Pharmacy Sales Consultant

McKesson•Sacramento, CA

23h•$139,000 - $231,600•Remote

About The Position

McKesson is seeking a results-driven Pharmacy Sales Consultant (PSC) to grow and retain community and Alternate Site pharmacy business within an assigned geographic territory. This consultative, field-based role builds trusted customer relationships, develops tailored strategies for accounts and prospects, and coordinates delivery of McKesson products and services to help customers achieve 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. The position is remote/home-office based, and the employee must live in the territory, ideally in a central location. It requires approximately 70% travel within the region, including overnight travel, by air and car. A valid driver's license and clean driving record/MVR are required. The employee must be authorized to work unrestricted in the United States; sponsorship is not available. The stated Total Target Cash (TTC) pay range is $139,000–$231,600, defined as base pay plus target incentive. Additional compensation, such as an annual bonus or long-term incentive opportunities, may be offered. Compensation is determined by factors including performance, experience, skills, equity, market evaluations, and geography.

Requirements

A degree or equivalent experience, typically combined with 4 or more years of relevant experience.
4 or more years of sales experience with a track record of delivering results and meeting or exceeding sales goals.
4 or more years of B2B field sales experience.
Proficiency with a CRM tool, such as Salesforce or ACT.
Proficiency with Microsoft Office Suite, including Co-pilot, Excel, PowerPoint, Word, and Outlook.
A consultative sales approach to identify customer needs.
Excellent analysis, problem-solving, and negotiation skills.
Strong business and financial acumen.
Effective collaboration that builds trust and promotes open communication.
Ability to clearly communicate the organization’s value proposition to customers.
Ability to communicate persuasively, listen actively, and tailor messages to different audiences.
Understanding of the competitive landscape, including relevant markets, customers, products, and services.
Ability to navigate complex environments and accounts effectively.
Initiative and commitment to continuous learning.
Ability to build strong relationships grounded in trust and open communication.
Ability to read and interpret profit and loss (P&L) statements.
Ability to adapt to changing priorities and remain highly organized.
Accountability, confidence, strong organization, and a results-oriented mindset.
Valid driver's license with a clean driving record/MVR.
Willingness to travel 70% of the time, including 4–8 or more overnight stays per month.
Authorization to work unrestricted in the United States; the position is not eligible for sponsorship.
Must live in the territory, ideally centrally located.

Nice To Haves

Bachelor’s degree in a business-related field or equivalent work experience, with 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.
2 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 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.