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Tomorrow's health is... Defining a new possible.

Sales Director

Atlanta, Georgia Job ID JR0090492 Category New Accounts Post Date May. 11, 2023

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.

Current Need:

We are currently looking for a Sales Director (Retail, Digital & Specialty Pharmacy) to join our team. This is an individual contributor, field sales role. Ideal candidate will live in either the Eastern or Central Time Zone.

Position Description:

The Sales Director position is a field sales role for McKesson Commercial Strategy & Innovation on the Strategic Accounts and Community team. The Sales Director will be responsible for driving new business solutions into complex, retail, digital, closed-door mail, and specialty pharmacy.

Key Responsibilities:

  • Conducts opportunity assessment for all accounts and defines overall account strategy

  • Builds sales funnel, develops and maintains high level relationships with key decision makers (C-suite relationships beyond CIO and departmental directors)

  • 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

  • Is able to articulate ROI of various 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

  • Remains abreast of and learns about new technical applications, products, programs, and services available to customers

  • Represents McKesson by consistently demonstrating the understanding and modeling of McKesson's ICARE shared principles. 

Minimum Requirements:

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

Critical Skills:

  • 7+ years new account sales experience involving SaaS and healthcare-related software

  • 7+ years account management experience

  • Experience selling healthcare equipment, services or pharmacy software applications 

  • Experience working with pharmacy leadership and executives

  • Proven track record of consistent new business growth

  • Ability to communicate and influence at all organization levels  

  • Effective PC skills including Microsoft Office (Excel, Word and PowerPoint)

Additional Skills:

  • Excellent communication and active listening skills, ability to communicate with multiple stakeholders ranging up to C-Suite

  • Knowledge of stakeholders, trends, and policy across healthcare 

  • Ability to navigate a large, matrixed organization with shifting priorities 

  • Proven experience in driving a diverse and inclusive culture

  • Ability to articulate the organization’s value proposition to customers

  • Proven business and financial acumen

  • Proven track record of delivering results through strategic methodologies/thinking

  • Successfully driving change initiative

  • Proficient in strategic sales and/or certification of Miller Heiman

  • Effective problem solving and decision-making skills 


  • 50% - 75% as needed within assigned territory


  • 4-year degree in Marketing, Business, or related field or equivalent experience

Physical Requirements:

  • Ability to travel within the assigned territory

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 supportphysical, 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, pleaseclick 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 Total Target Cash (TTC) Pay Range for this position:

$162,500 - $270,900

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

McKesson is an Equal Opportunity/Affirmative Action employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to Resumes or CVs submitted to this email box will not be accepted.

Current employees must apply through the internal career site.

Join us at McKesson!

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