Details
Posted: 10-Nov-23
Location: Tennessee
Salary: Open
Internal Number: JR0094708
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 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 www.mckesson.com
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!
Current Need
McKesson is hiring a Director, Surgery Center Sales. This role does not manage people. The territory will cover IL, MI, TN, and IN. The ideal candidate should live in the territory.
Position Description
* Achieving combined Sales, Gross Profit and Gross Profit percent plan on all base business accounts and new accounts.
* Responsible for favorable, corporate and field, business relationships and ongoing partner momentum at our Surgery Center customers.
* This position must support the Company's strategic plan for the accounts to ensure long-term Company goals aligned with the current business plans and aggressively supports a profitable growth strategy.
* Measure customer penetration, performance and margin contribution of programs and services in coordination with financial guidelines.
* Interface with CEOs, COOs, Vice Presidents and Directors from various departments within customer headquarters, including Sales, Operations, Accounts Payable, Information Technology and Training/Development.
* Work with manufacturing vendors to enhance portfolios, gain compliance, grow sales and enhance margin.
* Perform Business Reviews with customers on a quarterly, annual and bi-annual basis expanding base business via product line expansions, new market penetration, promotions and other growth drivers.
* Establish, manage, and monitor new processes to relieve or alleviate customer business concerns or workflow processes.
* Establish ongoing performance requirements and ensure effective processes to monitor contract agreements to include service levels, pricing, vendor agreements, and customer support.
* Identify and target potential new accounts. Cold call and gain access to key decision makers. Partner with Account Managers on target opportunities.
* Present McKesson value proposition and negotiate agreements for new business opportunities.
* train and educate sales team on Surgery Center strategy, process and working elements.
Key Responsibilities
Maintain
* Responsible for the master strategy to provide support to strategic customers and ensure strategy is executed. Execute contract business case and account plans, detailing support and contractual requirements and negotiations, opportunities, expansion strategies, required resources, decision makers and influencers, and insights into account.
* Drive the attainment of customer satisfaction indicators such as service level, Net Promoter Score (NPS), financial objectives, quality, reliability and alignment and attainment of customer goals.
* Builds relationships with key leaders and influencers at account headquarters to drive acceptance and use of MMS offerings
* Applies specialized knowledge to ensure customer satisfaction and retention and expands opportunities for sales growth
* Work with manufacturing vendors to enhance portfolios, gain compliance, grow sales, and enhance margin.
* Coordinate strategies and alignment with Regional ASC Directors and all McKesson business units to drive value across the enterprise
Existing Expansion
* Identify opportunities to grow sales and capitalize on opportunities within strategic customers
* Work across McKesson business units to identify areas of growth and penetration
* Gather data on marketing trends, competitive products, and pricing to capitalize on selling opportunities
* Understand key customer trends, long term strategies and goals to align McKesson services and resources for future growth
Minimum Requirements
* Degree or equivalent and typically requires 7+ years relevant/professional work experience
* Must have a valid driver's license and clean driving record
Critical Skills
* 7 + years of business development experience in the healthcare distribution market
* Field sales experience within the surgery center market and with corporate accounts
* Demonstrated track record of consultative selling ability at C-suite level
* Influential leader with strong networking and relationship building skills
* Demonstrated execution of long-term high-level strategies
* Outstanding communication, presentation and listening skills
* Strong analytical skills and exceptional business acumen
* Strong organization and time management skills
Additional Knowledge & Skills
* Strong verbal and written communication as well as presentation skills
* Proven sales or sales management experience with demonstrated ability in corporate account, surgery center, or operating room sales.
* Preferred field sales experience within the surgery center market
* Experience with executive level negotiations
* Proven experience selling to C-Suite executives
* Understanding of GPO's
* Knowledge / experience of the healthcare distribution business
* Must be able to work effectively in a team environment.
* Must be able to work with little supervision
* Must be able to work in a high energy, fast paced environment
* Strong organization and time management skills; results oriented
* Demonstrated track record of sales success with ability to provide portfolio
Education
* 4-year degree in business or related field or equivalent experience
Travel
* Able to travel up to 50% within the territory, including overnight travel
Physical Requirements
* Must be able to travel daily within assigned territory with several overnights weekly:
* Must be able to load and unload demonstration instrument from company vehicle
* General Office Demands
Must be authorized to work in the US. Sponsorship is not available for this position.
Join us at McKesson!
At McKesson, we care about the well-being of the patients and communities we serve, and that starts with caring for our people. That's why we have a Total Rewards package that includes comprehensive benefits to support physical, mental, and financial well-being. Our Total Rewards offerings serve the different needs of our diverse employee population and ensure they are the healthiest versions of themselves. For more information regarding benefits at McKesson, please click here.
As part of Total Rewards, we are proud to offer a competitive compensation package at McKesson. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered.
Our Total Target Cash (TTC) Pay Range for this position:
$143,900 - $239,900
Total Target Cash (TTC) is defined as base pay plus target incentive.
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 Disability_Accommodation@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!
