Institutional Sales Executive
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 by working with hospital pharmacy leaders and 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 position is suited to someone with consultative selling skills and an understanding of hospital pharmacy operations, healthcare technology, or clinical workflows. It requires travel within the United States for customer meetings, hospital site visits, demonstrations, trade shows, and industry conferences. The position offers a Total Target Cash pay range of $111,100–$185,100, defined as base pay plus target incentive; other compensation may include an annual bonus or long-term incentive opportunities.
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 customer opportunities for StockArt and DrugCam solutions.
- Conduct customer discovery sessions 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 accurate customer interactions, opportunities, follow-up activities, and pipeline information in Salesforce CRM.
- Partner with internal McKesson teams to advance qualified opportunities and support 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 regular updates on sales activity, customer opportunities, risks, competitive developments, and recommended next steps.
Benefits
- Competitive compensation package as part of Total Rewards
- Annual bonus or long-term incentive opportunities may be offered
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
