Vice President of Sales - East

McKesson

About The Position

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve – we care. What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow’s health today, we want to hear from you. The Vice President of Sales at McKesson Corporation in the health systems segment is a pivotal leadership role responsible for driving revenue growth, developing and executing strategic sales initiatives, and leading a high-performing sales organization to achieve and exceed business objectives across designated market segments.

Requirements

Degree or equivalent experience. Typically requires 12+ years of professional experience and 4+ years of management experience.
Bachelor's degree in Business Administration, Marketing, or a related field; MBA preferred.
12+ years of progressive experience in sales/account management, with at least 4 years in a senior leadership role (e.g., Regional Sales Director, VP of Sales) within a large, complex organization.
Demonstrated track record of consistently achieving and exceeding ambitious sales targets and driving significant revenue growth.
Proven ability to build, lead, develop, and inspire high-performing sales teams across diverse geographies and product lines.
Exceptional strategic thinking and analytical skills, with the ability to translate market insights into actionable sales strategies.
Strong financial acumen and experience managing large sales budgets and forecasting.
Excellent communication, presentation, and negotiation skills, with the ability to influence and build rapport with C-level executives and key stakeholders.
Deep understanding of the healthcare industry, including its challenges, opportunities, and regulatory environment.
Proficiency with CRM software (e.g., Salesforce) and other sales enablement tools.
Ability to travel extensively as required to meet business needs.

Nice To Haves

Pharmaceutical distribution experience preferred.
Demonstrated success in implementing a strategy and working through change and issue resolutions.
Effective problem-solving skills on a wide scale.
Strong analytical skills with the ability to use data to inform business decisions.
Innovative/creative approach to sales and business solutions.
Sense of ownership and personal accountability to excel and achieve sales results through account retention and expansion.

Responsibilities

Develop and implement comprehensive sales strategies aligned with McKesson's overall business goals, market trends, and customer needs.
Lead, mentor, and motivate a large, diverse team of sales directors, managers, and account executives, fostering a culture of high performance, accountability, and continuous improvement.
Oversee the entire sales cycle, from pipeline generation and qualification to negotiation and close, ensuring consistent execution and adherence to best practices.
Establish and manage sales targets, quotas, and KPIs, regularly analyzing sales performance data and implementing corrective actions as needed.
Identify new market opportunities, develop strategies for market penetration, and expand McKesson's customer base.
Cultivate and maintain strong relationships with key customers, strategic partners, and industry influencers.
Collaborate cross-functionally with marketing, product development, operations, and finance teams to ensure seamless customer experiences and alignment of sales efforts with broader company initiatives.
Manage sales budgets, optimize resource allocation, and ensure cost-effective sales operations.
Stay abreast of industry developments, competitive landscapes, and regulatory changes to inform sales strategies and maintain a competitive edge.
Represent McKesson at industry conferences, trade shows, and other external events to promote brand awareness and generate leads.
Drive the adoption of new sales technologies and methodologies to enhance efficiency and effectiveness.