Sr. Field Sales Rep – Lexington or Louisville, KY

McKesson•Usa, KY

10d•Remote

About The Position

The Pharmacy Sales Consultant (PSC) is an individual contributor sales professional responsible for the sales of our portfolio products and services to independent pharmacies within an assigned geographic territory. The PSC is a highly consultative role requiring the ability to effectively lead all interactions with the pharmacist in charge and/or business owner of the pharmacy. The PSC will develop the appropriate strategy for each assigned account, prospect, and lead the coordinated execution of various products and service throughout the sales process. The PSC will position McKesson as a trusted and expert partner. This is a field-based position with daily customers and prospects facing responsibilities within the region, so extensive travel with some overnights required. The Pharmacy Sales Consultant focuses on retaining independently owned community and Alternate Site pharmacies through a high level of customer satisfaction and cultivating the customer through in-depth growth strategy and Enterprise Solutions within our portfolio of products and services. The Pharmacy Sales Consultant also uses a robust knowledge of our value proposition to win new, profitable business. As a sales consultant, it is vital to understand the current industry and customer opportunities or challenges and well as have a collaborative relationship with peers and cross-functional departments to provide guidance and expertise to the customer. The territory for this position will cover most of Kentucky, ideal candidate will live in Lexington or Louisville, KY.

Requirements

Degree or equivalent and typically requires 4+ years of relevant experience.
Valid driver's license and clean driving record.
80% regional travel with 1-2 overnights per month.
2+ years Medical and/or Pharmacy experience.
4+ years business to business sales experience.
3+ years sales experience with track record of success, of delivering results and meeting/exceeding sales goals.
Strong business/financial acumen.
Influential communicator with focus on active listening and customizing messages appropriately for differing audiences.
Proficiency with using a CRM tool (e.g., Salesforce, ACT).
Proficiency with MS Office Suite (Excel, Power Point, Word, and Outlook).
Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.
Able to travel extensively overnight in region to customers 80% of the time by car.
Must have a valid driver's license with a clean driving record/MVR.
Must reside in/near Lexington or Louisville, KY.
Must live within the territory.

Nice To Haves

Bachelor’s degree in business related field or equivalent work experience with an emphasis in sales, marketing, business management, account management or healthcare related field preferred.
Experience in the retail/distribution, healthcare delivery, pharmacy, community pharmacy, benefits, or insurance industry helpful and preferred.
Relationship building with a focus on facilitating trust and open communication.
Consultative sales approach to identify customer needs.
Ability to articulate the organization’s value proposition to customers.
Must be open to extensive day travel by car with at least a few overnights per month.
Ability to read P/L statements.
Excellent analysis, problem solving, and negotiation skills.
Demonstrates teamwork/collaboration with a focus on facilitating trust and open communication.
Ability to navigate complex environments successfully.
Self-starter who is proactive and a continuous learner.
Flexible with very strong organization skills.
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.
Provides 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.
Develops 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.
Achieve success in line with our ICARE principles.
Ensures on-going attention to enhancing strong relationships with key customers to build/maintain the credibility required to retain business long term.
Through collaboration with other departments and coordination with staff in operations, delivery, inventory, credit, pricing, and finance, provides problems solving and troubleshooting expertise to customers in servicing existing accounts.
Through collaboration and team selling opportunities, participates 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, and accurate data in our Salesforce.com CRM, providing an accurate sales forecast in real-time.
Special projects as assigned.