Area Sales Manager, Alabama

McKesson•Work at Home - Alabama, USA (WALA), AL

6d•$145,100 - $241,800•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 is responsible for leading the team to achieve financial objectives for the assigned territory. This includes coaching, strategic guidance, and leveraging reporting and analytics to drive decision-making and performance within the Ambulatory Care space. The role requires a leader who can inspire and motivate an experienced team, align performance with key initiatives, and engage directly with customers through ride-alongs and strategic account support.

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, tenured 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.
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.