Area Sales Manager, Florida

McKesson; Florida; Hybrid; USD 145,000 - 242,000; Full time

Benefits offered by this job

Company vehicle + fuel card

Health, dental, vision benefits

401(k) with company match

Job summary

McKesson is seeking an Area Sales Manager to lead the Ambulatory Care Sales Team across Central Florida, including Orlando and Tampa. The role focuses on maximizing growth, nurturing a tenured high-performing team, and engaging senior health system stakeholders with strategic account plans.

The ideal candidate has extensive health system sales experience, executive presence, and strong coaching capabilities to drive sustainable growth in a dynamic healthcare market.

Qualifications

• Minimum 9 years of relevant sales experience.
• At least 1 year of direct or indirect leadership experience.
• Valid driver’s license; clean Motor Vehicle Record.

Responsibilities

• Lead and develop a high-performing Ambulatory Care sales team.
• Develop territory growth strategies aligned with company objectives.
• Build executive-level relationships with customers and health system leaders.
• Monitor KPIs and financial performance; guide territory decisions.
• Travel approximately 75% for Florida-based engagements and customer visits.

Skills

Healthcare sales leadership

Ambulatory care market knowledge

Executive presence

Strategic account planning

Coaching & development

Financial acumen

Team leadership

Market growth strategy

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.

Area Sales Manager | Florida

Lead One of McKesson's Top-Performing Ambulatory Care Sales Teams

McKesson Medical-Surgical is seeking an exceptional Area Sales Manager to lead our Ambulatory Care Sales Team supporting Central Florida.

This is more than a sales leadership role. It is an opportunity to step into an established, highly successful organization and help drive the next phase of growth across one of the nation's most dynamic healthcare markets. Unlike many leadership opportunities, this leader will inherit a tenured, experienced, and high-performing team with a strong track record of success. The opportunity is not about rebuilding performance. It is about maximizing opportunity, supporting complex customer engagements, identifying strategic growth initiatives, and helping a talented team continue to win.

We are seeking a proven sales leader who understands how to drive results, navigate complex healthcare environments, and support large customer opportunities. The ideal candidate will bring strong health system experience, a deep understanding of ambulatory care market dynamics, and the executive presence necessary to engage senior healthcare stakeholders with confidence.

This leader will serve as both a coach and strategic business partner, helping sales representatives navigate large opportunities, develop account strategies, strengthen executive-level relationships, and achieve sustainable growth across the territory.

Location Requirement

• Orlando, Florida
• Tampa, Florida
• Anywhere within the corridor between Orlando and Tampa

Key Responsibilities

Leadership & Team Development

• Lead, coach, and develop a high-performing team of sales professionals.
• Foster a culture of accountability, collaboration, engagement, and high performance.
• Support team members through strategic customer planning, opportunity development, and complex account management.
• Provide meaningful coaching, guidance, and professional development opportunities.
• Maintain an active field presence by regularly accompanying team members on customer visits, providing real-time coaching, and strengthening customer relationships.

Strategic Sales Leadership

• Develop and execute territory growth strategies aligned with organizational objectives.
• Drive achievement of sales, profitability, customer retention, and market share goals.
• Support the team in identifying opportunities to expand existing business and capture new growth opportunities.
• Utilize market intelligence, customer insights, and financial analysis to guide business decisions.
• Help representatives develop and execute strategic account plans for large customers and health system opportunities.

Customer & Executive Engagement

• Build and maintain executive-level relationships with key customers, health system leaders, and industry stakeholders.
• Participate in high-level customer meetings involving strategic planning, growth discussions, and complex opportunities.
• Support sales representatives during significant customer presentations, negotiations, and executive engagements.
• Represent McKesson with professionalism, credibility, and executive presence in all customer interactions.

Business & Financial Management

• Leverage strong financial acumen to evaluate territory performance and identify opportunities for growth.
• Monitor key performance indicators and business metrics.
• Develop strategic plans that balance customer needs, organizational objectives, and financial outcomes.
• Utilize business analytics and market intelligence to support territory decision-making.

Market Leadership

• Maintain expertise in Ambulatory Care and Health System market dynamics.
• Identify emerging healthcare trends, customer challenges, and competitive threats.
• Guide the team in developing strategies that align with changing market conditions.
• Partner across the organization to maximize customer value and growth opportunities.

Travel Requirements

• Approximately 75% travel
• Frequent travel throughout Florida 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 & Benefits

• Base Salary + Sales Incentive Target of $59,000
• Management Incentive Plan: 20% of annual base salary
• Auto Program: Company vehicle with fuel card OR monthly automobile allowance of $668
• 16 Days PTO
• 5 Personal Holidays, 7 Company-Recognized Holidays
• Medical, Dental, and Vision Benefits beginning the first day of the month following hire
• Company-Matched 401(k) available after 60 days
• Comprehensive Health & Wellness Program
• Tuition Reimbursement
• Eligible for McKesson Long-Term Incentive Program

Preferred Critical Qualifications

• Proven success leading high-performing healthcare sales teams
• Demonstrated experience driving sales growth and achieving business objectives
• Strong Health System sales experience and understanding of health system decision-making processes
• Deep knowledge of Ambulatory Care market dynamics
• Executive presence with the ability to engage senior healthcare leaders and large customer organizations
• Experience supporting complex customer opportunities, strategic account planning, and executive-level presentations
• Strong coaching and talent-development capabilities
• Financial acumen with the ability to evaluate business performance and drive profitable growth
• Ability to translate business strategy into actionable sales plans
• Excellent communication, presentation, and relationship-building skills
• Strong business planning, analytical, and strategic thinking capabilities
• Must reside in Orlando, Tampa, or within the corridor between those markets

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, please click here.

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

$145,100 - $241,800

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.

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