Government Inside Sales Rep

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 hiring a Government Inside Sales Representative to join our team in Richmond, VA. In this role, you will support state, local, and federal government accounts
, driving new account development and expanding business within existing customers across Extended Care and Primary Care settings.

This is a fast-paced, complex sales environment
, where you will work across multiple departments within government facilities and navigate evolving procurement processes. We are seeking individuals who are curious, adaptable, and eager to learn
, with an interest in developing expertise in government sales and healthcare distribution.

This role offers an excellent opportunity to build expertise in a complex and highly valuable segment of the business
, supporting long-term career growth at McKesson.

Our Government Inside Sales Representatives are responsible for developing new business and expanding existing government accounts through phone, email, social platforms, and other outreach methods. Success in this position requires the ability to navigate multi-layered government organizations
, identify opportunities across departments, and adapt to evolving customer needs. Government sales is a dynamic and often changing environment. The most successful candidates will demonstrate:

• Comfort with change and complexity

• A strong desire to learn and ask questions

• The ability to evolve alongside customer needs and processes

Training & Development

We are committed to setting our team members up for success through structured onboarding and continued development:

• First 2 Weeks: In-office training, Monday–Friday 9:00 AM – 5:00 PM focusing on systems, products, processes, and government sales fundamentals

• Post-Training (Ramp-Up Period): Transition to a home-based workspace

  • Work closely with peers and leadership to apply training in real-time

  • Continue learning and development over approximately 6 months as you begin growing your territory and book of business

This role follows a structured hybrid model designed to support collaboration, training, and ongoing team connectivity:

• Initial Training (First 2 Weeks): In-office Monday through Friday 9:00am to 5:00pm

• Ongoing Hybrid
  
  Schedule:
  
  

  • Required in-office presence every Wednesday

  • Additional in-office days may be scheduled for:
    Team meetings, Specialized training, Business updates or initiatives

  • All additional in-office days will be communicated in advance

• Sell company products (incontinence, med cups, gloves, etc.) via telephone and electronic channels

• Generate new business through cold calling, prospecting, and re-engaging inactive accounts

• Maintain strong knowledge of products, vendors, and competitive landscape

• Prepare quotes and negotiate sales transactions

• Demonstrate strong communication, listening, and consultative selling skills

• Navigate customer technology platforms (Orbits, Scan Manager, EDI)

• Identify opportunities to grow sales within existing government accounts

• Expand product adoption and increase wallet share

• Provide clinical product support and education

• Analyze sales history and recommend tools and solutions

• Support customers with business tools and system connectivity

• 2+ years of relevant experience

• Ability to influence and present effectively to customers

• Experience working in a goal-oriented, fast-paced environment

• Strong time management and organizational skills

• Proficiency with Microsoft Office…