Area Sales Manager, Ambulatory Care, Upstate New York
About The Position
McKesson Medical-Surgical is hiring an Area Sales Manager to lead its Ambulatory Care sales team across Upstate New York, covering the territory from Albany west through Syracuse, Rochester, Buffalo, and surrounding markets. The role calls for a strategic leader who can develop people, guide a geographically dispersed team through change, and drive sustainable business growth in an evolving healthcare environment. The manager will support both tenured sales professionals and newer team members, building on successful practices while introducing new approaches and fostering continuous learning. The role includes helping the team respond to changing market dynamics, adopt new technologies and AI-enabled tools, and execute consistently. The position requires residence within the Upstate New York territory, extensive travel, and regular field engagement, including customer visits, ride-alongs, coaching, and team development.
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 screening.
- Bachelor's degree.
- Must reside within the Upstate New York territory.
- Willingness to travel extensively throughout the territory on a regular basis, with regular overnight travel expected.
- Demonstrated healthcare industry experience.
Nice To Haves
- Healthcare experience in medical distribution, medical-surgical, ambulatory care, post-acute care, physician office, or related healthcare markets.
- Proven success leading sales teams through change, transformation, growth, and evolving market conditions.
- Strong record of 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 sales strategies.
- Ability to drive results across geographically dispersed teams through disciplined execution, strategic planning, and strong financial acumen.
- Growth-minded approach that embraces continuous learning, innovation, technology, and AI-enabled tools.
- Executive presence and 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 experienced performers and developing talent while fostering accountability, engagement, and continuous growth.
- Guide the team through changing healthcare market dynamics, organizational change, and business transformation while maintaining clarity, focus, and performance.
- Develop and execute territory strategies to drive sales growth, profitability, customer retention, and market share.
- Promote 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.
Benefits
- Management Incentive Plan equal to 20% of annual base salary.
- Sales incentive with a $59,000 target.
- Company vehicle with fuel card or monthly auto allowance of $668.
- Eligibility for the McKesson Long-Term Incentive Program.
- Competitive compensation package; additional annual bonus or long-term incentive opportunities may be offered.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Manager
