Details
Posted: 10-Nov-23
Location: Iowa
Salary: Open
Internal Number: JR0101507
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.
Company Profile
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 I2CARE 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 info, 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.
Job Summary
McKesson is in the business of better health, and we touch the lives of patients in virtually every aspect of healthcare. We partner with payors, hospitals, physician offices, pharmacies, pharmaceutical companies, and others across the spectrum of care to build healthier organizations that deliver better care to patients in every setting. We believe in the importance of strong, vital organizations because we know that patients can only be healthy when our system is healthy.
Every single McKesson employee contributes to our mission--by joining McKesson you act as a catalyst in a chain of events that helps millions of people all over the globe. Talented, compassionate people are the future of our company--and of healthcare. At McKesson, you'll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that's vital to us all.
We understand the importance of a system that works together. Your expertise, drive and passion can help us improve everything we touch, from providers to payors to pharmacies. Join our team of leaders to begin a rewarding career.
Wherever you contribute here at McKesson, you will have the ability to make a real impact in the lives of others.
Current Need
We are seeking a Pharmacy Sales Consultant to join our Community Pharmacy Division. This PSC will retain and cultivate current business and win profitable new business while executing to our value-added objectives. This role is considered a "hybrid." 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.
The territory for this position will either cover Eastern Nebraska and Northwest Iowa or the state of North Dakota. The ideal candidate must live in Eastern NE, Northwest IA, or North Dakota.
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 Requirements
1+ years Medical and/or Pharmacy experience.
3+ years B2B field sales experience.
Valid driver's license and clean driving record.
75% regional travel with 3-4+ overnights per month.
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
4+ year's sales experience in healthcare, preferred but not required.
4+ years business to business sales experience.
3+ years sales experience with track record of success, of delivering results and meeting/exceeding sales goals.
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
Must be authorized to work in the US unrestricted - This position is not eligible for sponsorship.
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.
Primary territory is either Eastern NE & Northwest IA or the state of ND.
Remote/Home Office work environment.
Must live within the territory.
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:
$92,500 - $154,100
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!
