Pharmacy Sales Consultant (Long Island and Southern CT)

Current Need :

The Pharmacy Sales Consultant (PSC) is an individual contributor sales professional responsible for the sales of our portfolio products and services to independent pharmacies within an assigned geographic territory.

The PSC is a highly consultative role requiring the ability to effectively lead all interactions with the pharmacist in charge and / or business owner of the pharmacy.

The PSC will develop the appropriate strategy for each assigned account, prospect, and lead the coordinated execution of various products and service throughout the sales process.

The PSC will position McKesson as a trusted and expert partner. This is a field-based position with daily customer and prospect facing responsibilities within the region, so extensive travel with some overnights required.

Territory for this position is South Central Connecticut and Long Island. Candidate must reside within this territory.

Key Responsibilities :

Achieve annual budget objectives for assigned sales territory

Build a comprehensive business plan to optimize short- and long-term territory performance

Lead the execution of a consultative sales process from qualification to contract negotiations for all opportunities within assigned territory

Build a robust opportunity funnel by organic (cold calling) and coordinate efforts with the team Sales Executive

Prepare for and provide meaningful participation in the future improvement and development of McKesson product and services leveraging the experience of our pharmacy partners

Provides customers with marketing advice, financial analysis to formulate financial plans, managed care information, competitive data and profit enhancing opportunities through sales methodologies and programs designed to point out the benefits of company products / services / technologies

Develops sales proposals, business reviews, sales presentations of specific products and services, demonstrations of products, merchandising plans, and sales promotions to grow existing business or capture new accounts.

Ensures on-going attention to enhancing strong relationships with key customers in order to build / maintain the credibility required to retain business long term

Through collaboration with other departments and coordination with staff in operations, delivery, inventory, credit and finance, provides problems solving and troubleshooting expertise to customers in servicing existing accounts.

Through collaboration and team selling opportunities, participates in sales team presentations where appropriate to further enhance business growth opportunities, improve selling skills, and gain knowledge about the customer base.

Maintain current, detailed and accurate data in our Salesforce.com CRM, providing an accurate sales forecast in real-time

Special projects as assigned

Minimum Qualifications :

Degree or equivalent and typically requires 4+ years of relevant experience.

Critical Skills :

1+ years Medical and / or Pharmacy experience (REQUIRED)

3+ years B2B field sales experience (REQUIRED)

4-year business-related degree OR equivalent work experience in sales / account management

Ability to travel up to 75% in the designated territory

Current valid driver’s license and clean driving record required

Must be open to extensive day travel by car with at least a few overnights per month.

Additional Knowledge & Skills :

4+ year’s sales experience healthcare preferred but not required

Proficient in MS Office Suite

Ability to read P / L statements

Experience in the retail / distribution, healthcare delivery, pharmacy, benefits or insurance industry helpful and preferred

Consultative and partnership with a deep understanding of interpersonal communication and ability to identify customer needs

Business / Financial Acumen

Analysis / Problem-Solving / Negotiation

Teamwork / Collaboration

Relationship building with a focus on facilitating trust and open communication

Influential communicator with focus on active listening and customizing messages appropriately for differing audiences

Flexibility

Ability to navigate complex environments successfully

Strong organization skills

Organized, accountable, assertive and focused on results

Physical Requirements :

Position is field based with extensive territory travel by car

Some overnight travel required

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 :

$118,800 - $198,000

Total Target Cash (TTC) is defined as base pay plus target incentive.