Pharmacy Sales Consultant (Northern NJ Territory)

Current Need:

We are seeking a Pharmacy Sales Consultant to retain and cultivate current business and win profitable new business while executing to our value-added objectives. This is a remote role with up to 75% travel within your designated territory (Northern NJ). The role must also collaborate with our Community Pharmacy and Health enterprise teams to add value for our customers, buying groups, and McKesson. 

Position 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. 

Territory for this position includes the following states/regions: Northern NJ (Plainfield up to Bergan County).

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 B2B sales 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:

• Experience in the retail/distribution, healthcare delivery, pharmacy, community pharmacy, benefits, or insurance industry helpful and preferred. 

• Consultative sales approach to identify customer needs.  

• Ability to articulate the organization’s value proposition to customers. 

• 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. 

• Strong business/financial acumen.  

• Excellent analysis, problem solving, and negotiation skills. 

• Demonstrates teamwork/collaboration with a focus on facilitating trust and open communication.  

• Influential communicator with focus on active listening and customizing messages appropriately for differing audiences.  

• 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. 

• Flexible with very strong organization skills. 

• Organized, accountable, assertive, and focused on results. 

Working Conditions:

• Able to travel extensively overnight in region to customers  75%  of the time by car. 

• Must have a valid driver's license with a clean driving record/MVR.  

• Remote/Home Office work environment.