The Laboratory Regional Sales Director (RSD) is tasked with leading a team of Laboratory Diagnostic Sales Consultants in the Northeast to meet financial and business objectives.
Key responsibilities 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.
Additionally, the RSD is responsible for employee development through coaching and feedback. Achieving results in this role heavily relies on the manager's ability to lead change, inspire the team, and influence and negotiate across the organization, even without formal authority.
The RSD will also focus on building strong relationships with key supplier partners, customers, and internal stakeholders.
Internally, the RSD will collaborate with various departments such as Marketing, PSSP, Finance, and sales & specialist teams throughout McKesson to maximize cross-selling and upselling opportunities.
Candidates must live within the Northeast region.
Key Responsibilities
1. Achieve Financials & MBO Goals
Achieve laboratory revenue targets, capital salesgoals and MBOs.
Conduct regular cadences with key internal stakeholders to ensure objectives are met
Exemplify a culture of accountability to achieve results
2. Embody Our Culture - RSDs will embody our Enterprise culture and bring it to life with their teams.
Model I2CARE and ILEAD behaviors
Communicate key corporate and BU messages to team
Reward / recognize DSCs as appropriate
Promote team building and team selling
3. 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.
Effective Communication and Motivation : Clearly communicate and motivate your team during meetings, one-on-ones, and through emails.
Ensure they understand McKesson’s strategy and local tactics, enabling them to exceed their targets.
Sales Competency Development : Develop and enhance the sales competencies and capabilities of your team through effective observation during ride-alongs, coaching sessions, and co-selling activities.
Diversity in Hiring : Focus on hiring practices that improve team diversity, ensuring a broad range of perspectives and skills within the team.
4. 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.)
5. Use technology & analytics to improve results
RSDs will drive utilization of SalesForce.com 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 yearsprofessional / 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, Power Point, Outlook, and CRM tools.
Experience in distribution salesdesired
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
Environment
Home office, customer office
Physical Requirements -
Largepercent of time performing computer-based work is required.
Up to 50% travel within the region
We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets.
The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations.
In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered.
For more information regarding benefits at McKesson, please
Our Total Target Cash (TTC) Pay Range for this position :
$140,300 - $233,900
Total Target Cash (TTC) is defined as base pay plus target incentive.
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