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Manager, Rx Field Specialists

Richmond, Virginia Job ID JR0090580 Category Field Sales Post Date May. 16, 2023

McKesson requires new employees to be fully vaccinated for COVID-19 as defined by the CDC, subject to applicable, verified accommodation requests.

Manager, Rx Field Specialists: 

The Rx Sales Team is seeking a Manager of Rx Field Specialists who will be responsible for driving sales growth, developing and implementing sales strategies and building strong relationships with internal and external stakeholders to fuel the growth of our Specialty, Vaccine, Generic and Branded Rx sales. You will lead the Rx Field Sales Specialist team as they support our Primary Care Account Executives, Area Sales Managers and Regional Vice Presidents with their specific strategies to continue growing our market share and reaching customers in new ways all in an effort to achieve annual sales goals.You and your team will have specific financial growth responsibility (sales revenue) and will focus on increasing Specialty, Vaccine, Generic and Branded Rx sales through sales focused customer interaction, sales incentive programs and other strategic initiatives.The ideal candidate will have a passion for leading and coaching a sales team, collaborating with our Primary Care sales teams along with those that manage the Rx categories, Rx Support and the Director of Rx Sales.

The position is expected to lead the Rx Field Sales Specialist team as you identify, develop and execute on new Rx sales strategies to penetrate and retain existing business and to meet/exceed annual sales goals. The Rx Field Specialist team drives growth of Rx sales throughout their defined sales territory and will represent the Rx organization across the business promoting cross functional collaboration.  This position is remotely located and has estimated travel of 40%.


Support & Lead the Rx Field Sales Specialists

oLead the Rx Field Sales Specialists as they collaborate with Area Vice Presidents, Area Sales Managers and Account Managers in assigned regions to amplify Rx sales efforts and achieve sales targets

§Serve as a sales partner that provides portfolio understanding and product expertise resulting in increased sales of Specialty, Vaccine and Generic Rx items and conversions to select generic drugs.

§Participate as an Rx expert in strategic customer sales calls.  

oResponsible for a Specialty, Vaccine and Generic Rx revenue goal in additional to a total Rx revenue goal.

oProvide ongoing coaching, training and support to the Rx Field Sales Specialists to ensure high performance and professional development

oRepresent the Rx Field Sales Specialist team on team calls, meetings and other internal communications related to the Rx category and Primary Care sales

oEstablish strong relationships with Area Sales Managers & Regional Vice Presidents to support Rx category initiatives

Develop & Implement sales strategies

oUnderstand the needs of the Primary Care sales team to provide the Rx Field Specialists with the tools and strategies to successfully motivate the sales teams to grow the business

oAnalyze market trends and competitive activity to identify areas for growth and market penetration

oCollaborate with cross-functional teams including other McKesson Business Units to support customers appropriately and deliver the highest level of customer satisfaction through strategic targeting and sales partnership

Large customer opportunities

oSupport the Rx Field Sales Specialists as it relates to larger opportunities.

oCollaborate with Rx Field Sales Specialists and the sales team on these opportunities and develop customized proposals for these groups by managing the various corporate functions including cost / price, product review, finance review and participation in customer presentations and business reviews/proposals.

Serve as feedback loop and voice of customer:

oAs an expert on the “front lines”, report back into the corporate team trends, new product opportunities, competitive intelligence, and Rx service and product ratings.

oServe as a liaison between Sales to the Rx category management and support teams.

Preferred Qualifications:

o4-year degree in Marketing, Business, or related field or equivalent experience

oMinimum of 9 years of sales experience; preferably in the field of healthcare; with a proven track record of success against financial/sales goals with preferred previous sales leadership experience

oExperience with primary care and/or extended care markets and customers

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

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

oAbility to strategically build relationships with sales leadership, customers, and internal business partners

oCapable of learning new and/or complex products and processes quickly to facilitate in the new product launch process

oAbility to train and educate the sales team on product offering and Rx category

oSolid understanding of cost and margin structures.  

oAbility to manage complex spreadsheets.

oEnthusiastic about speaking in front of groups of colleagues and customers.  Able to develop PowerPoint presentations and present.

oLocated remotely.  Must be willing to travel a minimum of 40%.  Valid driver’s license required.

Location: Remote – Work at home

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:

$117,600 - $196,000

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.

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