Technology Sales Director, Health Systems

Overview

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.

McKesson is seeking a Technology Sales Director, Health Systems
. The Sales Director is a field sales role selling SaaS technology that is part of the Commercial Strategy and Innovation Group solution set on the Health Systems Sales & Provider Team. The Sales Director will drive new and add-on business solutions into complex, large hospital and outpatient pharmacies. They conduct opportunity assessment for all accounts and define overall account strategy, build sales funnel, and develop high-level relationships with key decision makers and executives.

They develop One McKesson account plans for all customers, inclusive of everything within the account.

Designs solutions and negotiates or navigates the contracting process. Keeps the Sales Management Tool up to date weekly for reporting. Understands customer processes and decision drivers as well as their current and future needs. Identifies new ways of creating value with customers. Articulates ROI of products. Coordinates with other department success teams and shares new business opportunities. Participates in sales team presentations where appropriate to further enhance business growth opportunities, improve selling skills, and gain knowledge about the customer base.

Stays abreast of and learns about all new technical applications, products, programs, and services available to customers and for applying or utilizing them whenever appropriate or timely.

• Drive new technology solutions through complex large hospital and clinic-based pharmacies, applying thorough sales methodology. Develop, design, and execute strategic plans with large accounts. Articulate McKesson value efficiently and effectively resulting in expansion of services used by prospective clients.
• Exhaust opportunities within a given market or territory with a dedicated analytical sales approach, utilizing Salesforce to build an active funnel and reportable memorialization of market data. Navigate large organizations to uncover needs with multiple levels to conduct needs-based analysis through all opportunities. Accurately forecast opportunities using organizational sales.
• Own the relationship at the key stakeholder level to coordinate internal and external communication to Health System segment. Serve as the lead Sales Director in all opportunities within territory. Present and communicate value propositions effectively to C‑Level executives while maintaining.
• Build broad relationships throughout the target organization completing needs-based analysis for mutual consensus of product validity and execution.
• Fully comprehend and adhere to sales/support/finance/legal/leadership approval and contract execution processes. Represent the company by consistently demonstrating and understanding McKesson's I2
  
  CARE and ILEAD shared principles.

Degree or equivalent and typically requires 7+ years of relevant experience.

4-year degree, preferably with an emphasis in sales & marketing, strategic planning, business management, or equivalent experience.

• 7+ years selling net new business opportunities into large organizations.
• Proven track record of consistent new business growth and renewal success.
• Demonstrated executive relationship management.
• Experience selling SaaS services or pharmacy software applications.
• Ability to communicate and influence at all organization levels.

• Able to travel overnight domestically 50% of the time.
• Remote work environment - Work from Home (close proximity to airport is highly…