Success Profile
What makes a successful Pharmacy Sales Consultant? Here are the top traits.
- Achiever
- Entrepreneurial
- Goal-Oriented
- Persuasive
- Relationship Expertise
- Skilled Presenter
Employee Spotlight
The opportunity to work at McKesson means you get to join in our company purpose of Advancing Health Outcomes for All. Hear from one of our team members to learn more about their role and how they get to make an impact every day.
Culture
Play a key role
Set out every day to do purposeful and meaningful work. Manage the entire deal lifecycle of a customer and play a key role in how McKesson can advance health outcomes for all.
Collaborate
Join a collaborative, fast-paced, determined team that is dedicated to building excellent relationships with our prospects and customers.
Your expertise
The future of health starts with you. Your unique story, ideas and experiences are valued here, and we need your sales expertise to fulfill our mission of improving care in every setting.
Benefits
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Coverage you can rely on
- Medical, Dental, and Vision
- Health Spending Accounts
- Flexible Spending Accounts
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Benefits that go beyond your base pay
- 401(k) (U.S.)
- Pension (Canada)
- Employee Stock Purchase Plan
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Support for total well-being
- Mental Health Programs
- Flexible Schedules
- Paid Time Off
- Wellness Program
- Education Reimbursement
- Volunteer Opportunities
- Flexible Work Environment
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A global leader of inclusion
McKesson’s commitment to diversity and inclusion starts at the top. We have also been named a Best Employer for Diversity by Forbes.
Responsibility
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 an industry leader shaping the future of health, our team delivers solutions that make a meaningful difference for patients and communities around the world. A career here is an opportunity to significantly impact healthcare as we know it, with team members dedicated to supporting your professional journey. The future of health starts with you.
Job Description
The Pharmacy Sales Consultant (PSC) is an individual contributor sales professional responsible for the sales of our portfolio products and services to independent pharmacies within an assigned geographic territory. The PSC is a highly consultative role requiring the ability to effectively lead all interactions with the pharmacist in charge and/or business owner of the pharmacy. The PSC will develop the appropriate strategy for each assigned account, prospect, and lead the coordinated execution of various products and service throughout the sales process. The PSC will position McKesson as a trusted and expert partner. This is a field-based position with daily customer and prospect facing responsibilities within the region, so extensive travel with some overnights required.
The Pharmacy Sales Consultant focuses on retaining independently owned community and Alternate Site pharmacies through a high level of customer satisfaction and cultivating the customer through in-depth growth strategy and Enterprise Solutions within our portfolio of products and services. The Pharmacy Sales Consultant also uses a robust knowledge of our value proposition to win new, profitable business. As a sales consultant, it is vital to understand the current industry and customer opportunities or challenges and well as have a collaborative relationship with peers and cross-functional departments to provide guidance and expertise to the customer.
The territory for this position will cover Central and Southern Wisconsin.
80% Travel within the region.
Key Responsibilities
Achieve annual budget objectives for assigned sales territory.
Build a comprehensive business plan to optimize short- and long-term territory performance.
Lead the execution of a consultative sales process from qualification to contract negotiations for all opportunities within assigned territory.
Build a robust opportunity funnel by organic (cold calling) and coordinated efforts.
Prepare for and provide meaningful participation in the future improvement and development of McKesson products and services leveraging the experience of our pharmacy partners.
Provides customers with marketing advice, financial analysis to formulate financial plans, managed care information, competitive data and profit enhancing opportunities through sales methodologies and programs designed to point out the benefits of company products/services/technologies.
Develops sales proposals, business reviews, sales presentations of specific products and services, demonstrations of products, merchandising plans, and sales promotions to grow existing business or capture new accounts.
Achieve success in line with our ICARE principles.
Ensures on-going attention to enhancing strong relationships with key customers to build/maintain the credibility required to retain business long term.
Through collaboration with other departments and coordination with staff in operations, delivery, inventory, credit, pricing, and finance, provides problems solving and troubleshooting expertise to customers in servicing existing accounts.
Through collaboration and team selling opportunities, participates in sales team presentations where appropriate to further enhance business growth opportunities, improve selling skills, and gain knowledge about the customer base.
Maintain current, detailed, and accurate data in our Salesforce.com CRM, providing an accurate sales forecast in real-time.
Special projects as assigned.
Minimum Requirement
Degree or equivalent and typically requires 4+ years of relevant experience.
Education
Bachelor’s degree in business related field or equivalent work experience with an emphasis in sales, marketing, business management, account management or healthcare related field preferred.
Critical Skills
4+ years B2B field sales experience in healthcare required.
3+ years sales experience with track record of success, of delivering results and meeting/exceeding sales goals.
Consultative sales approach to identify customer needs.
Excellent analysis, problem solving, and negotiation skills.
Ability to articulate the organization’s value proposition to customers.
Demonstrates teamwork/collaboration with a focus on facilitating trust and open communication.
Strong business/financial acumen.
Additional Skills
Experience in the retail/distribution, healthcare delivery, pharmacy, community pharmacy, benefits, or insurance industry helpful and preferred.
Healthcare Distribution experience a plus.
Ability to navigate complex environments successfully.
Self-starter who is proactive and a continuous learner.
Relationship building with a focus on facilitating trust and open communication.
Must be open to extensive day travel by car with at least a few overnights per month.
Proficiency with using a CRM tool (e.g., Salesforce, ACT).
Proficiency with MS Office Suite (Excel, Power Point, Word, and Outlook).
Ability to read P/L statements.
Influential communicator with focus on active listening and customizing messages appropriately for differing audiences.
Flexible with very strongorganization skills.
Organized, accountable, assertive, and focused on results.
Working Conditions
Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.
Able to travel extensively overnight in region to customers 80% of the time by car. (travel is 4 days out of the week)
Must have a valid driver's license with a clean driving record/MVR.
Primary territory is Central and Southern Wisconsin.
Remote/Home Office work environment.
Must live within the 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:
$108,000 - $180,000Total 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!