Senior Sales Specialist

McKesson; Cary (NC); On-site; USD 110,000 - 150,000; Full time

Job summary

McKesson in Cary, NC is seeking a Senior Sales Specialist to lead development and execution of innovative partnerships with Biologics provider customers, including community oncology practices and health systems.

You will design training programs for provider-facing sales teams, work with Regional Account Executives nationwide, and drive referral growth while aligning with McKesson's ICARE and ILEAD principles.

Responsibilities

• Develop and deliver onboarding and ongoing training programs for provider-facing inside and field sales representatives.
• Create training curricula covering specialty pharmacy services, patient support programs, referral and prescription workflows, access and reimbursement, adherence, and other relevant capabilities.
• Translate complex clinical, operational, reimbursement, and specialty pharmacy concepts into clear, practical sales messaging.
• Develop role-specific training for inside sales representatives, field sales representatives, account managers, and sales leaders.
• Facilitate live classroom, virtual, workshop, and hands-on training sessions.
• Partner with subject-matter experts to ensure training content is accurate, current, and aligned with business priorities.

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.

Job Description

The Senior Sales Specialist (SSS), is responsible for leading the development and execution of innovative partnerships with the provider customers of Biologics specialty pharmacy, including community oncology practices and health systems. Strategies will be primarily focused on creating mutually beneficial models which drive efficiency and business value for the customer, while also increasing the prescription volume of oncology and rare disease drugs to the pharmacy.

The SSS role will support the Biologics provider sales team to collaborate with the leadership teams of the physician institutions to develop the tactical plans necessary to execute on the partnership goals. The SSS will work with Biologics Regional Account Executives, across the country, to drive increase referral counts through net-new business development opportunities, as well as penetration of existing clients. When necessary, the SSS will provide additional support to territories vacant of the RAE role and/or territories underperforming to plan.

Along with field sales responsibilities, the SSS will also be responsible for designing, delivering, and continuously improving training programs that enable provider-facing sales teams to effectively communicate the value of specialty pharmacy services to healthcare providers, practices, health systems, and other key stakeholders. This role serves as a subject-matter expert and strategic training partner for inside sales and field sales teams, ensuring representatives have the knowledge, skills, tools, and confidence needed to drive provider engagement, strengthen relationships, and support specialty pharmacy growth. A key part of the training initiatives will be conducted through in-person ride-alongs with Regional Account Executives in their designated territories.

The SSS must understand macro and micro healthcare dynamics, business fundamentals and physician motivation to develop strategies to attract new business. This is accomplished through effective lead management, strategic prospecting, relationship development and personalization of the sales process. The SSE fosters relationships with prospects, vetting needs and opportunities to discover unique and creative ways to engage in business & patient care relationships.

Ultimately, the SSS will have responsibility for surpassing new referral goals at the national level. Success will also be measured by the overall business impact of these solutions and cross-functional collaboration which creates and sustains a contagious winning attitude among the sales team within a collaborative teamwork environment that promotes McKesson's ICARE and ILEAD principles.

Key Responsibilities

Sales Training & Development

• Develop and deliver onboarding and ongoing training programs for provider-facing inside and field sales representatives.
• Create training curricula covering specialty pharmacy services, patient support programs, referral and prescription workflows, access and reimbursement, adherence, and other relevant capabilities.
• Translate complex clinical, operational, reimbursement, and specialty pharmacy concepts into clear, practical sales messaging.
• Develop role-specific training for inside sales representatives, field sales representatives, account managers, and sales leaders.
• Facilitate live classroom, virtual, workshop, and hands-on training sessions.
• Partner with subject-matter experts to ensure training content is accurate, current, and aligned with business priorities.

Sales Effectiveness & Coaching

• Establish and reinforce sales competencies, including consultative selling, discovery, value-based messaging, objection handling, account planning, and closing.
• Coach representatives through real-world provider scenarios, role plays, case studies, and call simulations.
• Provide feedback to improve sales conversations, presentations, provider engagement, and follow-up strategies.
• Partner with sales leadership to identify performance gaps and develop targeted remediation or development plans.
• Support new-hire onboarding and accelerate time-to-productivity.

Specialty Pharmacy & Provider Knowledge

• Maintain strong working knowledge of specialty pharmacy operations, provider workflows, patient access, reimbursement, referral processes, and patient support services.
• Ensure sales teams understand the unique needs and challenges of