Institutional Sales Executive

This is a fully remote position, open to applicants in Florida.

📋 Description

• Identify, cultivate, and evaluate potential hospitals, health systems, early adopters, and strategic customer opportunities for StockArt and DrugCam solutions.

• Conduct customer discovery sessions to gain insights into pharmacy workflows, operational challenges, business requirements, automation objectives, and technology specifications.

• Assist in customer presentations, product demonstrations, workflow evaluations, workshops, and solution discussions.

• Convert customer needs and pharmacy workflows into suitable product applications and solution recommendations.

• Establish relationships with hospital pharmacy leaders, clinical stakeholders, operational teams, and other healthcare decision-makers.

• Aid in competitive positioning, objection resolution, pilot initiatives, product assessments, validation efforts, and reference-site opportunities.

• Keep precise records of customer interactions, opportunities, follow-up actions, and pipeline details in Salesforce CRM.

• Collaborate with internal McKesson teams to progress qualified opportunities and assist in proposals, RFP responses, presentations, and sales-enablement materials.

• Collect and relay customer feedback, competitive insights, market trends, workflow needs, and potential product deficiencies.

• Engage in customer site visits, industry conferences, trade shows, demonstrations, and other market development activities.

• Provide consistent updates on sales activities, customer opportunities, risks, competitive developments, and suggested next steps.

⛳️ Requirements

• Background in healthcare sales, hospital sales, medical technology sales, pharmacy technology, or a similar customer-facing healthcare position.

• Proven experience collaborating with customers to discern business needs, deliver presentations or demonstrations, and facilitate sales opportunities.

• Familiarity with CRM or sales pipeline management tools, such as Salesforce.

• Experience in selling or supporting pharmacy automation, medication management, healthcare technology, medical devices, or clinical software solutions.

• Understanding of hospital pharmacy operations, medication management, IV compounding, sterile compounding, or pharmacy workflow.

• Experience in selling to hospitals, health systems, pharmacy leaders, or other healthcare decision-makers.

• Proficiency in conducting customer discovery, workflow evaluations, solution demonstrations, or consultative sales presentations.

• Experience in supporting pilot programs, product evaluations, RFPs, proposals, or complex healthcare sales cycles.

• Knowledge of healthcare technology integration and clinical workflows within hospitals.

• Strong consultative selling, presentation, customer relationship, and business development skills.

• Ability to convey customer needs and market insights to product, sales, and other internal stakeholders.

• Willingness to travel within the United States for customer meetings, hospital site visits, product demonstrations, trade shows, and industry conferences.

• Capability to work effectively in customer-facing hospital and healthcare settings.

🏝️ Benefits

• Competitive compensation package.

• Annual bonus or long-term incentive opportunities may be available.

• Benefits available through McKesson’s Total Rewards program.

• Equal employment opportunities.

• Reasonable accommodations for job seekers with disabilities.