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 Area Sales Manager (ASM) is responsible for leading a team of field sales account executives and achieving financial targets. This role involves aligning the team's direction with business initiatives, attracting and selecting talent, and onboarding new employees to reduce time to productivity. The ASM drives team performance by setting clear goals, offering feedback, and fostering a trust-based, inclusive work environment. They also develop employees through coaching, provide recognition, and implement pay-for-performance practices.
Success in this role relies on leading change, inspiring the team, and influencing parts of the organization without formal authority. The ASM provides leadership to both sales and non-sales employees, either directly or through other managers. Additionally, the role requires engagement with customer and manufacturer partners, as well as collaboration with McKesson specialists in various segments such as LAB, Rx, McKesson Brands, Surgery Centers, and Corporate Accounts.
Key Responsibilities:
Achieve Financials & MBO Goals
- Achieve Gross Profit goal and related MBO targets (set annually), through all key responsibilities. Participate in monthly check in with RVPs. Review performance to plan, MBO’s, company initiatives, key customer trends & personnel matters
- Adjust local tactics based on RVP guidance to enhance performance against goals. Create & execute local strategies to drive growth & team performance
Embody Our Culture
- ASMs will embody our Enterprise culture and bring it to life with their teams
- Model ICARE and ILEAD behaviors
- Communicate key corporate and BU messages to team
- Reward/recognize AEs as appropriate
- Promote team building
Develop & Lead Your Team
- Drive performance and development activities including but not limited to leading through change, performance management of your team, self-directed continuing education and training to increase sales & negotiations skills, keeping informed of industry trends and current events within McKesson.
- Effectively communicate to & motivate your team during team meetings, 1:1s, via email, etc.
- Ensure they understand McKesson’s strategy, local tactics and are armed to overachieve.
- Nurture and grow the sales competencies and capabilities of your sales teams through effective observation during ride-a-longs, coaching & co-selling.
- Hiring activities with a lens to improve team diversity.
Tailor strategies & tactics for growth supporting priorities
- Create, document & update annual strategic & tactical plans that balance local market realities with broader McKesson initiatives to ensure financial plan achievement.
- Grow existing portfolio including key customers through sales efforts focused on product penetration/ wallet share growth.
Own Your Top Customers
- ASMs will focus on top customers & model best practices for their AEs.
- Lead/ own bi-annual business reviews with your market’s top 10 customers by revenue (or 1 per AE at a minimum)
- Conduct penetration activities targeted against top 20 customers by revenue in your local market
- Retention: Coach AE’s & get involved on behalf of customers to ensure account retention & growth
Collaborate with Specialists
- ASMs will ensure field adoption of selling McKesson’s specialized offerings that require specialist help.
- Work collaboratively with McKesson Sales Specialists to develop & adjust strategic sales plans targeting best opportunities, co-author related team communications and inspection of results.
- Utilize data & analytics to inform sales opportunity selection.
- Ensure Specialists can both initiate & support sales opportunities from beginning to end.
Use technology & analytics to improve results
- ASMs will drive field adoption of available sales technologies to set direction, ensure understanding of opportunities & productivity, minimize waste and improve results.
Minimum Job Qualifications:
Degree or equivalent experience. Typically requires 9+ years of professional experience and 1+ years of supervisory and/or management experience.
Critical Skills:
- Proven experience selling to C-suite executives: Ability to engage with senior leadership, present value propositions, and close high-level deals.
- Capable of analyzing quarterly trends, year-over-year growth, and addressing issues such as margin erosion to drive profitability.
- Able to diplomatically influence others, build consensus, and manage relationships effectively with poise and professionalism.
- Strong verbal and written skills to clearly convey information, ideas, and strategies across various levels of the organization.
- Skilled at making tough decisions and navigating difficult conversations with confidence and tact.
- Demonstrated ability to set clear goals, track performance, and hold team members accountable for results.
- Proven success in leading sales teams, developing strategies, and driving revenue growth.
- Experienced with Excel for data analysis, PowerPoint for presentations, Outlook for communication, and CRM systems for managing customer relationships.
- Background in selling through distribution channels, with an understanding of managing relationships and navigating complex sales cycles.
- Demonstrated ability to establish and expand business in new regions, meeting and exceeding sales targets.
- Must meet transportation requirements for travel within the designated territory.
Additional Skills:
Familiarity with the healthcare industry, including regulations and market dynamics, is a plus.
Working Conditions:
Environment (Office, warehouse, etc.) –
Home office, customer office
Physical Requirements (Lifting, standing, etc.) –
Large percent of time performing computer-based work is required.
Daily travel within assigned geography (district)
We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.
Our Total Target Cash (TTC) Pay Range for this position:
$126,300 - $210,500
Total Target Cash (TTC) is defined as base pay plus target incentive.
McKesson is an Equal Opportunity Employer
McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.
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