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

Diagnostic Sales Consultant - Raleigh, NC

North Carolina, Remote Job ID JR0098174 Category Field Sales Post Date Sep. 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.

The position is primarily responsible for assessing, identifying, developing, and recommending Lab sales opportunities for existing and new customers or products.  The role will require engagement with key stakeholders to advance the growth within customer and product segments to include, PC & EC Inside Sales, PC Account Executive, PC Area Sales Managers, Lab Capital Equipment Team, consultants, manufacturer partners, and customers. 

The preferred candidate will live in the Raleigh, NC area.

Key Responsibilities:

1. Achieve Sales Results

  • Achieve revenue objectives and targets and accept responsibility for performance through articulating clinical, operational, and economic value prop and growing lab customer base through prospecting and retaining current business.
  • Accountable for assessment & recommendation of identifying short- and long-term business needs, creating territory sales plans to address and win opportunities by customer and product segment view.
  • Ability to articulate the clinical, operational, and economic value proposition for the McKesson Lab Sales Solution.
  • Utilize available sales technology (SFDC, Sales Analytics tools, MBA, etc.) to: set direction, better understand opportunities and improve results.  Analyze customer information to assist customers and Account Manager in proper formulary of testing within the practice.
  • Gather data on marketing trends, competitive products, and pricing to capitalize on selling opportunities.

2. Building Relationships

  • Build relationships with key leaders and influencers to drive acceptance and use of Lab offerings through alignment with customer and product goals.  Educate, train, and influence PC sales force.  Work closely with the Director of Inside Sales, Inside Sales Managers, Area Sales Managers, Regional Vice Presidents, and supplier partners to prioritize Lab opportunities and adoption goals.

3. Territory Management

  • Identify opportunities to grow revenue and capitalize on opportunities within existing territory to identify areas of growth and penetration
  • Applies specialized knowledge to ensure customer retention and expands opportunities for sales growth

4. 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 communicate 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.

Key to the role

Minimum Requirements

4+ year sales experience in Healthcare, Lab or Distribution preferred

4+ years strong business solutions/consulting experience

Critical Skills

  • Must to be able to travel daily within assigned region  
  • Ability to strategically build relationships with sales leadership, customers, and vendors  
  • Ability to take ownership, influence others, and drive sales process from inception to close  
  • Ability to educate and train a sales force  
  • Proven experience working in complex situations and negotiating with decision makers  
  • High level of accountability and the go to resource for both internal and external customers
  • Ability to execute strong organizational skills to drive performance and time management
  • Ability to demonstrate leadership and change management skills while being adept to new concepts, technology, and ideas

Additional Knowledge & Skills

  • Prior sales experience in distribution is a plus.
  • Prior lab sales experience is a plus.
  • B2B sales experience is a plus
  • Specific experience in team selling lab products  
  • Physician Office Lab (POL) experience  
  • Proficiency with using a CRM tool (e.g. Salesforce)
  • Proficiency with Excel, Power Point, Word, and Outlook


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

Working Conditions:

Environment (Office, warehouse, etc.)

  • Home office, customer office

Physical Requirements (Lifting, standing, etc.) 

  • Large percent of time performing computer based work is required.
  • Travel within 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:

$97,700 - $162,800

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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