Pharmacy Sales Consultant - Maryland

McKesson•Work at Home - Maryland, USA (WMDA), MD

4d•$126,900 - $211,500•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 portfolio of products and services to community pharmacies within an assigned geographic territory. The PSC role is highly consultative, requiring the ability to effectively lead interactions with the pharmacist in charge and/or business owner of the pharmacy. The PSC will develop 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, requiring 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 through in-depth growth strategy and Enterprise Solutions. The PSC also uses a robust knowledge of McKesson's value proposition to win new, profitable business. Understanding the current industry and customer opportunities or challenges, and maintaining collaborative relationships with peers and cross-functional departments, is vital. The territory for this position will cover Maryland and areas of West Virginia. The ideal candidate will reside in the Baltimore metro area.

Requirements

Typically requires 4+ years of relevant experience.
Bachelor’s degree with an emphasis in sales, marketing, business management, or healthcare related field preferred or equivalent 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 in the Baltimore metro area.
Must have a valid driver's license with a clean driving record/MVR.
Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.

Nice To Haves

Experience in the retail/distribution, healthcare delivery, pharmacy, community pharmacy, benefits, or insurance industry helpful and 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.