Sales Director

McKesson; United States; Remote; USD 173,000 - 288,000; Full time

Job summary

McKesson is seeking a Sales Director to drive strategic account planning and revenue growth across Health System, Hospital, and Provider accounts. This role focuses on executive relationship management, renewal strategies, and cross-functional collaboration to maximize customer value and long-term revenue.

The successful candidate will lead negotiations, manage renewal pipelines, and coordinate with Customer Success, Product, Operations, and Finance to achieve growth objectives.

Qualifications

• 7+ years of healthcare technology sales experience.
• Bachelor’s degree in Business, Marketing, Strategic Planning, Healthcare Administration, or related field.
• Experience building executive-level relationships with decision-makers.
• Proven ability to negotiate contracts, renewals and drive revenue growth.
• Experience with Salesforce and pipeline management.

Responsibilities

• Strategic account planning for Health System and Provider customers and driving revenue growth.
• Build and manage sales funnel using Salesforce and other tools; forecast renewals and manage timelines.
• Maintain executive relationships and conduct business reviews focused on outcomes and value.
• Develop retention strategies and identify expansion opportunities within existing accounts.
• Lead customer negotiations and renewal activities across cross-functional teams.
• Collaborate with sales, customer success, product, finance, legal, support, and operations.

Skills

Healthcare tech sales

Executive-level relationships

Contract negotiations

Forecasting & pipeline management

Cross-functional collaboration

Education

Bachelor’s degree in Business/Marketing/Healthcare Admin

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.

Role Overview

The Sales Director *individual contributor* is a field sales position responsible for selling technology, software, and service solutions for the Commercial Strategy & Innovation (CSI) Health Systems Sales & Provider Team. This role develops and executes strategic account plans, builds executive-level customer relationships, identifies opportunities across the McKesson portfolio, and drives revenue growth within assigned Health System, Hospital, and Provider accounts.

The Sales Director serves as a trusted advisor, coordinates internal and external communication, navigates complex sales cycles, and collaborates with cross-functional teams to deliver customer value and business outcomes. Responsible for achieving growth objectives through both net-new business acquisition and renewal retention strategies while maximizing customer lifetime value across assigned accounts. Owns customer lifecycle revenue management, including contract renewals, customer retention, expansion opportunities, and strategic account growth.

Key Responsibilities

Strategic Account Planning & Revenue Growth

• Develop, design, and execute strategic account plans for assigned Health System and Provider customers.
• Maintain account strategies that balance both net-new business opportunities and renewal retention objectives.
• Identify expansion, cross-sell, and upsell opportunities within existing customer relationships.

Pipeline, Forecasting & Business Management

• Build and manage an active sales funnel utilizing Salesforce and other sales management tools.
• Manage renewal pipeline forecasting and monitor contract timelines.
• Identify and mitigate renewal risks through proactive engagement.

Executive Relationship Management

• Own relationships with key stakeholders and executive decision-makers within assigned accounts.
• Conduct executive business reviews focused on customer outcomes, value realization, renewal readiness, and partnership growth.

Customer Retention & Expansion

• Develop and execute customer retention strategies designed to preserve recurring revenue.
• Partner with Customer Success, Product, Operations, Support, and Implementation teams.
• Identify customer health indicators, retention risks, and expansion opportunities.

Contracting, Negotiation & Renewal Management

• Lead customer negotiations and contract execution activities.
• Lead contract renewal negotiations and coordinate cross-functional activities necessary to secure successful renewal execution.

Cross-Functional Collaboration & Organizational Leadership

• Collaborate with sales, customer success, product, finance, legal, support, and operational teams.
• Partner with Customer Success and Operations teams to drive renewal attainment and long-term revenue retention objectives.

Minimum Requirement

Degree or equivalent and typically requires 7+ years of relevant experience.

Education

Bachelor’s degree in Business, Marketing, Strategic Planning, Healthcare Administration, or a related field, or equivalent experience.

Critical Skills

• Proven success driving new business growth, account expansion, and customer retention within healthcare technology, software, or services sales.
• Experience developing and executing strategic account plans for large Health Systems, Hospitals, and Provider organizations.
• Strong ability to build and manage executive-level relationships and influence key decision-makers throughout complex sales cycles.
• Demonstrated expertise in contract negotiations, renewals, forecasting, and pipeline management utilizing CRM tools such as Salesforce.
• Deep understanding of customer lifecycle management, recurring revenue models, and cross-functional collaboration to maximize customer value and revenue retention.

Additional Skills

• Proficiency in Microsoft Office (Outlook, Excel, Word, and PowerPoint).
• Strategic, innovative, out of the box thinker, with demonstrated success in complex problem resolution.
• Ability to manage multiple projects/tasks and meet deadlines in a fast-paced environment.
• Strong business and financial acumen.
• Collaborative team player with strong interpersonal and resource management skills.

Working Conditions

• Home office with extensive area travel up to 50%.
• Lift up to 25 pounds, some physical work will be necessary.

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:

$173,000 - $288,300

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!