Strategic Accounts, Inside Sales Representative

McKesson; Richmond (VA); On-site; USD 55,000 - 90,000; Full time

Job summary

McKesson is seeking a Strategic Accounts Inside Sales Representative to join our Richmond, VA team. You will drive revenue growth through a mix of new account acquisition, account reactivation, and expansion within Health System customers.

You will contact clients via phone, email, and social channels to identify unmet needs and position McKesson’s portfolio. The ideal candidate builds strong customer relationships, re-engages inactive accounts, and delivers value through strategic partnerships

Qualifications

• 2+ years relevant experience.
• Experience building and revitalizing health-system accounts is preferred.

Responsibilities

• Drive new business opportunities through outbound prospecting and outreach.
• Re-engage dormant and inactive accounts to restore relationships and drive revenue growth.
• Expand existing relationships by identifying additional product and service opportunities.
• Develop strategies to increase market share within assigned accounts.
• Establish credibility with key stakeholders through proactive communication and consultative selling.
• Understand customer challenges and purchasing needs to deliver meaningful solutions.
• Support customer loyalty with exceptional service and ongoing account support.
• Promote and sell McKesson's medical-surgical, lab, and equipment solutions; prepare pricing and negotiate deals.

Skills

Customer relationships

Re-engaging inactive accounts

Consultative selling

Negotiation

Needs-based solutions

Data-driven decisions

Communication skills

Presentation skills

Organization & time management

Excel proficiency

Education

4-year degree or equivalent

Tools

Salesforce.com CRM

Microsoft Excel

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.

Are you passionate about turning untapped opportunities into long-term customer partnerships?

McKesson is seeking a Strategic Accounts Inside Sales Representative who thrives on rebuilding relationships, re‑engaging inactive customers, and uncovering growth opportunities within existing Health System accounts. This role is ideal for a sales professional who enjoys developing trusted customer relationships, expanding business within established accounts, and delivering solutions that improve outcomes for healthcare organizations.

If you are energized by winning back business, strengthening customer loyalty, and exceeding sales goals through consultative selling, we invite you to join our team.

Job Summary: McKesson is hiring a Strategic Accounts Inside Sales Representative to join our team in Richmond, VA. In this role, you will be responsible for driving revenue growth through a combination of new account acquisition, account reactivation, and expansion within existing Health System customers. You will leverage phone, email, social channels, and other outreach methods to engage customers, identify unmet needs, and position McKesson's portfolio of products and solutions.

The ideal candidate has a proven track record of building strong customer relationships, successfully re‑engaging inactive accounts, and helping customers realize greater value through strategic partnership and consultative selling.

Key Responsibilities:

Drive New Business and Account Growth

• Generate new business opportunities through outbound prospecting and targeted customer outreach.
• Re‑engage dormant, inactive, and win‑back accounts to restore customer relationships and drive revenue growth.
• Expand existing customer relationships by identifying additional product and service opportunities across the McKesson portfolio.
• Develop and execute strategies to increase market share within assigned accounts.

Build Trusted Customer Relationships

• Establish credibility with key customer stakeholders through proactive communication and consultative selling.
• Understand customer challenges, business objectives, and purchasing needs to deliver meaningful solutions.
• Strengthen customer loyalty by providing exceptional service and ongoing account support.
• Serve as a trusted advisor by recommending products, programs, and tools that improve customer outcomes and operational efficiency.

Deliver Sales Excellence

• Promote and sell McKesson's medical‑surgical, laboratory, and equipment solutions.
• Prepare pricing proposals, quotes, and negotiate sales opportunities to successful completion.
• Meet or exceed sales goals, revenue targets, and performance expectations.
• Utilize sales analytics and customer data to identify trends, opportunities, and account growth strategies.

Maintain Product and Industry Expertise

• Develop a strong understanding of McKesson products, value‑added programs, and healthcare industry trends.
• Stay informed on competitive offerings and changing market conditions.
• Demonstrate and communicate the value of customer technology and connectivity solutions, including platforms such as Orbits, Scan Manager, and EDI.

Operate Effectively in a Dynamic Environment

• Prioritize activities and manage multiple accounts effectively.
• Exercise sound judgment and problem‑solving skills to address customer needs.
• Adapt to changing priorities and organizational initiatives while maintaining focus on results.

Minimum Requirements: 2+ years relevant experience.

Must be Richmond, VA based

On‑Site Training & Hybrid Work Model

Training Schedule (4 Weeks On‑Site in Richmond, VA):

Training includes hands‑on systems instruction, shadowing senior sales team members, and applying what you learn in a supportive, supervised environment.

Schedule: Monday through Friday 8:00am to 5:00pm

Hybrid Work Model: After training, team members transition to a hybrid schedule with Thursdays in the office and the remainder of the week working from home. This model supports flexibility while maintaining strong team collaboration and customer engagement.

Compensation:

• Base: $26.92hr ($55,993)
• Sales Incentive Target (Uncapped): $34,000
• Total Target Cash: $90,000

Critical Skills:

• Proven ability to build, repair, and strengthen customer relationships within existing accounts.
• Demonstrated success re‑engaging inactive customers and growing revenue within established customer bases.
• Strong consultative selling, negotiation, and influencing skills.
• Ability to identify customer needs and deliver solution‑based recommendations.
• Experience working in a goal‑driven sales environment with a track record of achieving or exceeding performance objectives.
• Strong analytical skills with the ability to leverage data to identify opportunities and drive business decisions.
• Excellent communication, presentation, and relationship‑building skills.
• Exceptional organizational, time management, and account management capabilities.
• Advanced proficiency in Microsoft Office, including Excel.

Additional Skills:

• Experience utilizing Salesforce.com or a comparable CRM platform.
• Healthcare, medical distribution, or healthcare procurement experience.
• Government account experience.
• Sales, account management, or project management experience.
• Knowledge of Ambulatory Surgery Centers (ASC) and related healthcare markets.
• Experience managing customer retention, account revitalization, or business recovery initiatives.

Education: 4‑year degree or equivalent experience preferred

Physical Requirements: Large amount of computer‑based work. Large amount of time on telephone.

Travel - Up to 5%

Must be authorized to work in the US. Sponsorship is not available for this position

We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities and others with diverse perspectives to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us.

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:

32.09 - 53.49

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!