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.

The Sales Director position is a field sales position selling the Pharmacy Services Portfolio of solutions (formerly RxO) for the Commercial Strategy and Innovation Group on the Health Systems Sales & Provider Team. The Sales Director will be responsible for driving new and add on business solutions into complex, large hospital, and outpatient pharmacies. Conducts opportunity assessment for all accounts and defines overall account strategy. Builds sales funnel, develops high level relationships with key decision makers and executives. Develops One McKesson account plans for all customers, inclusive of everything within account.

 

Designs solutions and negotiates or navigates the contracting process. Keeps Sales Management Tool up to date each week for reporting purposes. Understands customer processes and decision drivers as well as their current and future needs. Identifies new ways of creating value with customers. Able to articulate ROI of products. Coordinates with other department success teams and shares new business opportunities. Participates in sales team presentations where appropriate to further enhance business growth opportunities, improve selling skills, and gain knowledge about customer base. Stays abreast of and learns about all new technical applications, products, programs, and services available to customers and for applying or utilizing them whenever appropriate or timely.

 

Key Responsibilities

• Drive new technology solutions through complex large hospital and clinic-based pharmacies applying thorough sales methodology. Develop design and execute strategic plan with large accounts. Articulate McKesson value efficiently and effectively resulting in expansion of services used by perspective clients.

• Exhaust opportunities within a given market or territory with a dedicated analytical sales approach utilizing Salesforce to build active funnel and reportable memorialization of market data. Navigate large organizations uncovering needs with multiple levels to conduct needs-based analysis through all opportunities Accurately forecast opportunities using organizational sales.

• Own relationship at the key stakeholder level to coordinate internal and external communication to Health System segment. Serve as the lead Sales Director in all opportunities within territory. Present and communicate value propositions effectively to C – Level executives while maintaining.

• Build broad relationships throughout target organization completing needs based analysis for mutual consensus of product validity and execution.

• Fully comprehend and adhere to sales /support/ finance / legal / leadership process of approvals and contract execution. Represent the company by consistently demonstrating and understanding modeling of McKesson's I2CARE and ILEAD shared principles. 

 

Minimum Requirement

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

 

Education

4-year degree, preferably with an emphasis in sales & marketing, strategic planning, business management or equivalent experience.

 

Critical Skills

• 7+ Years selling net new business opportunities into large organizations.

• Proven track record of consistent new business growth and renewal success.

• Demonstrated executive relationship management.

• Experience selling SaaS services or pharmacy software applications. 

• Ability to communicate and influence at all organization levels.

 

Working Conditions

• Able to travel overnight domestically 75% of the time.

• Remote work environment – Work from Home – Eastern United States.

• Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.

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 click here.

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

$170,600 - $284,400

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.

 

Join us at McKesson!