Business Development Manager for Pharmaceutical Sales

3 weeks ago

Huntsville, Alabama, United States MCKESSON Full time

About McKesson

Mckesson is a leading healthcare company that touches virtually every aspect of the industry. We deliver insights, products, and services that make quality care more accessible and affordable. Our goal is to foster a culture where employees can grow, make an impact, and are empowered to bring new ideas.

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 invite you to learn more about this opportunity.

Job Summary:

The Area Sales Manager is responsible for leading a team of field sales account executives and achieving all financial objectives. The ASM sets direction in alignment with business initiatives, attracts and selects talent, onboards new employees to decrease time to productivity, drives performance through their team members, and develops employees through coaching and feedback.

This role requires engagement with customer/manufacturer partners and various Mckesson specialists that support a segment or specific product category. Results are primarily achieved through the work of others and depend on the manager's ability to lead change, inspire their team, influence and negotiate with parts of the organization.

Main Responsibilities:
  • Achieve Gross Profit goal and related MBO targets (set annually) by adjusting local tactics based on guidance from RVPs and creating local strategies to drive growth and team performance.
  • Participate in monthly check-ins with RVPs, review performance to plan, MBOs, company initiatives, key customer trends & personnel matters.
Our Culture -
  • Model ICARE and ILEAD behaviors to embody our company culture.
  • Communicate key corporate and BU messages to the team, reward/recognize AEs as appropriate, and promote team building.
Develop & Lead Your Team -

Drive performance and development activities including leading through change, performance management of your team, self-directed continuing education and training to increase sales and negotiations skills, keeping informed of industry trends and current events within Mckesson.

Effectively communicate to and motivate your team during team meetings, 1:1s, via email, etc., ensure they understand Mckesson's strategy, local tactics, and are armed to overachieve. Nurture and grow the sales competencies and capabilities of your sales teams through effective observation during ride-a-longs, coaching & co-selling.

Tailor Strategies & Tactics for Growth supporting priorities -

Create, document, and update annual strategic and tactical plans that balance local market realities with broader Mckesson initiatives to ensure financial plan achievement. Grow existing portfolio including key customers through sales efforts focused on product penetration/wallet share growth.

Own Your Top Customers -
  • Lead/own bi-annual business reviews with your market's top 10 customers by revenue (or 1 per AE at a minimum).
  • Conduct penetration activities targeted against top 20 customers by revenue in your local market.
  • Retention: Coach AE's & get involved on behalf of customers to ensure account retention and growth.
Collaborate with Specialists -

ASMs will ensure field adoption of selling Mckesson's specialized offerings that require specialist help. Work collaboratively with Mckesson Sales Specialists to develop and adjust strategic sales plans targeting best opportunities, co-author related team communications and inspection of results.

Use technology & analytics to improve results -

ASMs will drive field adoption of available sales technologies to set direction, ensure understanding of opportunities and productivity, minimize waste and improve results.

Requirements:

  • Education/Training: 4-year degree in business or related field or equivalent experience.
  • Business Experience: Typically requires 9+ years professional/sales experience and 1+ years of supervisory and/or management experience.
  • Specialized Knowledge/Skills: Experience selling to C-suite Financial acumen Mature confidence and self-awareness Superior communication skills Ability to make difficult decisions and have difficult conversations Demonstrated performance management skills Demonstrated sales leadership skills Proficiency with Excel, Power Point, Outlook, and CRM tools Experience in distribution sales Demonstrated success in building and growing a new region/territory Prior healthcare experience is preferred.
Benefits:
  • Total Target Cash (TTC) Pay Range for this position: $126,300 - $210,500.
  • Mckesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information.

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