Capital Equipment Inside Sales Representative

McKesson; Richmond (VA); On-site; USD 32,000 - 53,000; Full time

Job summary

McKesson is seeking an energetic Inside Sales Representative to drive capital equipment sales via phone, email, and virtual channels. You will generate leads, qualify opportunities, and manage the full sales cycle from outreach to close, while expanding existing accounts and aligning solutions to customer needs.

You will build relationships with clinical, administrative, and purchasing stakeholders, deliver compelling virtual presentations, and stay current on product knowledge and industry

Qualifications

• High school diploma or equivalent and typically 2+ years of relevant sales experience.
• Experience in inside sales, B2B sales, business development, account management, or another customer-facing sales role.
• Experience with outbound prospecting, cold calling, lead generation, or new business development.
• Experience preparing customer quotes and negotiating or closing sales transactions.

Responsibilities

• Sell healthcare capital equipment, including beds, lifts, and diagnostic equipment, through phone, email, and virtual sales channels.
• Generate and qualify leads through outbound prospecting, cold calling, and re-engagement of inactive customers.
• Manage sales opportunities from initial outreach through quoting, negotiation, and close.
• Grow existing accounts by identifying new sales opportunities and expanding product utilization.
• Analyze customer purchase history and recommend capital equipment solutions aligned with customer needs.
• Build relationships with clinical, administrative, and purchasing stakeholders.
• Deliver virtual product presentations and education that clearly communicate product features, benefits, and value.
• Maintain knowledge of capital equipment products, healthcare industry trends, and the competitive landscape.
• Collaborate with field sales and internal support teams to coordinate account strategies and customer solutions.

Skills

Inside sales

B2B sales

CRM

Negotiation

Education

Bachelor's degree or equivalent

Tools

Salesforce CRM

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.

Capital Equipment Inside Sales Representative

About the Role

What You'll Do

• Sell healthcare capital equipment, including beds, lifts, and diagnostic equipment, through phone, email, and virtual sales channels.
• Generate and qualify leads through outbound prospecting, cold calling, and re-engagement of inactive customers.
• Manage sales opportunities from initial outreach through quoting, negotiation, and close.
• Grow existing accounts by identifying new sales opportunities and expanding product utilization.
• Analyze customer purchase history and recommend capital equipment solutions aligned with customer needs.
• Build relationships with clinical, administrative, and purchasing stakeholders.
• Deliver virtual product presentations and education that clearly communicate product features, benefits, and value.
• Maintain knowledge of capital equipment products, healthcare industry trends, and the competitive landscape.
• Collaborate with field sales and internal support teams to coordinate account strategies and customer solutions.

Basic Requirements

• High school diploma or equivalent and typically 2+ years of relevant sales experience.
• Experience in inside sales, B2B sales, business development, account management, or another customer-facing sales role.
• Experience with outbound prospecting, cold calling, lead generation, or new business development.
• Experience preparing customer quotes and negotiating or closing sales transactions.
• Experience using CRM and Microsoft Office applications.

Preferred Skills/Experience

• Bachelor's degree or equivalent experience.
• Healthcare, medical equipment, capital equipment, or medical-surgical sales experience.
• Experience with consultative or solution-based selling.
• Experience selling to healthcare providers or healthcare organizations.
• Salesforce CRM experience.
• Knowledge of healthcare procurement processes and Group Purchasing Organizations (GPOs).
• Strong virtual presentation, communication, listening, and negotiation skills.
• Ability to analyze customer sales history and identify account-growth opportunities.
• Strong product knowledge and ability to communicate value propositions effectively.

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: 32.09 - 53.49

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].