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 to assess, identify, develop, and recommend Lab sales opportunities for existing and potential customers. The role will require engagement with key stakeholders to advance lab growth amongst various teams, including PC Account Executives, PC Area Sales Managers, Complex Instrument Specialists, consultants, manufacturer partners, and customers.
Key Responsibilities:
1.Achieve Sales Results 65%
- Achieve revenue and MBO objectives.
- Accountable for assessing & recommending short and long-term business needs and creating territory sales plans by customer and product segments.
- 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 and better understand opportunities and improve results.
- Gather data on marketing trends, competitive products, and pricing to capitalize on selling opportunities.
2.Building Relationships 25%
- 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 Account Executives, Area Sales Managers, Regional Vice Presidents and supplier partners to prioritize Lab opportunities.
3.Territory Management 10%
- Identify new opportunities to grow revenue.
- Capitalize on opportunities within existing territory to identify areas of growth and penetration.
- Apply specialized knowledge to ensure customer retention and expand opportunities for sales growth.
Key skills:
- Establish and build strong internal and external client relationships that allow for future growth, profitability, and predictability.
- Coordinate the involvement of internal colleagues and management to meet the customer’s expectations and maximize performance.
- Network, interface, and effectively communicate with internal colleagues and peers to share information and best practices while remaining aware of industry/customer organizations that impact business.
- Demonstrate strong leadership with colleagues, peers, and internal stakeholders to effectively manage “up and down” the organization with a positive influence.
Minimum Requirements
4+ year sales experience in sales environment (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 sales force
- Proven experience working in complex situations and negotiating with decision makers
- High level of accountability 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
Required:
- Must have a valid driver's license and acceptable driving record
- Must have driving history for a minimum of last 36 months
Working Conditions:
Environment (Office, warehouse, etc.)
- Home office, customer office
- Frequent travel within the Dallas/Ft. Worth territory, rare overni
Physical Requirements (Lifting, standing, etc.)
- Large percent of time performing computer-based work is required.
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:
$131,000 - $218,300
Total 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.
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