Area Sales Manager, Arizona

McKesson•Usa, AZ

About The Position

McKesson Medical-Surgical is seeking an Area Sales Manager to lead its Ambulatory Care Sales Team supporting Arizona. The role combines strategic sales leadership with substantial hands-on field coaching, particularly for newer sales representatives. The manager will help the team build confidence, strengthen customer relationships, and grow across the Arizona market while fostering accountability, collaboration, engagement, and trust amid organizational change. The manager will develop territory growth strategies, drive sales and profitability, support customer retention and market share, and guide strategic account planning for large customers and health systems. The role includes cultivating executive-level customer relationships, supporting high-level meetings and negotiations, monitoring territory performance and business metrics, and using financial analysis and market intelligence to guide decisions. The manager will maintain knowledge of Ambulatory Care and Health System markets and partner across the organization to pursue customer value and growth opportunities. The position requires approximately 75% travel, including frequent travel throughout Arizona and significant time working alongside sales representatives, customers, and prospective customers. Working conditions include frequent automobile and air travel, regular walking and standing, field-based customer and team engagement, and a traditional office environment. Candidates must reside in Arizona or be willing to relocate.

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 is completed 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.
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 levels of experience.
Spend substantial time in the field providing hands-on coaching and guidance to newer 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, business analytics, and performance metrics to guide decisions.
Help representatives develop and execute strategic account plans for large customers and health system opportunities.
Build and maintain executive-level relationships with customers, health system leaders, and industry stakeholders.
Participate in strategic customer meetings and support significant presentations, negotiations, and executive engagements.
Represent McKesson professionally and credibly in customer interactions.
Evaluate territory performance and identify opportunities for growth and profitable outcomes.
Maintain expertise in Ambulatory Care and Health System market dynamics, emerging trends, customer challenges, and competitive threats.
Guide the team in developing strategies aligned with changing market conditions.
Partner across the organization to maximize customer value and growth opportunities.

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 McKesson Long-Term Incentive Program.
Sales incentive target of $59,000.
Management Incentive Plan equal to 20% of annual base salary.