Sales Manager for Medical Surgical Primary Care Sales

3 weeks ago


Reno, Nevada, United States MCKESSON Full time
Overview

Mckesson is an impact-driven Fortune 10 company that touches virtually every aspect of healthcare. We deliver insights, products, and services that make quality care more accessible and affordable.


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.


Mckesson partners with pharmaceutical manufacturers, providers, pharmacies, governments, and other organizations in healthcare to provide the right medicines, medical products, and healthcare services to the right patients at the right time, safely and cost-effectively.

Job Description: Area Sales Manager
  • Accountability: Lead a team of field sales account executives and achieve all financial objectives.
  • Key Responsibilities:

In this role, you will lead Field Reps in Nevada and New Mexico, and be responsible for setting direction in alignment with business initiatives; attracting and selecting talent; onboarding new employees to decrease time to productivity; driving performance through your team members by setting direction, providing feedback, and creating a trust-based, inclusive work environment; developing employees through coaching and feedback; rewarding and recognizing employees via ongoing recognition and core pay-for-performance practices.

  • Achieve Financials & MBO Goals - ASMs will achieve Gross Profit goal and related MBO targets through all key responsibilities; participate in monthly check-ins with RVPs; review performance to plan, MBO's, company initiatives, key customer trends, and personnel matters; adjust local tactics based on RVP guidance to enhance performance against goals; create and execute local strategies to drive growth and team performance.
  • Embody Our Culture - ASMs will embody our Enterprise culture and bring it to life with their teams by modeling ICARE and ILEAD behaviors, communicating key corporate and BU messages to teams, rewarding and recognizing Account Executives as appropriate, and promoting 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.
  • 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 - ASMs will focus on top customers and model best practices for their Account Executives by leading and owning bi-annual business reviews with their market's top 10 customers by revenue, conducting penetration activities targeted against top 20 customers by revenue in their local market, and through retention as they coach Account Executives and 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 inspect results. Utilize data and analytics to inform sales opportunity selection. Ensure Specialists can both initiate and support sales opportunities from beginning to end.
  • 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.
Required Skills and Qualifications
  • 9 years professional/sales experience
  • 1-year (min) leading people directly or indirectly
  • Must have a valid driver's license and acceptable driving record. 7-year MVR check during pre-employment.
Salary and Benefits

The estimated salary range for this position is $147,400 - $245,600 per year, plus a competitive bonus structure and comprehensive benefits package. At Mckesson, we offer a Total Rewards package that includes base pay, target incentive, and other compensation elements. The actual salary will depend on qualifications and experience. For more information, please visit our website.

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, or genetic information.



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