Area Sales Manager, Arizona

McKesson•Work at Home - Arizona, USA MOUNTAIN (WAZA), AZ

2d•$152,700 - $254,500

About The Position

McKesson Medical-Surgical is seeking an Area Sales Manager to lead its Ambulatory Care Sales Team supporting Arizona. This experienced sales leader will spend significant time in the field coaching and developing sales representatives, supporting customer engagements, strengthening account strategies, and helping the team identify and pursue growth opportunities. The role is particularly focused on supporting newer representatives as they build confidence, customer relationships, and market knowledge. The manager will provide steady leadership through organizational change and evolving business priorities while fostering accountability, collaboration, engagement, growth, and trust. The position combines strategic sales leadership with hands-on execution, including territory planning, customer and executive engagement, financial and performance management, and market leadership. The role requires approximately 75% travel, including frequent travel throughout Arizona and substantial time alongside representatives and customers.

Requirements

At least 9 years of relevant experience.
At least 1 year of direct or indirect leadership experience.
Valid driver’s license.
Completion of a 7-year Motor Vehicle Record check as part of pre-employment.
Must reside in Arizona or be willing to relocate to Arizona.

Nice To Haves

Proven success leading and developing sales professionals.
Demonstrated experience driving sales growth and achieving business objectives.
Strong Health System sales experience and understanding of health system decision-making processes.
Deep knowledge of Ambulatory Care market dynamics.
Executive presence and ability to engage senior healthcare leaders and large customer organizations.
Experience supporting complex customer opportunities, strategic account planning, and executive-level presentations.
Strong hands-on coaching and talent-development capabilities, particularly with developing or less-tenured sales professionals.
Ability to lead effectively through organizational change and evolving business priorities.
Financial acumen and ability to evaluate business performance and drive profitable growth.
Ability to translate business strategy into actionable sales plans.
Excellent communication, presentation, and relationship-building skills.
Strong business planning, analytical, and strategic-thinking capabilities.

Responsibilities

Lead, coach, and develop sales professionals with varying experience levels.
Maintain a strong field presence and provide hands-on coaching to newer sales representatives.
Foster accountability, collaboration, engagement, and high performance.
Support strategic customer planning, opportunity development, and complex account management.
Provide coaching, feedback, and professional development opportunities.
Help the team stay engaged, focused, and adaptable through organizational change and evolving priorities.
Develop and execute territory growth strategies aligned with organizational objectives.
Drive sales, profitability, customer retention, and market share goals.
Help identify opportunities to expand existing business and capture new growth.
Use market intelligence, customer insights, financial analysis, and business analytics to guide decisions.
Help representatives create and execute strategic account plans for large customers and health system opportunities.
Build and maintain executive-level relationships with key customers, health system leaders, and industry stakeholders.
Participate in high-level customer meetings involving strategic planning, growth discussions, and complex opportunities.
Support representatives during significant customer presentations, negotiations, and executive engagements.
Represent McKesson professionally and credibly in customer interactions.
Evaluate territory performance and identify growth opportunities using financial acumen.
Monitor key performance indicators and business metrics.
Develop plans balancing customer needs, organizational objectives, and financial outcomes.
Maintain expertise in Ambulatory Care and Health System market dynamics.
Identify emerging healthcare trends, customer challenges, and competitive threats.
Guide the team in adapting strategies to changing market conditions.
Partner across the organization to maximize customer value and growth opportunities.
Travel frequently throughout Arizona and spend significant time in the field with sales representatives, customers, and prospective customers.

Benefits

Company vehicle with fuel card or monthly automobile allowance of $668.
16 days of PTO.
5 personal holidays and 7 company-recognized holidays.
Medical, dental, and vision benefits beginning the first day of the month following hire.
Company-matched 401(k) available after 60 days.
Comprehensive health and wellness program.
Tuition reimbursement.
Eligibility for the McKesson Long-Term Incentive Program.
Sales incentive target of $59,000.
Management Incentive Plan equal to 20% of annual base salary.