Senior Sales Specialist
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Job Description
Senior Sales Specialist driving Biologics specialty pharmacy partnerships and national referral growth at McKesson. Designing sales training and supporting provider-facing teams across customer territories.
Responsibilities:
- Lead development and execution of innovative partnerships with Biologics specialty pharmacy provider customers
- Develop mutually beneficial models that improve customer efficiency and business value while increasing oncology and rare disease prescription volume
- Collaborate with physician institution leadership teams to develop tactical partnership plans
- Drive referral growth through net-new business development and existing-client penetration
- Support vacant or underperforming Regional Account Executive territories
- Design, deliver, and continuously improve onboarding and ongoing sales training programs
- Create curricula covering specialty pharmacy services, patient support, referral and prescription workflows, access and reimbursement, and adherence
- Translate complex clinical, operational, reimbursement, and specialty pharmacy concepts into practical sales messaging
- Facilitate classroom, virtual, workshop, hands-on, and in-person ride-along training
- Establish sales competencies and coach representatives through scenarios, role plays, case studies, and call simulations
- Develop training materials, playbooks, presentations, job aids, call guides, FAQs, and knowledge assessments
- Collaborate with Marketing, Sales Operations, Commercial Excellence, Clinical, Operations, Compliance, and other teams
- Measure training effectiveness, knowledge retention, sales competency, and business impact
- Analyze performance data and learner feedback to improve training programs
- Provide leadership with regular reporting on training activities, outcomes, and opportunities
- Generate, cultivate, and expand long-term growth opportunities and market share
- Perform competitive analysis, track industry trends, and maintain market knowledge
- Act as a resource for less experienced colleagues and potentially direct work without formal management responsibility
Requirements:
- Degree or equivalent and typically 7+ years of relevant experience
- 4-year undergraduate degree required, preferably with an emphasis in Sales and Marketing, Business/General management, or Public Health
- 7+ years of sales experience with a proven track record of successful career advancement in the healthcare field
- Direct experience working/collaborating with providers and healthcare staff/decision makers
- Demonstrated strategic thinking to solve complex problems and meet customer needs
- Experience designing strategies and execution in the field
- Proficiency in designing and maintaining scalable training and enablement materials
- Business and financial acumen with the ability to influence without authority
- Advanced Microsoft Office, Excel and PowerPoint expertise
- Ability to analyze complex data, develop executive-level presentations, and deliver insights to C-suite stakeholders
- Oncology knowledge and experience a plus
- Understanding of the specialty pharmacy market landscape, competitors, and challenges
- Mastery Salesforce.com or CRM software experience
- Strategic thinking, planning, forecasting, market intelligence and assessment skills
- Ability to synthesize extensive information and variables into summaries and recommendations
- Clear communication and sense of urgency to respond to internal and external stakeholders
- Highly collaborative capability in a matrix environment
- Experience working with internal operations on related customer experiences and team workflows
- Client-focused service mentality
- Must have a valid driver's license with a clean driving record/MVR
- Up to 75% travel to current and potential customer sites and company events
Benefits:
- Competitive compensation package
- Annual bonus or long-term incentive opportunities may be offered
- Total Rewards benefits package
- Home-based office
- Fully remote work arrangement
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