Pharmacy Sales Consultant - Buffalo, NY

McKesson•New York, NY

3d•Remote

About The Position

McKesson is seeking a Pharmacy Sales Consultant (PSC). This is an individual contributor sales professional role responsible for selling McKesson's products and services to community pharmacies within a designated geographic territory. The PSC role is highly consultative, requiring the ability to effectively lead interactions with the pharmacy's pharmacist in charge and/or business owner. The PSC will develop tailored strategies for each assigned account, prospect, and lead the coordinated execution of various products and services throughout the sales process, positioning McKesson as a trusted and expert partner. This is a field-based position with daily customer and prospect-facing responsibilities within the region, necessitating extensive travel with some overnights. The Pharmacy Sales Consultant focuses on retaining independently owned community and Alternate Site pharmacies through high customer satisfaction and cultivating customers via in-depth growth strategies and Enterprise Solutions. The role also involves leveraging a strong understanding of McKesson's value proposition to acquire new, profitable business. A key aspect of this role is understanding the current industry and customer opportunities or challenges, and maintaining collaborative relationships with peers and cross-functional departments to provide guidance and expertise to customers. The territory for this position covers western Massachusetts and upstate New York (Buffalo, Rochester, Syracuse & Albany). The ideal candidate will be located in central New York.

Requirements

Degree or equivalent and typically requires 4+ years of relevant experience.
4+ years’ sales experience with track record of success, of delivering results and meeting/exceeding sales goals.
2+ years Medical and/or Pharmacy experience.
4+ years B2B field sales experience.
Proficiency with using a CRM tool (e.g., Salesforce, ACT).
Proficiency with MS Office Suite (Excel, Power Point, Word, and Outlook).
Consultative sales approach to identify customer needs.
Excellent analysis, problem solving, and negotiation skills.
Must live in territory, ideally centrally located in New York.
Must have a valid driver's license with a clean driving record/MVR.
Able to travel extensively overnight in region to customers 70% of the time by air and by car.
Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.
Applicants must be currently authorized to work in the United States on a fulltime basis without the need for employer support or sponsorship now or in the future.

Nice To Haves

Experience in the retail/distribution, healthcare delivery, pharmacy, community pharmacy, benefits, or insurance industry helpful and preferred.
Bachelor’s degree with an emphasis in sales, marketing, business management, or healthcare related field preferred.
Demonstrates teamwork/collaboration with a focus on facilitating trust and open communication.
Ability to articulate the organization’s value proposition to customers.
Strong business/financial acumen.
Influential communicator with focus on active listening and customizing messages appropriately for differing audiences.
Organized, accountable, assertive, and focused on results.

Responsibilities

Achieve annual budget objectives for assigned sales territory.
Build a comprehensive business plan to optimize short- and long-term territory performance.
Lead the execution of a consultative sales process from qualification to contract negotiations for all opportunities within assigned territory.
Build a robust opportunity funnel by organic (cold calling) and coordinated efforts.
Prepare for and provide meaningful participation in the future improvement and development of McKesson products and services leveraging the experience of our pharmacy partners.
Provide customers with marketing advice, financial analysis to formulate financial plans, managed care information, competitive data and profit enhancing opportunities through sales methodologies and programs designed to point out the benefits of company products/services/technologies.
Develop sales proposals, business reviews, sales presentations of specific products and services, demonstrations of products, merchandising plans, and sales promotions to grow existing business or capture new accounts.
Ensure ongoing attention to enhancing strong relationships with key customers to build/maintain the credibility required to retain business long term.
Provide problem solving and troubleshooting expertise to customers in servicing existing accounts through collaboration with other departments.
Participate in sales team presentations where appropriate to further enhance business growth opportunities, improve selling skills, and gain knowledge about the customer base.
Maintain current, detailed, accurate data in Salesforce.com CRM, providing accurate real-time sales forecasts.
Special projects as assigned.