Area Sales Manager, Ambulatory Care, Upstate New York

McKesson; New York (NY); On-site; USD 165,000 - 175,000; Full time

Benefits offered by this job

Company vehicle

Monthly auto allowance

Job summary

McKesson Medical-Surgical is seeking an exceptional Area Sales Manager to lead the Ambulatory Care sales team across Upstate New York, from Albany to Buffalo. This leadership role requires guiding a high-performing team through growth, change, and evolving healthcare dynamics while leveraging AI-enabled tools for performance and insights.

The successful candidate will reside in Upstate New York, travel extensively, and drive territory strategies with a strong financial acumen to deliver

Qualifications

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

Responsibilities

• Lead, coach, and develop a geographically dispersed sales team.
• Develop and execute territory strategies to drive sales growth and market share.
• Drive business growth with clear expectations, coaching, and performance management.
• Maintain active field presence through travel and customer engagement.
• Build executive-level relationships and leverage market intelligence to identify opportunities.

Skills

Healthcare sales experience

Leadership

Strategic planning

Coaching

Travel readiness

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.

McKesson Medical-Surgical is seeking an exceptional Area Sales Manager to lead our Ambulatory Care sales team throughout Upstate New York, supporting a territory that spans from Albany west through Syracuse, Rochester, and Buffalo and surrounding markets. This is more than a sales leadership role. It is an opportunity to guide a high-performing team through continued growth, change, and evolution within an increasingly dynamic healthcare landscape. We are looking for a true leader, not simply a manager. The ideal candidate will possess the executive presence, emotional intelligence, healthcare industry expertise, and business acumen necessary to inspire teams, navigate change, and drive performance across a geographically dispersed territory. This leader will inherit a team that includes both highly tenured, successful sales professionals and newer team members who are actively developing their skills and careers. Success in this role requires a leader who can honor what has worked, introduce fresh ideas and new approaches, accelerate development, and foster a culture of continuous learning and growth. As healthcare continues to evolve, this leader will play a critical role in helping team members understand changing market dynamics, embrace new technologies, leverage AI-enabled tools, and execute with consistency and excellence. 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 effective territory leadership and regular field engagement, candidates should currently reside within the Upstate New York territory and be willing to travel extensively throughout the territory on a regular basis. Preferred locations include: Albany Syracuse Rochester Buffalo

Key Responsibilities

• Lead, coach, and develop a geographically dispersed sales team, supporting both tenured high performers and developing talent while fostering accountability, engagement, and continuous growth.
• Guide the team through evolving healthcare market dynamics, organizational change, and business transformation while maintaining clarity, focus, and performance.
• Develop and execute territory strategies that drive sales growth, profitability, customer retention, and market share.
• Drive consistent execution across the region through clear expectations, effective communication, coaching, and disciplined performance management.
• Maintain an active field presence through regular travel, customer engagement, and ride-alongs to strengthen relationships and provide real-time coaching.
• Build executive-level customer relationships and leverage market intelligence, customer insights, and business analytics to identify opportunities and deliver effective solutions.
• Use financial acumen and key performance metrics to evaluate territory performance, inform decisions, and drive profitable growth.
• Champion continuous improvement and the adoption of innovative technologies, data, and AI-enabled tools that improve team effectiveness and customer outcomes.

Travel Requirements

75% Travel Frequent travel throughout Upstate New York is required. Regular overnight travel should be expected. Significant field-based leadership, coaching, customer engagement, and team development activities are essential components of the role.

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 screening

Compensation

• Base Salary: $165,000 - $175,000
• Management Incentive Plan: 20% of annual base salary
• Sales Incentive: $59,000 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 healthcare industry experience required, preferably within medical distribution, medical-surgical, ambulatory care, post-acute care, physician office, or related healthcare markets.
• Proven success leading sales teams through change, transformation, growth, and evolving market conditions.
• Strong track record of coaching and developing both experienced and emerging sales talent while fostering engagement, accountability, and performance.
• Deep understanding of healthcare market dynamics, customer needs, and industry trends, with the ability to translate insights into effective sales strategies.
• Demonstrated ability to drive results across geographically dispersed teams through disciplined execution, strategic planning, and strong financial acumen.
• Growth-minded leader who embraces continuous learning, innovation, technology, and AI-enabled tools to improve business outcomes and team effectiveness.
• Executive presence with exceptional communication, relationship-building, and influencing skills.
• Must reside within the Upstate New York territory, preferably Albany, Syracuse, Rochester, or Buffalo.

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 and remote work environments

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. Our Total Target Cash (TTC) Pay Range for this position: $168,000 - $280,000 Total Target Cash (TTC) is defined as base pay plus target incentive.

Equal Opportunity

McKesson is a 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].