VP of Sales, Central Area

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve – we care.

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Position Summary:

The primary role of the Vice President of Sales for MHS is lead team of field sales professionals, developing the team and helping manage strategic customer relationships.  The Vice President of Sales will work closely with leadership to help ensure customer retention, as well as other stakeholders to drive adoption of value-added services and solutions, through their team.

This role is within the Central Area.

Key Responsibilities:

Strategic Management

• Develop and communicate strategic sales and marketing plans to grow related market share and revenue while optimally increasing EBIT/AOP and PBT.

• Initiate change through consistent application and demonstration of the ICARE and ILEAD shared principles, which requires an in-depth understanding of the ICARE and ILEAD philosophy and model of behavior.

Health Systems Team and Customer Leadership

• Lead account management and sales team for assigned market in execution of corporate and strategic plans to reach and exceed targeted sales and financial goals.

• Drive maximal penetration of products and services offered by the McKesson Enterprise that are relevant to the MHS customer base.

• Achieve consistently superior customer satisfaction by leading MHS sales and customer service programs and efforts which ensure the needs of the customer are met and documented including but not limited to Net Promoter Scores (NPS). 

• Collaborate with the VP of Renewal relative to renewals for the assigned market.

• Ensure on-going, market focus in building strong relationships with key customers in order to build/maintain the credibility required to keep the business of these customers even during times of risk.

• Responsible for ensuring full and adequate technical account management and sales training is provided to staff in order to carry out their customer relationship management and sales responsibilities completely and with optimum results. This responsibility includes full and complete training in all products and services offered and available by the Company to the MHS customer base.

• Participate in the development of financial statements for this customer market and ensure that they reflect accurately & in a timely manner the financial status at the time of report in conformance with corporate accounting standards.

• Develop, communicate, & manage the budget within EBIT/AOP & PBT goals and ensure forecasts during the fiscal year are adjusted in a timely manner to drive sales results and adjustments to plan.

Human Resource Management

• Attract talent by ensuring recruitment activities in the market are consistent with the practices required to select qualified, top candidates.

• Retain, build and develop talent by coaching and training on crucial conversations, customer relationship management and negotiation skills, and health care industry knowledge.

• Responsible for the consistent application of corporate & HR management policies/practices and for ensuring ongoing employee/mgt. relations to support optimal team performance.

• Responsible for providing leadership and support for skills training initiatives for management & employees including the development of plans for the professional development of all sales personnel.

• Establish, direct and manage to performance expectations consistent with policies & standards to ensure excellent service to all customers.

Organizational Leadership & Liaison Activities

• Represent the health systems segment sales market within corporate contexts in carrying out the business of the company such as participation in the development of initiatives, plans, goals, policies, etc.

• Manage collaboratively ongoing relations with operations, credit, finance and other fields, and corporate organizations in order to optimize business results, customer satisfaction and contract compliance.

• Teach and model the ICARE and ILEAD principles with employees, customers, vendors, and other managers at all times and drive high-level compliance throughout the team and employees as necessary.

Minimum Job Qualifications:

12+ years of sales and account management experience, including at least 4 years managerial experience is preferred.

Critical Skills

• Demonstrated experience in understanding of and implementation of complex selling skills.

• Ability to create a working environment within the account management and sales teams, which fosters creativity, productivity, collaboration, and accountability by both management and employees.

• Ability to travel up to 50%, depending on market needs.  May vary.

• Experience developing and communicating strategic sales and marketing plans to grow related market share and revenue.

• Successfully led a high-performing team by providing consistent coaching and mentoring, offering development opportunities, and fostering a proactive problem-solving mindset.

• Demonstrated strong financial and business acumen.

• Strong computer skills (i.e., Microsoft – Word, Excel, PowerPoint, etc.)

• Must have a valid driver's license with a clean driving record/ MVR. 

Additional Skills

• Pharmaceutical distribution experience preferred.

• Demonstrated success in implementing a strategy and working through change and issue resolutions. Effective problem-solving skills on a wide scale.  

• Strong analytical skills with the ability to use data to inform business decisions.  

• Knowledge of healthcare industry trends and regulations

• Innovative/creative approach to sales and business solutions.

• Sense of ownership and personal accountability to excel and achieve sales results through account retention and expansion

Education

• 4-year degree or its equivalent, preferably with an emphasis in sales & marketing, strategic planning, or business management.

Physical Requirements

• General Office Demands.

• Ability to travel up to 50%, depending on market needs.  May vary.

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 click here.

Our Total Target Cash (TTC) Pay Range for this position:

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

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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