Pharmacy Sales Consultant - Northern CA

McKesson•West Sacramento, CA

1d•$132,900 - $221,500•Remote

About The Position

McKesson is seeking a results-driven Pharmacy Sales Consultant to grow and retain community and Alternate Site pharmacy business in an assigned geographic territory. This consultative, field-based role involves building trusted customer relationships, developing tailored strategies for accounts and prospects, and coordinating delivery of McKesson products and services to help customers achieve their business goals. The consultant collaborates across teams to identify opportunities, solve challenges, and position McKesson as a strategic partner. The role involves frequent customer and prospect engagement, extensive travel, and overnight stays. Candidates must live in Northern California within the assigned territory, preferably in or near Sacramento Metro or San Francisco and within reasonable proximity to a major airport. The work environment is remote/home office, with the employee living in the territory and ideally centrally located. The position requires extensive travel, approximately 70% of the time by air and car, including 8–12 overnight stays per month. Applicants must be authorized to work in the United States without current or future employer sponsorship. McKesson offers a competitive compensation package. The stated Total Target Cash pay range is $132,900–$221,500, consisting of base pay plus target incentive; annual bonus or long-term incentive opportunities may also be offered.

Requirements

Typically requires a degree or equivalent experience, plus 4 or more years of relevant experience.
Four or more years of successful sales experience, with a track record of delivering results and meeting or exceeding sales goals.
Four or more years of B2B field sales experience.
Proficiency using a CRM tool, such as Salesforce or ACT.
Proficiency with the MS Office Suite, including Copilot, Excel, PowerPoint, Word, and Outlook.
Ability to read and interpret profit and loss (P&L) statements.
Consultative sales approach to identify customer needs.
Excellent analysis, problem-solving, and negotiation skills.
Strong business and financial acumen.
Effective collaboration skills to build trust and promote open communication.
Clear communication of the organization’s value proposition to customers; persuasive communication, active listening, and ability to tailor messages to different audiences.
Ability to understand the competitive landscape, including relevant markets, customers, products, and services, and navigate complex environments and accounts.
Initiative, commitment to continuous learning, adaptability to changing priorities, strong organization, accountability, confidence, and a results-oriented mindset.
Must reside in Northern California within the assigned territory.
Must have a valid driver's license and a clean driving record/MVR.
Must be able to travel extensively, approximately 70% of the time by air and car, including 8–12 overnight stays per month.
Must be authorized to work in the United States without employer immigration support or sponsorship now or in the future.

Nice To Haves

Bachelor’s degree in a business-related field or equivalent work experience, with an emphasis in sales, marketing, business management, account management, or a healthcare-related field.
Experience in retail/distribution, healthcare delivery, pharmacy, community pharmacy, benefits, or insurance.
Two or more years of medical and/or pharmacy experience.

Responsibilities

Meet annual budget goals for the assigned sales territory.
Develop a comprehensive business plan to maximize short- and long-term territory performance.
Lead the consultative sales process for territory opportunities, from qualification through contract negotiation.
Build an opportunity pipeline through targeted prospecting, including cold calling and coordinated outreach.
Use pharmacy partner insights to support the ongoing improvement and development of McKesson products and services.
Advise customers on marketing, financial planning, managed care, competitive insights, and profit-growth opportunities, demonstrating the value of McKesson products, services, and technologies.
Create proposals, business reviews, presentations, product demonstrations, merchandising plans, and promotions to expand existing business and win new accounts.
Strengthen relationships with key customers to build trust, maintain credibility, and support long-term retention.
Collaborate across departments to resolve customer issues and provide troubleshooting support for existing accounts.
Contribute to sales team presentations to identify growth opportunities, strengthen selling skills, and deepen customer knowledge.
Maintain timely, complete, and accurate Salesforce CRM records and real-time sales forecasts.
Complete special projects as assigned.