Senior Field Sales Representative

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

📋 Description

• Promote and sell McKesson's portfolio of products and services to independent pharmacies within a designated geographic area.

• Facilitate consultative discussions with pharmacists and pharmacy owners.

• Formulate account strategies, identify prospects, and manage execution throughout the sales cycle.

• Retain independently owned community and Alternate Site pharmacies through strategies focused on customer satisfaction and growth.

• Acquire new, profitable business by leveraging McKesson's value proposition.

• Meet annual budget targets for the designated sales region.

• Develop a comprehensive business plan to enhance both short- and long-term performance in the territory.

• Oversee the sales process from qualification to contract negotiations.

• Build a pipeline of opportunities through cold calling and coordinated efforts.

• Provide feedback for the enhancement and development of McKesson's products and services.

• Advise customers on marketing strategies, financial analyses, managed care information, competitive insights, and profit-increasing opportunities.

• Create sales proposals, conduct business reviews, deliver presentations, demonstrate products, develop merchandising strategies, and execute sales promotions.

• Maintain strong relationships with key clients to ensure long-term business retention.

• Collaborate with operations, delivery, inventory, credit, pricing, and finance teams to resolve customer issues.

• Engage in team selling opportunities and deliver presentations with the sales team.

• Keep accurate records in Salesforce.com CRM and provide real-time sales forecasts.

• Undertake special projects as assigned.

⛳️ Requirements

• A degree or equivalent experience, typically requiring 4+ years in a relevant field.

• A valid driver's license and a clean driving record/MVR.

• Willingness to travel regionally 80% of the time, including 1–2 overnight trips monthly.

• A bachelor's degree in a business-related discipline or equivalent work experience is preferred.

• At least 2 years of experience in the medical and/or pharmacy sector.

• 4+ years of business-to-business sales experience.

• A minimum of 3 years of sales experience with a proven history of success in achieving and exceeding sales targets.

• Strong business and financial acumen.

• Proficiency in using a CRM tool, such as Salesforce or ACT.

• Proficiency in the MS Office Suite (Excel, PowerPoint, Word, and Outlook).

• Experience in retail/distribution, healthcare delivery, pharmacy, community pharmacy, benefits, or insurance is advantageous and preferred.

• A consultative sales approach to discern customer needs.

• Ability to clearly communicate the organization's value proposition to clients.

• Capability to interpret P/L statements.

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

• Ability to successfully navigate complex environments.

• Must be open to significant day travel by car, with at least a few overnight stays each month.

• Must be authorized to work in the US without restrictions; this position is not eligible for sponsorship.

• Must reside in or near Lexington or Louisville, Kentucky.

• Must live within the assigned territory.

🏝️ Benefits

• Competitive compensation package.

• Opportunities for annual bonuses or long-term incentives may be available.

• Comprehensive McKesson Total Rewards compensation package.

• Remote/Home Office work environment.