Sr. Field Sales Rep - Lexington or Louisville, KY

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 customers and prospects 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 cover most of Kentucky, ideal candidate will live in Lexington or Louisville, KY.

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 relevant experience.
• Valid driver's license and clean driving record.
• 80% regional travel with 1-2 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

• 2+ years Medical and/or Pharmacy experience.
• 4+ years business to business sales experience.
• 3+ years sales experience with track record of success, of delivering results and meeting/exceeding sales goals.
• Strong business/financial acumen.
• Influential communicator with focus on active listening and customizing messages appropriately for differing audiences.
• Proficiency with using a CRM tool (e.g., Salesforce, ACT).
• Proficiency with MS Office Suite (Excel, Power Point, Word, and Outlook).

Additional Skills

• Experience in the retail/distribution, healthcare delivery, pharmacy, community pharmacy, benefits, or insurance industry helpful and preferred.
• Relationship building with a focus on facilitating trust and open communication.
• 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.
• Ability to read P/L statements.
• Excellent analysis, problem solving, and negotiation skills.
• Demonstrates teamwork/collaboration with a focus on facilitating trust and open communication.
• Ability to navigate complex environments successfully.
• Self-starter who is proactive and a continuous learner.
• 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 80% of the time by car.
• Must have a valid driver's license with a clean driving record/MVR.
• Must reside in/near Lexington or Louisville, KY.
• Remote/Home Office work environment.
• Must live within the territory.

Pay and benefits

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

Our Total Target Cash (TTC) Pay Range for this position

$114,800 - $191,300

Total Target Cash (TTC) is defined as base pay plus target incentive.

McKesson has become aware of online recruiting-related scams in which individuals who are not affiliated with or authorized by McKesson are using McKesson's (or affiliated entities, like CoverMyMeds or RxCrossroads) name in fraudulent emails, job postings or social media messages. In light of these scams, please bear the following in mind:

McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.

McKesson Talent Advisors do not communicate with candidates via online chatrooms or using email accounts such as Gmail or Hotmail. Note that McKesson does rely on a virtual assistant (Gia) for certain recruiting-related communications with candidates.

McKesson job postings are posted on our career site: careers.mckesson.com.