Sales Executive - US Remote

McKesson; United States; Hybrid; USD 123,000 - 205,000; Full time

Benefits offered by this job

Hybrid work

Total rewards

Job summary

McKesson is seeking a Sales Executive for the Commercial Strategy & Innovation (CSI) Health Systems and Provider Team. This field sales role focuses on renewing the current customer base and expanding solutions within large hospital and outpatient pharmacy settings.

You will build strategic account plans, negotiate contracts, articulate ROI, and collaborate with multiple departments. Occasional travel of 25–50% is expected, with a hybrid work arrangement based on team needs.

Qualifications

• 4+ years of sales experience involving SaaS and healthcare related software.
• Bachelor's degree in sales, marketing, strategic planning, business management or equivalent experience.
• Proven executive relationship management and ability to influence at all organization levels.

Responsibilities

• Renew current customer base and drive solution expansion in large hospital and outpatient pharmacy accounts.
• Build renewal funnel and develop high-level relationships with key decision-makers.
• Develop One McKesson account plans covering all customer needs and opportunities.
• Design solutions and navigate contracting processes with customers.
• Keep Sales Management Tool up to date weekly for reporting."
• Understand customer processes and decision drivers and their current and future needs.
• Articulate ROI of products and coordinate with other success teams to pursue new opportunities.
• Travel 25%–50% of the time.

Skills

SaaS sales

Healthcare software

Executive relationship management

Communication

Negotiation

Strategic planning

Education

Bachelors degree

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.

The Sales Executive position is a field sales position for the Commercial Strategy & Innovation (CSI) Health Systems and Provider Team. The Sales Executive will be responsible for actively renewing the current customer base and solution expansion involving complex, large hospital, and outpatient pharmacies.

Key Responsibilities

• Intricate knowledge of the 340b program is imperative for success in the role.
• Conducts opportunity assessment for all accounts and defines overall account strategy.
• Builds renewal funnel and develops high-level relationships with key decision-makers and executives.
• Develops One McKesson account plans for all customers, inclusive of everything within an account.
• Designs solutions and negotiates or navigates the contracting process.
• Keeps Sales Management Tool up to date each week for reporting purposes.
• Understands customer processes and decision drivers as well as their current and future needs.
• Identifies new ways of creating value with customers.
• Able to articulate the ROI of products.
• Coordinates with other department success teams and shares new business opportunities.
• Participates in sales team presentations where appropriate to further enhance business growth opportunities, improve selling skills, and gain knowledge about the customer base.
• Stay abreast of and learns about all new technical applications, products, programs, and services available to customers and for applying or utilize them whenever appropriate or timely.
• Represent the company by consistently demonstrating the understanding and modeling of McKesson's ICARE shared principles.
• Travel 25% - 50% of time.

Minimum Requirement

Degree or equivalent and typically requires 4+ years of relevant experience.

Education

4-year degree, preferably with an emphasis in sales & marketing, strategic planning, business management or equivalent experience.

Critical Skills

• 4+ years sales experience involving SaaS and healthcare related software.
• Proven track record of consistent business relationship growth.
• Demonstrated executive relationship management.
• Ability to communicate and influence at all organization levels.

Additional Skills and Knowledge

• Excellent communication and active listening skills, ability to communicate with multiple stakeholders ranging from C-suite down.
• Knowledge of 340B Program.
• Experience selling SaaS services or pharmacy software applications.
• Knowledge of stakeholders, trends, and policy across healthcare.
• Ability to navigate a large, matrixed organization with shifting priorities.
• Proven experience in driving a diverse and inclusive culture .
• Ability to communicate and influence at all organization levels.
• Ability to articulate the organization's value proposition to customers.
• Proven business and financial acumen.
• Proven track record of delivering results through strategic methodologies/thinking.
• Successfully driving change initiative.

This position offers the possibility of a hybrid work arrangement based on recent updates to our in-office/work-from-home model. If located in DFW area, the selected candidate may be expected to work on-site at our Las Colinas office a minimum of two (2) days per week, with the remaining days worked remotely. Specific in-office days may be designated according to team needs and business priorities.

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:

$122,800 - $204,600

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