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Commercial Solutions Sales Director

4 months ago

Phoenix, Arizona, United States MCKESSON Full time

The Commercial Solutions Sales Director (CSSD) continually monitors and prospects for new sales opportunities from RFPs or emerging business needs in the market. They take leadership for identified sales opportunities, including overseeing proposal development and executive presentations to position
CMM capabilities using a consultative/solution selling approach. When landing new business, they oversee the contracting process so that contracts accurately address the customer's needs and protect CMM business interests. They collaborate closely with other members of the sales team to align services
with customer and business needs.


Key Responsibilities:

Solution SellingOversee the proposal process to ensure materials are accurate, meet customer needs, and delivered on timeEnsure that the proposal content leverages the power of the holistic CMM portfolio, while addressing the specific customer needsDeliver high impact executive presentations strongly positioning CMM and its capabilitiesProactively identify and implement ways to secure and grow business with customers through a consultative/solution sales approach that focuses on customer needs and solutionsLeverage the sales team and other CMM resources to position CMM products and show how they address client needsDevelop strong credibility and effective information delivery, leading discussions and engagement to influence decisionsSupport sales by extending existing business (e.g., renewals, retention)ProspectingAct as the primary point of contact within the CST for new sales opportunitiesMaintain a strong grasp of the current market conditions and of prospective customer businessMaintain a working understanding of CMM products and their relevance to customer needsStay current on opportunities in the marketplace including key trends for customers, competitors, etc.Attend and support industry trade shows, company sponsored and/or internal company meetings as needed
Opportunity ManagementQualify opportunities and develop a clear value proposition for the CMM product portfolioTrack sales-related discussions and next steps with prospective customersUpdate the sales pipeline regularly and accurately, ensuring that CST and CMM leadership are aware of actions and support requiredEnsure key relationships and opportunities identified by Emerging Biopharma are transitioned to the CST
Contracting OversightLead the development and update of contracts that accurately address the customer's needs and protect CMM's business interests, working across Contracting, Pricing, and Legal to resolve issuesPractice excellent negotiation skills to maximize the exchange of value
Minimum Job Qualifications (Knowledge, Skills, & Abilities):
Education/Training – Typically requires 10+ years of relevant experience, experience in the pharmaceutical industry a plus
Business Experience:Minimum 5 years healthcare sales or business development to biopharma companies.Demonstrated success in consultative and solution-oriented selling in a B2B environmentDemonstrated success with developing strategic customer plans and executing KPIsProven track record to meet and/or exceed business targetsFinancial acumen to evaluate revenue opportunities associated with pricingAbility to leverage in-depth knowledge of the customer's pipeline and business operations with account planning to identify, inform, analyze, and close on account opportunities.Team player with strong interpersonal and partnership skills.Ability to work within a CRM system; ability to create presentations using Microsoft PowerPoint and ease of use with applications including, but not limited to Microsoft Teams, Excel and Word.Ability to leverage cross functional partners in order to advance customer strategic plan and CMM financial goals.Strong executive presence requiredNegotiation skills required and ability to influence senior leaders, both internally and externally.
Specialized Knowledge/Skills:Biopharma industry knowledge and commercialization experience across the product lifecycle representing a variety of products and servicesExperience in biopharma business-to-business sellingPersuasive communication skillsFinancial and pricing acumen required Working Conditions:
Environment (Office, warehouse, etc.) –
Travel required up to 50%
Physical Requirements (Lifting, standing, etc.) –
McKesson is an Equal Opportunity/Affirmative Action employer. All qualified
applicants will receive consideration for employment without regard to race,
color, religion, creed, sex, sexual orientation, gender identity, national origin,
disability, or protected Veteran status.Qualified applicants will not be
disqualified from consideration for employment based upon criminal
history.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 Resumes or CVs submitted to this email box will not be accepted. Continue to grow your career with McKessonMcKesson is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history.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 Resumes or CVs submitted to this email box will not be accepted.Current employees must apply through internal career site.Join us at McKesson