Institutional Sales Executive

McKesson • Usa, FL

3d

About The Position

McKesson is seeking a Hospital Pharmacy Automation Sales Representative to expand adoption of StockArt medication management solutions and DrugCam IV compounding workflow technology across U.S. hospitals and health systems. The role supports market development and sales activities by working with hospital pharmacy leaders and other healthcare stakeholders to understand clinical and operational workflows, identify business needs, demonstrate solutions, and develop qualified sales opportunities.

The representative serves as a sales and application resource throughout the customer journey, from prospecting and discovery through demonstrations, solution development, evaluations, proposals, and opportunity advancement. The role combines consultative selling with an understanding of hospital pharmacy operations, healthcare technology, or clinical workflows. Travel within the United States is required for customer meetings, hospital site visits, demonstrations, trade shows, and industry conferences; the travel percentage has not yet been confirmed.

Requirements

• Experience in healthcare sales, hospital sales, medical technology sales, pharmacy technology, or a related customer-facing healthcare role.
• Demonstrated experience working with customers to identify business needs, deliver presentations or demonstrations, and support sales opportunities.
• Experience with CRM or sales pipeline management tools such as Salesforce.
• Ability to travel within the United States for customer meetings, hospital site visits, product demonstrations, trade shows, and industry conferences.
• Ability to work effectively in customer-facing hospital and healthcare environments.

Nice To Haves

• Experience selling or supporting pharmacy automation, medication management, healthcare technology, medical devices, or clinical software solutions.
• Knowledge of hospital pharmacy operations, medication management, IV compounding, sterile compounding, or pharmacy workflow.
• Experience selling to hospitals, health systems, pharmacy leaders, or other healthcare decision-makers.
• Experience conducting customer discovery, workflow assessments, solution demonstrations, or consultative sales presentations.
• Experience supporting pilots, product evaluations, RFPs, proposals, or complex healthcare sales cycles.
• Knowledge of healthcare technology integration and hospital clinical workflows.
• Strong consultative selling, presentation, customer relationship, and business-development skills.
• Ability to communicate customer needs and market intelligence to product, sales, and other internal stakeholders.

Responsibilities

• Identify, develop, and qualify prospective hospitals, health systems, early adopters, and strategic opportunities for StockArt and DrugCam solutions.
• Conduct customer discovery to understand pharmacy workflows, operational challenges, business needs, automation goals, and technology requirements.
• Support customer presentations, product demonstrations, workflow assessments, workshops, and solution discussions.
• Translate customer requirements and pharmacy workflows into appropriate product applications and solution recommendations.
• Build relationships with hospital pharmacy leaders, clinical stakeholders, operational teams, and other healthcare decision-makers.
• Support competitive positioning, objection handling, pilot programs, product evaluations, validation activities, and reference-site opportunities.
• Maintain customer interactions, opportunities, follow-up activities, and pipeline information in Salesforce CRM.
• Partner with internal McKesson teams on qualified opportunities, proposals, RFP responses, presentations, and sales-enablement materials.
• Gather and communicate customer feedback, competitive intelligence, market trends, workflow requirements, and potential product gaps.
• Participate in customer site visits, industry conferences, trade shows, demonstrations, and other market-development activities.
• Provide updates on sales activity, customer opportunities, risks, competitive developments, and recommended next steps.

Benefits

• Competitive compensation package
• Annual bonus or long-term incentive opportunities may be offered

What This Job Offers

• Job Type: Full-time
• Education Level: No Education Listed