Pharmacy Sales Consultant
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Job Description
Pharmacy sales consultant growing McKesson’s healthcare products and services in community pharmacies across Maryland and West Virginia. Managing consultative sales, customer retention, and new business development.
Responsibilities:
- Sell McKesson’s portfolio of products and services to community pharmacies within an assigned geographic territory
- Lead interactions with pharmacists in charge and/or pharmacy business owners
- Develop account strategies and lead coordinated execution of products and services through the sales process
- Retain independently owned community and alternate-site pharmacies through customer satisfaction and growth strategies
- Win new, profitable business using McKesson’s value proposition
- Achieve annual budget objectives for the assigned sales territory
- Build business plans to optimize short- and long-term territory performance
- Lead consultative sales processes from qualification through contract negotiations
- Build an opportunity funnel through cold calling and coordinated efforts
- Provide marketing advice, financial analysis, managed care information, competitive data, and profit-enhancing opportunities
- Develop sales proposals, business reviews, presentations, product demonstrations, merchandising plans, and sales promotions
- Maintain relationships with key customers to retain business long term
- Provide problem-solving and troubleshooting expertise in collaboration with other departments
- Participate in sales team presentations and special projects
- Maintain accurate Salesforce.com CRM data and real-time sales forecasts
- Travel extensively to customers within Maryland and areas of West Virginia
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, delivering results and meeting/exceeding sales goals
- 2+ years Medical and/or Pharmacy experience
- 4+ years B2B field sales experience
- Experience in the retail/distribution, healthcare delivery, pharmacy, community pharmacy, benefits, or insurance industry helpful and preferred
- Proficiency with 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
- 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
- Must live in the territory, ideally in the Baltimore metro area
- Must have a valid driver's license with a clean driving record/MVR
- Able to travel extensively overnight (8–12 nights a month) to customers 70% of the time
- Must be authorized to work in the US unrestricted; position is not eligible for sponsorship
Benefits:
- Competitive compensation package as part of McKesson’s Total Rewards
- Annual bonus or long-term incentive opportunities may be offered
- Equity may be included in compensation
- Remote/Home Office work environment
- Equal employment opportunities
- Reasonable accommodation for job search or application
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