Pharmacy Sales Specialist

Join McKesson, a Fortune 10 company known for impacting healthcare by making quality care more accessible and affordable. At McKesson, we prioritize the health and well-being of both our employees and those we serve, fostering a culture where you can thrive, grow, and contribute meaningfully to the future of health.

The Pharmacy Sales Specialist (PSS) plays a critical role in expanding McKesson's range of products and services within the independent and long-term care pharmacy sector. This individual contributor position requires a strong focus on consultative sales and account management, as you will work closely with pharmacy owners and pharmacists in charge to establish McKesson as a valued partner.

As a PSS, you will craft individualized strategies for each assigned account, guiding the sales process from initiation through to contract negotiations. This position is field-based, with daily customer interactions and significant travel involved.

Key Responsibilities:

• Achieve annual budget objectives for your assigned sales territory.

• Develop a comprehensive business plan to optimize both short- and long-term performance.

• Lead consultative sales processes from identification to contract negotiations for all opportunities.

• Build a strong opportunity funnel through proactive outreach and coordinated efforts.

• Contribute valuable insights for the continuous improvement of McKesson products and services based on pharmacy partner experiences.

• Provide customers with strategic marketing advice, financial analysis for planning, and managed care insights to enhance their success.

• Create engaging sales proposals, business reviews, presentations, product demonstrations, and merchandising strategies to expand existing business or attract new accounts.

• Embody the ICARE principles in all success efforts.

• Establish and maintain strong relationships with key clients to ensure credibility and long-term partnerships.

• Collaborate with internal teams, including operations and finance, to resolve issues and deliver expert support to existing clients.

• Engage in team sales opportunities and joint presentations to foster business growth and enhance your selling skills.

• Keep detailed and accurate records in our Salesforce.com CRM, providing real-time sales forecasts.

• Undertake special projects as assigned.

Minimum Requirement:

A degree or equivalent experience is required, typically with 4+ years in a relevant role.

Education:

Bachelor's degree in a business-related field or equivalent work experience is preferred, with a focus on sales, marketing, business management, or healthcare.

Critical Skills:

• 4+ years of business-to-business field sales or account management experience, ideally in healthcare.

• 3+ years of successful sales experience with a proven history of exceeding goals.

• Strong analytical, problem-solving, and negotiation skills.

• Proficiency in CRM tools (such as Salesforce).

• Advanced skills in Microsoft Office Suite (Excel, PowerPoint, Word, Outlook).

• Ability to interpret and analyze P&L statements effectively.

Additional Skills:

• Experience in retail/distribution, healthcare, pharmacy, or insurance is preferred.

• Ability to utilize a consultative sales approach to identify customer needs.

• Skilled at conveying the organization's value proposition to clients.

• Willingness to travel extensively (up to 80%) with some overnight stays required.

• Strong business and financial acumen.

• Team-oriented with effective communication and trust-building abilities.

• Influential communicator with active listening skills, capable of tailoring messages for various audiences.

• Ability to navigate complex environments successfully.

• Proactive self-starter committed to continuous learning.

• Strong relationship-building skills, focusing on trust and transparency.

• Highly organized and adaptable to shifting priorities.

Working Conditions:

• Must be authorized to work in the US without restrictions; this position does not offer sponsorship.

• Extensive overnight travel is required, representing approximately 80% of the time.

• A valid driver's license and a clean driving record are necessary.

• Primary territory will include Western and Northern Michigan. The ideal candidate will reside in this area.

• This position allows for remote or home office work arrangements.

McKesson offers a competitive compensation package as part of our Total Rewards program, aligned with factors like performance, experience, and skills, as well as market evaluations. The Total Target Cash (TTC) Pay Range for this position is $119,700 - $199,500, reflecting base pay plus potential incentives.

Join us at McKesson