Senior Field Market Intelligence & Strategy

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The Provider Growth organization is seeking a field-active strategist to drive innovation and growth across McKesson's specialty provider businesses. Unlike traditional market intelligence roles that rely primarily on desk research and secondary market reports, this position requires direct engagement with the field to understand how customers evaluate partnerships, services, and competitive alternatives.

This role serves as a key intelligence bridge between the field-based growth and retention organizations and executive leadership. Through direct observation of customer interactions, sales cycles, and renewal discussions, the role identifies the underlying drivers of customer decision-making and emerging competitive dynamics.

By translating real-world market observations into structured insights, this position informs commercial strategy, strengthens our value proposition, and shapes how McKesson competes in the oncology and multi-specialty provider markets.

This role requires regular travel (up to 30%) to customer practices and market conferences to observe market dynamics firsthand and gather insights directly from customers and sales teams.

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 Headquarters in Irving, TX a minimum of two (2) days per week, with the remaining days worked remotely. Specific inoffice days may be designated based on team needs and business priorities.

Key Responsibilities

Primary Field Intelligence:
Conduct regular ride-alongs and site visits with the sales team to observe real-time market dynamics, competitive positioning, and customer challenges within specialty practices.

Win/Loss & Renewal Synthesis:
Perform structured analysis of key customer wins, losses, and renewal decisions to identify patterns in customer priorities, competitive differentiation, and decision drivers.

Commercial Insight Translation:
Convert field observations into actionable intelligence that strengthens sales messaging, informs customer engagement strategies, and improves how our value proposition is communicated in market.

Commercial Initiative Development:
Lead the translation of field-derived insights into new commercial initiatives, product enhancements, or service model improvements that strengthen McKesson's competitive position.

Executive Intelligence Briefings:
Synthesize field insights and competitive observations into clear strategic narratives and executive briefings that inform leadership decision-making and long-term portfolio strategy.

Key Deliverables

• Quarterly market intelligence briefings for Growth leadership

• Win/Loss and renewal analysis reports

• Competitive landscape summaries for the oncology and multi-specialty provider market

• Field insight reports from customer visits and ride-alongs

• Strategic recommendations that inform commercial initiatives and sales strategy

Minimum Requirement

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

Education
Bachelor's Degree Required.

Critical Skills

• 5+ years of experience in strategy, competitive intelligence, commercial operations, or related roles with demonstrated field-facing experience or sales partnership.

• Industry Knowledge: Strong understanding of healthcare markets, with experience in specialty clinics, oncology, or provider-based care models preferred.

• Strategic Communication: Exceptional ability to synthesize field insights and market observations into clear, executive-ready presentations and strategic recommendations.

• Relationship Management: Ability to build credibility with both sales teams in the field and senior leadership, serving as a trusted connector between market realities and strategic decision-making.

Additional Skills & Knowledge

• Comfort with Ambiguity & Autonomy: Demonstrated ability to operate effectively in unstructured environments, navigate ambiguity, and independently drive workstreams from insight generation through execution with minimal direction.

• Intellectual Curiosity & Problem Solving: Naturally inquisitive with a strong desire to uncover root causes behind market dynamics. Proactively seeks out information, asks the right questions, and connects disparate insights to form clear, actionable conclusions.

• Executive Communication & Presence: Strong verbal and written communication skills with the ability to distill complex field insights into clear, concise narratives. Comfortable presenting to and influencing senior leadership and executive stakeholders

• Relationship Building & Influence: Proven ability to build trust and credibility with cross-functional partners, including field sales teams and leadership. Skilled at influencing without authority and navigating diverse stakeholder environments.

Travel
Ability to travel up to 30% to engage directly with customers, practices, and regional sales teams.

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, pleaseclick here.

Our Base Pay Range for this position

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