renewal and negotiation activities

Revenue Expansion

• Meet and exceed territory and customer growth goals

• Growth initiatives with sites related to patient referrals

• Responsible for presenting and implementing ideas on ways to increase revenue and profitability of clinics.  Examples include but not limited to managed care, patient mix, payer mix, drug margins

• Ensure clients are implementing new programs being offered by Intrafusion

• Upsell value added solutions being offered through McKesson, Intrafusion, or any outside entity we have partnered with

Minimum Requirement

Degree or equivalent and typically requires 7+ years of relevant experience.

Education

A minimum of a BA/BS degree from an accredited institution is required

Critical Skills

• 5+ years relevant experience preferred, ideally in healthcare account management or sales

• Demonstrated understanding and experience in the buy and bill and specialty pharmacy markets

• Strong background in Revenue Cycle Management

• Clinical operations background

• Must reside in territory, close to major airport

Specialized Knowledge/Skills

• Adaptive and solution-based sales approach to working with customers/sales teams

• Strong and persuasive communication skills, ability to influence and drive customer behavior to and predetermined objective. 

• Strong consultation and communication skills; able to sell McKesson value prop and collaborate well with a diverse range of people at customer locations; tactful, professional, and flexible

• Able to thrive in a dynamic environment and navigate organizational complexity and change

• Professional, engaging and confident demeanor

• Detail oriented with good problem solving skills

• Good reasoning abilities and sound judgment

• Ability to work autonomously

• Understand technology and customer ordering systems. 

• High level of computer proficiency using MS Office applications

• Willingness to relocate for career growth a plus

Working Conditions:

• Field based position

• Home office with territory travel up to 50-60%

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. 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 click here.

Our Total Target Cash (TTC) Pay Range for this position:

$144,000 - $240,000

Total Target Cash (TTC) is defined as base pay plus target incentive.

McKesson is an Equal Opportunity Employer

 

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

 

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