Institutional Sales Executive

MCKESSON; Florida; Hybrid; USD 111,000 - 185,000; Full time

Job summary

McKesson is seeking a Hospital Pharmacy Automation Sales Representative to drive adoption of StockArt and DrugCam across U.S. hospitals and health systems.

You will partner with hospital pharmacy leaders, understand clinical/workflow needs, and develop qualified opportunities through consultative selling and demonstrations. You will travel across the United States to support market development, product evaluations, and proposals, coordinating with internal teams to advance opportunities and

Qualifications

• Experience in healthcare or hospital sales and with CRM systems.
• Ability to identify business needs and present solutions to stakeholders.
• Experience selling to hospitals and health systems.

Responsibilities

• Identify and qualify prospective hospitals and health systems for StockArt and DrugCam.
• Conduct discovery sessions to understand workflows, challenges, and needs.
• Support product demonstrations, workflow assessments, and solution discussions.
• Translate customer requirements into product applications and recommendations.
• Maintain accurate records in CRM and coordinate with internal teams.
• Engage in market development activities and industry events.

Skills

Healthcare sales

CRM tools

Consultative selling

Hospital pharmacy

Stakeholder engagement

Tools

Salesforce

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 is seeking a Hospital Pharmacy Automation Sales Representative to help expand the adoption of innovative pharmacy automation and medication-management solutions across U.S. hospitals and health systems.

In this role, you will support market development and sales activities for StockArt medication management solutions and DrugCam IV compounding workflow technology. You will work directly with hospital pharmacy leaders and other healthcare stakeholders to understand clinical and operational workflows, identify business needs, demonstrate solutions, and develop qualified sales opportunities.

You will serve as a sales and application resource throughout the customer journey, from prospecting and discovery through demonstrations, solution development, evaluations, proposals, and opportunity advancement. This is an ideal opportunity for someone who combines consultative selling skills with an understanding of hospital pharmacy operations, healthcare technology, or clinical workflows.

What You’ll Do

• Identify, develop, and qualify prospective hospitals, health systems, early adopters, and strategic customer opportunities for StockArt and DrugCam solutions.
• Conduct customer discovery sessions to understand pharmacy workflows, operational challenges, business needs, automation goals, and technology requirements.
• Support customer presentations, product demonstrations, workflow assessments, workshops, and solution discussions.
• Translate customer requirements and pharmacy workflows into appropriate product applications and solution recommendations.
• Build relationships with hospital pharmacy leaders, clinical stakeholders, operational teams, and other healthcare decision-makers.
• Support competitive positioning, objection handling, pilot programs, product evaluations, validation activities, and reference-site opportunities.
• Maintain accurate customer interactions, opportunities, follow-up activities, and pipeline information in Salesforce CRM.
• Partner with internal McKesson teams to advance qualified opportunities and support proposals, RFP responses, presentations, and sales-enablement materials.
• Gather and communicate customer feedback, competitive intelligence, market trends, workflow requirements, and potential product gaps.
• Participate in customer site visits, industry conferences, trade shows, demonstrations, and other market-development activities.
• Provide regular updates on sales activity, customer opportunities, risks, competitive developments, and recommended next steps.

Basic Requirements

These requirements should be limited to qualifications that can be readily identified on a candidate's resume.

• Experience in healthcare sales, hospital sales, medical technology sales, pharmacy technology, or a related customer-facing healthcare role.
• Demonstrated experience working with customers to identify business needs, deliver presentations or demonstrations, and support sales opportunities.
• Experience with CRM or sales pipeline management tools such as Salesforce.
• Education/experience requirement: Insert the exact McKesson S3 Minimum Education & Typical Experience or Equivalent Combination language from the Career Framework before posting.

Preferred Skills/Experience

• Experience selling or supporting pharmacy automation, medication management, healthcare technology, medical devices, or clinical software solutions.
• Knowledge of hospital pharmacy operations, medication management, IV compounding, sterile compounding, or pharmacy workflow.
• Experience selling to hospitals, health systems, pharmacy leaders, or other healthcare decision-makers.
• Experience conducting customer discovery, workflow assessments, solution demonstrations, or consultative sales presentations.
• Experience supporting pilots, product evaluations, RFPs, proposals, or complex healthcare sales cycles.
• Knowledge of healthcare technology integration and hospital clinical workflows.
• Strong consultative selling, presentation, customer relationship, and business-development skills.
• Ability to communicate customer needs and market intelligence to product, sales, and other internal stakeholders.

Travel and Physical Requirements

• Ability to travel within the United States for customer meetings, hospital site visits, product demonstrations, trade shows, and industry conferences.
• Travel percentage should be added to the posting once confirmed by the hiring manager.
• Ability to work effectively in customer-facing hospital and healthcare 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. For more information regarding benefits at McKesson, please

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

$111,100 - $185,100

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

McKesson job postings are posted on our career site: careers.mckesson.com.

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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