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Area Sales Manager-Georgia

McKesson

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Remote, GA
LOCATION
Third Shift
SHIFT

Job Description

As posted by the hiring company

Job Overview:

McKesson requires new employees to be fully vaccinated for COVID-19 as defined by the CDC, subject to applicable, verified accommodation requests.

McKesson Corporation is a global leader in healthcare supply chain management solutions, retail pharmacy, community oncology and specialty care, and healthcare information solutions. McKesson partners with pharmaceutical manufacturers, providers, pharmacies, governments and other organizations in healthcare to help provide the right medicines, medical products and healthcare services to the right patients at the right time, safely and cost-effectively. United by our ICARE shared principles, our employees work every day to innovate and deliver opportunities that make our customers and partners more successful - all for the better health of patients. McKesson has been named a “Most Admired Company” in the healthcare wholesaler category by FORTUNE, a “Best Place to Work” by the Human Rights Campaign Foundation, and a top military-friendly company by Military Friendly. For more information, visit www.mckesson.com

We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities and others with diverse perspectives to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us. Apply to join our team and help shape the future of healthcare!

Current Need

We are seeking a Primary Care Area Sales Manager to join our team in Georgia. The ideal candidate will reside in the territory.

Position Description

The Area Sales Manager (ASM) is accountable for leading a team of field sales account executives and achieving all financial objectives. The ASM is responsible for setting direction in alignment with business initiatives; for attracting and selecting talent; onboarding new employees to decrease time to productivity; driving performance through their team members by setting direction, providing feedback, and creating a trust-based, inclusive work environment; developing employees through coaching and feedback; rewarding and recognizing employees via ongoing recognition and core pay for performance practices. Results are primarily achieved through the work of others and typically depend on the manager's ability to: leader change, inspire their team, influence and negotiate with parts of the organization where formal authority is not held. Provides leadership and direction to employees (sales and non-sales) either through other managers or directly to employees. The role requires engagement with customer/manufacturer partners and various McKesson specialists that support a segment or specific product category including LAB, Rx, McKesson Brands, Surgery Centers and Corporate Accounts.

Key Responsibilities

  • Achieve Gross Profit goal and related MBO targets (set annually), through all key responsibilities. Participate in monthly check in with RVPs. Review performance to plan, MBO’s, company initiatives, key customer trends & personnel matters • Adjust local tactics based on RVP guidance to enhance performance against goals. Create & execute local strategies to drive growth & team performance

  • ASMs will embody our Enterprise culture and bring it to life with their teams. • Model ICARE and ILEAD behaviors • Communicate key corporate and BU messages to team • Reward/recognize AEs as appropriate • Promote team building

  • Drive performance and development activities including but not limited to: leading through change, performance management of your team, self directed continuing education and training to increase sales & negotiations skills, keeping informed of industry trends and current events within McKesson. Effectively communicate to & motivate your team during team meetings, 1:1s, via email, etc. Ensure they understand McKesson’s strategy, local tactics and are armed to overachieve. Nurture and grow the sales competencies and capabilities of your sales teams through effective observation during ride-a-longs, coaching & co-selling. Hiring activities with a lens to improve team diversity.

  • Tailor strategies & tactics for growth supporting priorities - Create, document & update annual strategic & tactical plans that balance local market realities with broader McKesson initiatives to ensure financial plan achievement. Grow existing portfolio including key customers through sales efforts focused on product penetration/ wallet share growth.

  • ASMs will focus on top customers & model best practices for their AEs. • Lead/own bi-annual business reviews with your market’s top 10 customers by revenue (or 1 per AE at a minimum) • Conduct penetration activities targeted against top 20 customers by revenue in your local market • Retention: Coach AE’s & get involved on behalf of customers to ensure account retention & growth.

  • ASMs will ensure field adoption of selling McKesson’s specialized offerings that require specialist help. Work collaboratively with McKesson Sales Specialists to develop & adjust strategic sales plans targeting best opportunities, co-author related team communications and inspection of results. Utilize data & analytics to inform sales opportunity selection. Ensure Specialists can both initiate & support sales opportunities from beginning to end.

  • ASMs will drive field adoption of available sales technologies to set direction, ensure understanding of opportunities & productivity, minimize waste and improve results.

Minimum Requirements

  • Degree or equivalent experience. Typically requires 9 + years of professional experience and 1 + years of supervisory and or management experience

Critical Skills

  • Must have a valid driver's license and acceptable driving record

  • Prior healthcare experience is preferred.

  • 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 sales

  • Demonstrated success in building and growing a new region / territory

Education

  • 4-year degree in business or related field or equivalent experience

Travel

  • Ability to travel daily with some overnights within assigned territory up to 80% of the time.

Physical Requirements

  • General office demands

  • Ability to travel by car for extended periods

Must be authorized to work in the US. Sponsorship is not available for this position

McKesson is an Equal Opportunity/Affirmative Action employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to Disability_Accommodation@McKesson.com. Resumes or CVs submitted to this email box will not be accepted.

Current employees must apply through the internal career site.

Join us at McKesson!