Pharmacy Sales Consultant - Buffalo, NY

McKesson•Usa, NY

1d•Remote

About The Position

McKesson is seeking a Pharmacy Sales Consultant (PSC) to join their team. This is an individual contributor sales role responsible for selling McKesson's portfolio of products and services to community pharmacies within an assigned geographic territory. The PSC will act as a consultative professional, leading interactions with pharmacy owners and managers. The role involves developing account strategies, executing sales processes for various products and services, and positioning McKesson as a trusted partner. This is a field-based position requiring extensive travel, including some overnights, within the assigned region. The PSC will focus on retaining independent community and Alternate Site pharmacies through high customer satisfaction and in-depth growth strategies, as well as acquiring new profitable business by leveraging McKesson's value proposition. A strong understanding of the current industry, customer opportunities and challenges, and collaborative relationships with peers and cross-functional departments are essential. The territory covers western Massachusetts and upstate New York (Buffalo, Rochester, Syracuse & Albany), with the ideal candidate 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

Bachelor’s degree with an emphasis in sales, marketing, business management, or healthcare related field preferred.
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.