Sales Director

McKesson•Work at Home - Texas, USA (WTXA), TX

2d•$173,000 - $288,300•Remote

About The Position

The Sales Director individual contributor is a field sales position responsible for selling technology, software, and service solutions for the Commercial Strategy & Innovation (CSI) Health Systems Sales & Provider Team. This role develops and executes strategic account plans, builds executive-level customer relationships, identifies opportunities across the McKesson portfolio, and drives revenue growth within assigned Health System, Hospital, and Provider accounts. The Sales Director serves as a trusted advisor, coordinates internal and external communication, navigates complex sales cycles, and collaborates with cross-functional teams to deliver customer value and business outcomes. Responsible for achieving growth objectives through both net-new business acquisition and renewal retention strategies while maximizing customer lifetime value across assigned accounts. Owns customer lifecycle revenue management, including contract renewals, customer retention, expansion opportunities, and strategic account growth.

Requirements

Degree or equivalent and typically requires 7+ years of relevant experience.
Bachelor's degree in Business, Marketing, Strategic Planning, Healthcare Administration, or a related field, or equivalent experience.
Proven success driving new business growth, account expansion, and customer retention within healthcare technology, software, or services sales.
Experience developing and executing strategic account plans for large Health Systems, Hospitals, and Provider organizations.
Strong ability to build and manage executive-level relationships and influence key decision-makers throughout complex sales cycles.
Demonstrated expertise in contract negotiations, renewals, forecasting, and pipeline management utilizing CRM tools such as Salesforce.
Deep understanding of customer lifecycle management, recurring revenue models, and cross-functional collaboration to maximize customer value and revenue retention.
Proficiency in Microsoft Office (Outlook, Excel, Word, and PowerPoint).
Strategic, innovative, out of the box thinker, with demonstrated success in complex problem resolution.
Ability to manage multiple projects/tasks and meet deadlines in a fast-paced environment.
Strong business and financial acumen.
Collaborative team player with strong interpersonal and resource management skills.

Responsibilities

Develop, design, and execute strategic account plans for assigned Health System and Provider customers.
Maintain account strategies that balance both net-new business opportunities and renewal retention objectives.
Identify expansion, cross-sell, and upsell opportunities within existing customer relationships.
Build and manage an active sales funnel utilizing Salesforce and other sales management tools.
Manage renewal pipeline forecasting and monitor contract timelines.
Identify and mitigate renewal risks through proactive engagement.
Own relationships with key stakeholders and executive decision-makers within assigned accounts.
Conduct executive business reviews focused on customer outcomes, value realization, renewal readiness, and partnership growth.
Develop and execute customer retention strategies designed to preserve recurring revenue.
Partner with Customer Success, Product, Operations, Support, and Implementation teams.
Identify customer health indicators, retention risks, and expansion opportunities.
Lead customer negotiations and contract execution activities.
Lead contract renewal negotiations and coordinate cross-functional activities necessary to secure successful renewal execution.
Collaborate with sales, customer success, product, finance, legal, support, and operational teams.
Partner with Customer Success and Operations teams to drive renewal attainment and long-term revenue retention objectives.