Sales Account Executive / Account Management Pharmaceuticals : Health - Company Description:
McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. McKesson Business Performance Services (BPS) is a leader in physician and hospital revenue cycle management, physician electronic health record and practice management system technology, and strategic consulting services. BPS offerings are uniquely designed to help physician groups, hospitals and health systems, accountable care organizations, labs, and emergency medical service providers improve efficiency and grow revenues while staying current with the latest regulatory requirements.
We understand the importance of a system that works together. Your expertise, drive and passion can help us carry out our mission to improve lives and advance healthcare.
Join our team of leaders to begin a rewarding career.
McKesson is looking for a Retail Sales Manager who will cover independent pharmacies as well as small regional chains centrally located in the Washington area to cover the Baltimore to Fredericksburg region territory.
The Retail Sales Manager (RSM) 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 RSM 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 RSM will develop the appropriate strategy for each assigned account and lead the coordinated execution of various products and service throughout the sales process. The RSM will position McKesson as a trusted and expert partner.
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 product 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.
Ensures on:going attention to enhancing strong relationships with key customers in order 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 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 CRM, providing an accurate sales forecast in real:time.
Special projects as assigned.
2+ years sales experience
4 year degree
Computer Proficiency in MS Office
Negotiation and strategic thinking ability
Sales process knowledge
Excellent written and verbal communication
Time and territory management ability
Ability to travel within assigned territory and clean driving record required