Area Sales Manager, Ambulatory Care, Upstate New York

McKesson•Usa, NY

23h

About The Position

McKesson Medical-Surgical is seeking an Area Sales Manager to lead its Ambulatory Care sales team across Upstate New York, from Albany west through Syracuse, Rochester, Buffalo, and surrounding markets. The role leads a geographically dispersed team that includes experienced sales professionals and developing team members, with a focus on coaching, performance, growth, and continuous learning. The leader will guide the team through changing healthcare markets and organizational transformation, support adoption of new technologies and AI-enabled tools, and drive sustainable business growth. The position requires residence within the Upstate New York territory, preferably near Albany, Syracuse, Rochester, or Buffalo, and extensive travel throughout the territory. Frequent automobile and air travel, regular overnight travel, and substantial field-based customer and team engagement are expected. The working environment includes traditional office and remote work settings. Compensation includes a base salary of $165,000–$175,000, a Management Incentive Plan of 20% of annual base salary, a $59,000 target sales incentive, and either a company vehicle with fuel card or a monthly auto allowance of $668. The position is eligible for McKesson’s Long-Term Incentive Program. The stated Total Target Cash pay range is $168,000–$280,000.

Requirements

At least 9 years of relevant experience.
At least 1 year of direct or indirect leadership experience.
Valid driver's license.
A 7-year Motor Vehicle Record check completed as part of pre-employment screening.
Demonstrated healthcare industry experience.
Must reside within the Upstate New York territory.
Bachelor's degree required.
Willingness to travel extensively throughout the territory; frequent travel and regular overnight travel are expected.

Nice To Haves

Healthcare experience in medical distribution, medical-surgical, ambulatory care, post-acute care, physician office, or related healthcare markets is preferred.
Proven success leading sales teams through change, transformation, growth, and evolving market conditions.
Strong track record coaching and developing experienced and emerging sales talent while fostering engagement, accountability, and performance.
Deep understanding of healthcare market dynamics, customer needs, and industry trends, with the ability to translate insights into effective sales strategies.
Ability to drive results across geographically dispersed teams through disciplined execution, strategic planning, and strong financial acumen.
Growth-minded approach embracing continuous learning, innovation, technology, and AI-enabled tools.
Executive presence with exceptional communication, relationship-building, and influencing skills.
Preferred residence in Albany, Syracuse, Rochester, or Buffalo.

Responsibilities

Lead, coach, and develop a geographically dispersed sales team, supporting both tenured high performers and developing talent while fostering accountability, engagement, and continuous growth.
Guide the team through evolving healthcare market dynamics, organizational change, and business transformation while maintaining clarity, focus, and performance.
Develop and execute territory strategies that drive sales growth, profitability, customer retention, and market share.
Drive consistent regional execution through clear expectations, effective communication, coaching, and disciplined performance management.
Maintain an active field presence through regular travel, customer engagement, and ride-alongs to strengthen relationships and provide real-time coaching.
Build executive-level customer relationships and use market intelligence, customer insights, and business analytics to identify opportunities and deliver effective solutions.
Use financial acumen and key performance metrics to evaluate territory performance, inform decisions, and drive profitable growth.
Champion continuous improvement and adoption of innovative technologies, data, and AI-enabled tools to improve team effectiveness and customer outcomes.