Regional Sales Director for Laboratory Diagnostic Sales

4 weeks ago

Cincinnati, Ohio, United States McKesson Full time
Job Title: Regional Sales Director for Laboratory Diagnostic Sales

McKesson is a leading healthcare 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.

As a Regional Sales Director for Laboratory Diagnostic Sales, you will be responsible for leading a team of sales consultants in the Northeast region to meet financial and business objectives. Your key responsibilities will include aligning team direction with business initiatives, recruiting and onboarding talent to accelerate productivity, setting clear goals to drive performance, and fostering an inclusive, trust-based work environment.

Key Responsibilities:
  • Achieve Financials & MBO Goals: Achieve laboratory revenue targets, capital sales goals, and MBOs. Conduct regular cadences with key internal stakeholders to ensure objectives are met. Exemplify a culture of accountability to achieve results.
  • Embody Our Culture: Model I2CARE and ILEAD behaviors. Communicate key corporate and BU messages to team. Reward/recognize DSCs as appropriate. Promote team building and team selling.
  • Develop & Lead Your Team: Drive Performance and Development Activities. Leadership and Change Management: Guide your team through changes, ensuring robust performance management and fostering a culture of continuous improvement. Engage in self-directed continuing education and training to enhance sales and negotiation skills while staying updated on industry trends and current events within McKesson.
  • Tailor local strategies & tactics for growth: Annual Planning: Create, document, and continuously update annual strategic and tactical plans that harmonize local laboratory market conditions with overarching McKesson initiatives, ensuring the achievement of financial objectives. Collaborate and strategize with key internal stakeholders for success (RVPs, Area Sales Managers, other specialists' leaders, etc.). Collaborate and strategize with key external stakeholders to drive results (manufacturers, customers, etc.).
  • Use technology & analytics to improve results: RSDs will drive utilization of with their teams. Must be able to analyze various reports and data sets to drive business results.

Minimum Job Qualifications:

  • Education/Training: 4-year degree in business or related field or equivalent experience.
  • Business Experience: 9 years professional/sales experience. 1-year leading people directly or indirectly.
  • Specialized Knowledge/Skills: Experience selling to C-suite. Financial acumen (compare quarterly trends, year-to-year growth, margin erosion, etc.). Mature confidence and self-awareness (can influence others diplomatically). Superior communication skills. Ability to make difficult decisions and have difficult conversations. Demonstrated performance management skills. Demonstrated sales leadership skills. Proficiency with Excel, PowerPoint, Outlook, and CRM tools. Experience in distribution sales desired. Background in laboratory diagnostics is desired. Demonstrated success in building and growing a new region/territory. Prior healthcare experience is preferred.

Required:

  • Must have a valid driver's license and acceptable driving record.

Working Conditions:

Environment: Home office, customer office.

Physical Requirements: Large percent of time performing computer-based work is required. Up to 50% travel within the region.

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