Area Sales Manager, MO, KS, NE

McKesson•Work at Home - Missouri, USA (WMOA), MO

3d•$152,700 - $254,500•Hybrid

About The Position

McKesson is seeking an experienced Area Sales Manager to join their Medical-Surgical Ambulatory Care Sales team. This leadership role oversees a team of Field Sales Representatives across Western Missouri (west of Columbia), Kansas, and Nebraska. The Area Sales Manager (ASM) is responsible for leading a high‑performing team of Field Sales Account Executives and achieving all financial objectives for the assigned territory. This role provides strategic direction aligned with business priorities and ensures strong execution through effective leadership, performance management, and talent development. The ASM attracts and selects top talent, ensures efficient onboarding to reduce time to productivity, and drives team performance through clear expectations, real‑time feedback, and a trust‑based, inclusive work environment. This leader is accountable for coaching, developing, and recognizing employees while reinforcing core pay‑for‑performance practices. Success in this role is achieved primarily through the performance of others and relies on the ASM’s ability to lead change, inspire and engage their team, and influence stakeholders across the business — including those for whom they do not have direct authority. The ASM provides leadership and direction to both sales and non‑sales employees, either directly or through subordinate leaders. This position also requires strong partnership and engagement with customers, manufacturer partners, and internal McKesson specialists across key business segments, including LAB, Rx, McKesson Brands, Surgery Centers, and Corporate Accounts.

Requirements

9 years professional field sales experience
1-year (min) leading people directly or indirectly
Must have a valid driver's license and acceptable driving record. 7-year MVR check during pre-employment.
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
Prior healthcare experience is preferred
4-year degree in business or related field or equivalent experience

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; and create & execute local strategies to drive growth & team performance.
Embody our Enterprise culture and bring it to life with their teams by modeling ICARE and ILEAD behaviors, communicating key corporate and BU messages to teams, rewarding & recognizing Account Executives as appropriate and promoting 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.
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.
Focus on top customers & model best practices for their Account Executives by leading and owning bi-annual business reviews with your market's top 10 customers by revenue, conducting penetration activities targeted against top 20 customers by revenue in your local market, and through retention as you coach Account Executives and get involved on behalf of customers to ensure account retention and growth.
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.
Drive field adoption of available sales technologies to set direction, ensure understanding of opportunities & productivity, minimize waste and improve results.