Area Sales Manager, Ambulatory Care, Orange County CA

McKesson; California (MO); On-site; USD 165,000 - 195,000; Full time

Benefits offered by this job

Company vehicle

Auto allowance $668/mo

Long-Term Incentive Program

Total Rewards

Job summary

McKesson Medical-Surgical seeks an Area Sales Manager to lead the Ambulatory Care team in Orange County, CA. This role requires a true leader who can inspire and coach a high-performing team through growth and market evolution.

The candidate will travel 75% across the territory, drive strategic sales initiatives, and foster executive-level relationships to deliver exceptional customer outcomes.

Qualifications

• 9+ years of relevant experience in sales or leadership roles.
• At least 1 year of direct or indirect leadership experience.
• Valid driver's license; 7-year MVR check completed as part of pre-employment.

Responsibilities

• Lead a high-performing Ambulatory Care sales team across the Orange County territory.
• Drive transformation, maintain engagement, and deliver performance in a dynamic market.
• Develop and execute territory growth strategies to meet sales and profitability targets.
• Build executive-level relationships with customers and internal partners to ensure outcomes.
• Monitor financial metrics and allocate resources to maximize growth and profitability.
• Maintain frequent field presence and coach teams during customer visits.

Skills

Leadership

Executive presence

Coaching

Strategic thinking

Communication

Education

Bachelor's degree

Job description

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 Medical-Surgical is seeking an exceptional Area Sales Manager to lead our Ambulatory Care team serving Orange County, California. This is more than a sales leadership role. It is an opportunity to guide a high-performing team through an exciting period of growth, transformation, and evolution within one of healthcare's most dynamic markets.

We are looking for a true leader, not simply a manager. The ideal candidate will possess the executive presence, emotional intelligence, and business acumen necessary to inspire teams, navigate change, and create clarity during times of transition. This leader will inherit a strong, collaborative culture and will be responsible for fostering an environment where trust, accountability, development, and performance continue to thrive.

As McKesson Medical-Surgical continues to evolve, this leader will play a critical role in helping team members understand changing priorities, embrace new opportunities, and remain focused on delivering exceptional customer outcomes. The successful candidate will be a strategic thinker, skilled coach, change agent, and culture builder with a passion for developing people and driving sustainable business growth.

Location Requirement

To support regular field engagement and leadership visibility, candidates must currently reside in Orange County, California, or within 25 miles of Orange County.

Key Responsibilities

Leadership & Team Development

• Lead, coach, and develop a high-performing team of sales professionals across the territory.
• Foster a culture of collaboration, engagement, accountability, and inclusion while preserving the strong team dynamic already established within the region.
• Create meaningful opportunities for team connection, recognition, and professional growth.
• Serve as a trusted advisor and coach who helps team members navigate challenges, build confidence, and achieve their full potential.
• Maintain an active field presence by regularly accompanying team members on customer visits, providing real-time coaching, strengthening customer relationships, and driving engagement across the region.

Change Leadership

• Guide the team through business transformation, organizational changes, and evolving market dynamics while maintaining engagement and performance.
• Translate complex business initiatives into clear, actionable strategies that help team members understand priorities and execute effectively.
• Act as a stabilizing presence during periods of change by providing clear communication, transparency, and direction.
• Champion continuous improvement initiatives that support long-term organizational objectives.

Strategic Sales Leadership

• Develop and execute territory growth strategies aligned with organizational objectives.
• Drive achievement of sales, profitability, customer retention, and market share targets.
• Identify opportunities to expand existing customer relationships and capture new business.
• Utilize market intelligence, financial analysis, and customer insights to inform business decisions and sales strategies.

Customer & Executive Engagement

• Build and maintain executive-level relationships with key customers, stakeholders, and industry leaders.
• Partner with customers to understand strategic goals and develop solutions that support their success.
• Represent McKesson with professionalism, credibility, and executive presence in all customer interactions.
• Collaborate cross-functionally with internal business partners to deliver exceptional customer outcomes.

Business & Financial Management

• Leverage strong financial acumen to evaluate territory performance, identify trends, and drive profitable growth.
• Monitor business metrics and key performance indicators to inform decision-making and resource allocation.
• Develop strategic plans that balance customer needs, organizational objectives, and financial outcomes.

Travel Requirements

• 75% Travel
• Frequent travel throughout the territory is required.

Minimum Requirements

• 9 years of relevant experience
• 1 year of direct or indirect leadership
• Valid driver's license. 7-year Motor Vehicle Record check completed as part of pre-employment

Compensation

• Base Salary: $165,000 - $195,000
• Management Incentive Plan: 20% of annual base salary
• Sales Incentive: $60,000 target
• Auto Program: Company vehicle with fuel card, or monthly auto allowance of $668
• Eligible for McKesson Long-Term Incentive Program

Critical Preferred Qualifications

• Demonstrated success leading high-performing sales teams through organizational change, transformation, or business growth initiatives.
• Proven ability to foster and strengthen team culture while maintaining employee engagement and accountability.
• Executive presence with the ability to influence customers, peers, and senior leadership.
• High emotional intelligence with exceptional coaching, listening, and relationship-building capabilities.
• Strong financial acumen with the ability to interpret business performance, identify opportunities, and drive profitable growth.
• Ability to translate complex business strategies into clear direction and actionable plans for teams.
• Proven success developing talent and creating high-performing, customer-focused organizations.
• Excellent communication and presentation skills with the ability to engage audiences at all organizational levels.
• Strong business planning, analytical, and strategic thinking capabilities.
• Must currently reside in Orange County, California, or within a 25-mile radius of Orange County.

Education

• Bachelor's degree required.

Working Conditions

• Frequent automobile and air travel.
• Regular walking and standing.
• Significant field-based customer and team engagement activities.
• Traditional office environment.

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.

Our Total Target Cash (TTC) Pay Range for this position: $175,600 - $292,600

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

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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 (United States) [e-mail] or (Canada) [e-mail]. Resumes or CVs submitted to this email box will not be accepted.

Join us at McKesson!