Job Details

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. McKesson Medical-Surgical provides medical-surgical supplies and equipment to physicians' offices, home care agencies, long-term care facilities and surgery centers. Our catalog includes more than 150,000 national brand products from bandages to exam tables, plus McKesson's own line of high-quality medical-surgical products. We're proud to be the only national distributor serving the entire continuum of healthcare.

Current Need: We are seeking a Complex Laboratory Instrument Specialist (CLIS) to join our team.

Position Summary: The Complex Laboratory Instrument Specialist (CLIS) plays a crucial role in partnering with McKesson's sales team, including Diagnostic Sales Consultants, Lab Field Vice Presidents, Account Managers, Sales Leadership, and key supplier partners. The CLIS is tasked with identifying and developing new business opportunities for moderately to highly complex laboratory equipment, while focusing on retaining and expanding relationships with existing customers to ensure ongoing satisfaction and drive business growth in alignment with organizational goals. The CLIS will oversee the implementation of new instrumentation, ensuring successful installation and customer acceptance, and will also be responsible for driving menu penetration on instruments and promoting the growth of reagents and consumables within their assigned territory.

Key Responsibilities :

1. Accountable for Results

• Accountable for identifying long-term and short-term business capital needs and owning plans to address and win opportunities in the acute and non-acute Lab that supports McKesson Laboratory Solutions.

• Owns agreed objectives and targets, and accepts responsibility for performance.

• Meets Capital Equipment sales goals for existing and competitive accounts.

2. Strategic Agility and Selling Skills

• Retains, extends and wins new business through effectively identifying opportunities and strategically positioning McKesson Laboratory Solutions.

• Ability to own and manage the overall acute & non acute account strategy for assigned Key Accounts and focus vendor products.

• Ability to articulate the clinical, operational and economic value proposition for the McKesson Laboratory portfolio.

• Establishes productive professional relationships with key personnel within assigned accounts.

• Analyze customer information to assist customer and Account Manager in proper placement of equipment within the practice.  

3. Influence and Collaboration

• Establishes and builds strong internal and external client relationships that allow for future growth, profitability and predictability.

• Coordinates the involvement of internal colleagues and management in order to meet the customer’s expectations and maximize performance. 

• Networks, interfaces and effectively communicates with internal colleagues and peers to share information and best practices while remaining aware of industry/customer organizations that impact business.

• Demonstrates strong leadership with colleagues, peers, and internal stakeholders, and can effectively manage “up and down” the organization with a positive influence.

• Train, educate and influence McKesson’s sales force.  Work closely with Diagnostic Sales Consultant, Area Sales Managers, Regional Vice Presidents and focus supplier partners to prioritize Lab opportunities 

• Review and support proposal development, regulatory information, and guidance for laboratory setup.

4.Organizational Skills

• Creates strong plan of action for driving balanced performance and time management

• Keeps administration functions current – maintains and submit reports, expense reports, and records in accordance with guidelines.

5. Continuous Learning

• Grasps new concepts, technology and ideas easily and puts them to effective use.

• Able to adapt and work productively in a dynamic and changing environment

• Owns and drives self-development.

6. Leadership

• Demonstrated Leadership and Change Management Skills.

• Demonstrates enthusiasm, initiative, determination and a positive attitude.

Minimum Requirements

• 4 + years of relevant experience

• Must have a valid driver's license and acceptable driving record.

• 7 Year MVR ran during pre-employment and ongoing through McKesson's Auto Program

Education:

• 4-year college degree in business, or related experience

Critical Skills:

• 4 years of B2B field sales experience

• 2+ years selling in the areas of chemistry, hematology, and immunoassay lab equip

• Must be able to travel daily within assigned region  

• Proven successful in strategically building relationships with sales leadership, customers, and vendors  

• Ability to take ownership, influence others, and drive sales process from inception to close  

• Ability to train and educate a sales force  

• Proven experience working in complex situations and negotiating with senior level decision makers  

• High level of accountability and the go to resource for both internal and external customers

• Healthcare Reform Knowledge & Experience

Additional Knowledge & Skills:

• Prior sales experience in distribution is a plus.

• Acute or non-acute experience  

• Proficiency with using a CRM tool (e.g. Salesforce)

• Proficiency with Excel, Power Point, Word, and Outlook

Working Conditions/Environment:

• Home office or customer office performing computer-based work

• Walking/Standing within customer locations

• Travel within assigned territory

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:

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!