Area Sales Manager, Alabama

McKesson•Usa, AL

4d•Hybrid

About The Position

McKesson is seeking an experienced Area Sales Manager to join their Medical-Surgical Ambulatory Care Sales team. This role involves leading a high-performing team of Field Sales Representatives across Alabama, with a preference for candidates located in or near Birmingham. The Area Sales Manager (ASM) is responsible for leading a team of Field Sales Account Executives and achieving all financial objectives for the assigned territory. This role requires a leader who can support and amplify the success of tenured, experienced representatives through coaching, strategic guidance, and a focus on growth opportunities. The ASM must leverage reporting, analytics, and business insights to guide decision-making and drive territory performance within the Ambulatory Care space. The role involves direct field engagement through ride-alongs, customer interactions, and strategic account support. Success requires inspiring, challenging, and winning with the team while aligning performance to key initiatives and business priorities.

Requirements

9 years of professional experience
1+ year leading people directly or indirectly
Valid driver’s license: 7-year MVR required as part of pre-employment
Proven ability to coach and develop experienced sales professionals
Strong analytical and business acumen, with experience using data to drive decisions
Experience engaging with C-suite customers
Demonstrated ability to influence, inspire, and lead high-performing teams
Strong performance management and leadership capabilities
Excellent communication skills
Ability to navigate difficult conversations and drive accountability
Proficiency with Excel, PowerPoint, Outlook, and CRM tools
Experience in distribution sales
Prior healthcare experience preferred
4-year degree in business or related field, or equivalent experience

Nice To Haves

Strong experience in Ambulatory Care sales environments

Responsibilities

Achieve Gross Profit goals and related MBO targets.
Participate in monthly check-ins with RVPs to review performance, MBOs, company initiatives, customer trends, and personnel matters.
Adjust local tactics based on RVP guidance and create/execute local strategies to drive growth and team performance.
Embody Enterprise culture by modeling ICARE and ILEAD behaviors.
Communicate key corporate and business unit messaging.
Recognize and reward Account Executives.
Foster a collaborative, high-performing team environment.
Lead a team of experienced sellers focusing on advanced coaching and performance optimization.
Coach reps to maximize wallet share and leverage their book of business.
Use data, reporting, and analytics to guide rep activity and performance improvement.
Conduct ride-alongs, co-selling, and real-time coaching.
Lead effective team meetings, 1:1s, and performance discussions.
Reinforce accountability, engagement, and alignment to strategic priorities.
Translate enterprise priorities into actionable territory strategies.
Ensure team alignment, equipping, and execution against key initiatives while balancing local market opportunities.
Actively engage in key account strategy and relationship management.
Lead and support business reviews with top customers.
Assist with retention and growth strategies for top customers.
Step in to support complex customer needs when necessary.
Partner with McKesson Sales Specialists to identify opportunities, co-develop strategies, and drive adoption of specialized offerings.
Utilize analytics and reporting to prioritize opportunities and measure impact.
Drive adoption and use of sales tools, reporting platforms, and CRM systems to ensure visibility into performance, improve forecasting accuracy, and increase overall productivity.