Pharmacy Sales Consultant

Mckesson Corporation; California; Remote; USD 139,000 - 232,000; Full time

Job summary

McKesson Corporation in the United States seeks a results-driven Pharmacy Sales Consultant to grow and retain community and Alternate Site pharmacy business across an assigned geographic territory. This field-based, consultative role requires frequent customer engagement and travel.

You will lead the sales process from qualification to contract negotiation, develop business plans, build a strong pipeline, and collaborate with cross-functional teams.

Qualifications

• Requires a degree or equivalent experience with sales focus.
• 4+ years of sales experience and a track record of delivering results.
• 4+ years of B2B field sales experience preferred.

Responsibilities

• Meet annual budget goals for the assigned sales territory.
• Develop a comprehensive business plan to maximize territory performance.
• Lead the consultative sales process from qualification through contract negotiation.
• Build an opportunity pipeline through targeted prospecting and outreach.
• Advise customers on marketing, finance, and growth opportunities while showcasing McKesson offerings.

Skills

Sales experience

B2B sales

CRM proficiency

MS Office

Negotiation

Financial acumen

Education

Bachelor’s degree in business-related field

Tools

Salesforce

ACT

Microsoft Office

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.

Current Need

We are seeking a results-driven Pharmacy Sales Consultant (PSC) to grow and retain community and Alternate Site pharmacy business within an assigned geographic territory. In this highly consultative, field-based role, you will build trusted customer relationships, develop tailored strategies for accounts and prospects, and lead the coordinated delivery of McKesson products and services that help customers achieve their business goals. You will collaborate across teams to identify opportunities, solve challenges, and position McKesson as a valued strategic partner. This role requires frequent customer and prospect engagement, extensive travel, and some overnight stays.

Key Responsibilities

• Meet annual budget goals for the assigned sales territory.
• Develop a comprehensive business plan to maximize short- and long-term territory performance.
• Lead the consultative sales process for territory opportunities, from qualification through contract negotiation.
• Build a strong opportunity pipeline through targeted prospecting, including cold calling and coordinated outreach.
• Use pharmacy partner insights to support the ongoing improvement and development of McKesson products and services.
• Advise customers on marketing, financial planning, managed care, competitive insights, and profit-growth opportunities while demonstrating the value of McKesson products, services, and technologies.
• Create proposals, business reviews, presentations, product demonstrations, merchandising plans, and promotions to expand existing business and win new accounts.
• Strengthen relationships with key customers to build trust, maintain credibility, and support long-term retention.
• Collaborate across departments to resolve customer issues and provide troubleshooting support for existing accounts.
• Contribute to sales team presentations to identify growth opportunities, strengthen selling skills, and deepen customer knowledge.
• Maintain timely, complete, and accurate Salesforce CRM records and real-time sales forecasts.
• Complete special projects as assigned.

Minimum Requirement

Typically requires a degree or equivalent experience, plus 4+ years of relevant experience.

Travel

• Must have a valid driver's license with a clean driving record/MVR.
• Must be open to 70% travel with 4-8+ overnights per month.

Education

Bachelor’s degree in a business-related field or equivalent work experience, with an emphasis in sales, marketing, business management, account management, or a healthcare-related field preferred.

Critical Skills

• 4+ years sales experience with track record of success, of delivering results and meeting/exceeding sales goals.
• 4+ years B2B fieldsales experience.
• Experience in the retail/distribution, healthcare delivery, pharmacy, community pharmacy, benefits, or insurance industry helpful and preferred.
• Proficiency with using a CRM tool (e.g., Salesforce, ACT).
• Proficiency with MS Office Suite (Co-pilot, Excel, Power Point, Word, and Outlook)
• Consultative sales approach to identify customer needs.
• Excellent analysis, problem solving, and negotiation skills.
• Strong business and financial acumen.

Additional Skills

• Collaborates effectively to build trust and promote open communication.
• 2+ years Medical and/or Pharmacy experience.
• Clearly communicates the organization’s value proposition to customers.
• Communicates persuasively, listens actively, and tailors messages to different audiences.
• Understands the competitive landscape, including relevant markets, customers, products, and services.
• Navigates complex environments and accounts effectively.
• Takes initiative and demonstrates a commitment to continuous learning.
• Builds strong relationships grounded in trust and open communication.
• Reads and interprets profit and loss (P&L) statements.
• Adapts to changing priorities and stays highly organized.
• Demonstrates accountability, confidence, strong organization, and a results-oriented mindset.

Working Conditions

• Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.
• Remote/Home Office work environment.
• Must live in territory, ideally centrally located.
• Able to travel extensively overnight in region to customers 70% of the time by air and by car.

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:

$139,000 - $231,600

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!