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Lab Technology Sales Specialist (CA, NM, or AZ)

Apply Job ID JR0064255 Date posted 09/01/2022

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

McKesson Corporation is a global leader in healthcare supply chain management solutions, retail pharmacy, community oncology and specialty care, and healthcare information solutions. McKesson partners with pharmaceutical manufacturers, providers, pharmacies, governments and other organizations in healthcare to help provide the right medicines, medical products and healthcare services to the right patients at the right time, safely and cost-effectively. United by our ICARE shared principles, our employees work every day to innovate and deliver opportunities that make our customers and partners more successful - all for the better health of patients. McKesson has been named a “Most Admired Company” in the healthcare wholesaler category by FORTUNE, a “Best Place to Work” by the Human Rights Campaign Foundation, and a top military-friendly company by Military Friendly. For more information, visit

We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities and others with diverse perspectives to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us. Apply to join our team and help shape the future of healthcare!

Position Summary

The Lab Technology Sales Specialist will: assess, identify, develop, recommend & sell Lab Technology and Connectivity solutions for existing and new customers.The role will require team selling & working closely with key stakeholders including the following groups: Primary Care & Extended Care Field & Inside Sales, Laboratory Sales Specialists, independent consultants, manufacturer partners and customers.

Current Need

We are looking for a Lab Technology Sales Specialist to join our team. The ideal candidate will live in CA, AZ or NM to cover our Southwest Region.

Achieve Sales Results

  • Achieve revenue objectives and targets through team selling including prospecting new customers & penetrating existing ones  

  • Accountable for creating territory sales plans that identify short & long term territory goals, strategies & tactics

  • Ability to articulate the clinical, operational, and economic value proposition for the McKesson Lab Technology Solution Portfolio.

  • Utilize available sales technology (SFDC, Sales Analytics tools, MBA, etc.) to set direction, better understand opportunities and improve results.  Analyze customer information to assist customer and Lab Specialist Teams in proper technology or connectivity solution(s).

  • Gather data on market trends, competitive products, and pricing to capitalize on selling opportunities.

Building Relationships

Build relationships with Lab Equipment Specialists, Diagnostic Sales Consultants, AEs, Sales Leadership and influencers to drive acceptance and use of Lab Technology offerings through alignment with customer and product goals. 

Vendor Management

Strategize with and leverage vendor relationships to achieve sales goals and share and grow opportunity funnels with each focus technology partner.

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.

Minimum Requirements

  • Degree or equivalent and typically requires 4+ years of relevant experience

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

  • Ability to travel up to 70%

Critical Skills

  • 4+ years B2B sales or consulting experience in healthcare distribution, lab or healthcare technology solutions

  • Strong sales drive and proven ability to build and maintain lasting sales leadership, supplier and customer relationships.

  • Demonstrated experience taking ownership, influencing others, and driving the sales process from inception to close. 

  • Experience working and excelling in a team selling environment

  • Demonstrated experience positioning and selling the value proposition of technology solutions to internal partners as well as customers   

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

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

  • Experience presenting to c-suite

Additional Knowledge/Skills

  • Prior lab, automation, or SaaS sales experience is a plus

  • Experience working with EHR a plus

  • Ability to demonstrate leadership and change management skills while being adept to new concepts, technology, and ideas

  • Physician Office Lab (POL) experience 

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


4-year degree in business or related field or equivalent experience

Working Conditions

Home office, customer office

Physical Requirements

  • Large percent of time performing computer-based work is required

  • Daily travel within assigned territory, up to 70%

Must be authorized to work in the US. Sponsorship is not available for this position.

Join us at McKesson!

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!