McKesson Corporation is a Fortune 8 company and is one of the largest providers of healthcare supply chain management solutions, retail pharmacy, medical & pharmaceutical supplies, healthcare technology, community oncology and specialty care in the United States with revenues of $231 billion in 2020. The company was founded in 1833 by John McKesson and Charles Olcott in New York with a focus on importing and wholesaling pharmaceutical products. United by our ICARE shared principles, McKesson's 80,000 employees work together every day to make better care possible around the globe - one product, one partner, one patient at a time.
McKesson's Medical-Surgical business is seeking an Rx Field Sales Specialist. If impacting sales efforts, providing a superior customer experience and driving value is your passion, this role is for you!
The McKesson Medical-Surgical Rx Team is seeking a Field Sales Specialist who will fuel the growth of our Specialty and Generics sales by providing vital, "front line" sales expertise, delivery of growth tools, and new product launch and initiative communications to our Account Managers and customers. You will have specific financial growth responsibility (sales revenue and gross profit goals) and will focus on increasing Specialty and Generics sales through sales focused customer interaction and by providing exceptional support to our field sales organization and customers. You will be the embodiment of our commitment to growth acceleration and being "easy to do business with". The ideal candidate will have a passion for being part of the sales process, collaborating with sales teams and those that manage the Rx categories, and providing sales expertise and value to our customers.
The position is expected to identify, develop and close new Rx business opportunities, penetrate and retain existing business, and to meet/exceed annual sales and gross profit $ plans. The Field Sales Specialist will drive growth of Rx sales throughout their defined sales territory and will represent the Rx organization across the business promoting cross functional collaboration.
This position will cover a territory of Florida, Georgia, North Carolina, South Carolina, Alabama, and Tennessee to call on clinics and specialty surgery centers. The ideal candidate will be based in one of those states. This position is remotely located within the assigned region and has estimated travel of 50%.
Offer Sales Expertise for Specialty Products/Generics: Collaborate with Area Vice Presidents, Area Sales Managers and Account Managers in region to amplify RX sales efforts. Serve as a sales partner that provides portfolio understanding and product expertise resulting in increased sales of Specialty drugs and conversions to select generic drugs. Participate as an RX expert in key customer sales calls. Responsible for a Specialty revenue and generics gross profit number.
Specialist sales arm for assigned regional teams : Establish strong relationships with our field sales force and represent Specialty and Generics opportunities to them and their customers. Must have a commitment to superior customer (both sales force and end user) service. Become an extension of the sales teams you collaborate with and provide superior service.
Represent RX at strategic customer meetings: Be present on team calls/meetings and provide "what's happening with Specialty drugs". Help the account managers navigate the organization for appropriate costs to win the business. Help the account managers with pricing and reimbursement questions. Develop and execute training and product launch programs for new and existing products for sales reps and customers
Serve as a "feedback loop" from Sales to the RX team.
Large customer opportunities: Represent Rx as it relates to larger opportunities. Collaborate with sales team on these opportunities and develop customized proposals for these groups by managing the various corporate functions including cost / price, product review, and participation in customer presentations and business reviews/proposals.
Product Conversions: Identify and assist with the presentation and implementation of opportunities to provide value to customers by converting their product purchases from competitive items to Select generic drugs.
Promote the customer adoption of the new SmartSwitch tool on supply manager as it becomes available. Utilize tools to identify opportunities at an Account Manager / customer / product level. Proactively identify and communicate opportunities to Account Managers and assist with implementation. Understand market trends and identify new business opportunities through GAP analysis and SmartSwitch modeling.
Serve as feedback loop and voice of customer: As an expert on the "front lines", report back into the Corporate team trends, new product opportunities, competitive intelligence, and Rx service and product ratings.
Degree or equivalent and typically requires 4+ years of relevant experience
Valid drivers license and clear driving record
Minimum of 3 years of relevant sales experience with a proven track record of success against financial/sales goals
Healthcare sales experience preferred, ideally with Primary Care and/or Extended Care markets and customers
Ability to take ownership, influence others, and drive sales process from inception to close
Proven experience working in complex situations and negotiating with senior level decision makers
Experience speaking in front of groups of colleagues and customers
Proficient with using Microsoft Excel
Additional Knowledge & Skills
Ability to strategically build relationships with sales leadership, customers, and internal business partners
Capable of learning new and/or complex products and processes quickly to facilitate in the new product launch process
Ability to train and educate the sales force on product offering
Ability to manage complex spreadsheets; solid understanding of cost and margin structures
Must be willing to travel a minimum of 50%
4-year degree in Marketing, Business, or related field or equivalent experience
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!
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 McKessonTalentAcquisition@mckesson.com . 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!
Internal Number: JR0040104
About McKesson Corporation
We deliver careers with purpose and potential. Our focus on better health starts with creating an inclusive environment with strong values where you can build a fulfilling career. You can count on us to provide you with resources and opportunities to grow and be your best, while contributing to our pursuit of improving lives. Every day, McKesson’s employees deliver products to healthcare providers that make a difference in the care and life of a patient. We work to distribute medical supplies, bandages, syringes, vials of flu vaccine, and pharmaceutical drugs to help real patients like Jack, an eight-year-old boy battling cancer. We take that job seriously. Together, the work we do is shaping the future of healthcare. If you are passionate about combining a meaningful career with a balanced life, join us on this journey and apply for a job with McKesson today. Every day, McKesson’s employees deliver products to healthcare providers that make a difference in the care and life of a patient.