Pharmacy Sales Consultant

Company Overview

McKesson is a global leader in healthcare supply chain management solutions, retail pharmacy, community oncology and specialty care, and healthcare information solutions.

We are seeking a Pharmacy Sales Consultant (PSC), an individual‑contributor sales professional responsible for selling our portfolio of products and services into community pharmacies within an assigned geographic territory (Maryland and parts of West Virginia). The PSC will provide consultative, strategic support to pharmacists and pharmacy owners, positioning McKesson as a trusted partner and driving growth through Enterprise Solutions.

• Achieve annual budget objectives for assigned sales territory.
• Build a comprehensive business plan to optimize short- and long-term territory performance.
• Lead the execution of a consultative sales process from qualification to contract negotiations for all opportunities within assigned territory.
• Build a robust opportunity funnel by organic cold calling and coordinated efforts.
• Prepare for and provide meaningful participation in future improvement and development of McKesson products and services.
• Provide customers with marketing advice, financial analysis, managed care information, competitive data and profit‑enhancing opportunities through sales methodologies and programs.
• Develop sales proposals, business reviews, sales presentations, product demonstrations, merchandising plans, and sales promotions to grow existing business or capture new accounts.
• Ensure ongoing attention to enhancing strong relationships with key customers to retain business long term.
• Provide problem‑solving and troubleshooting expertise to customers in servicing existing accounts through collaboration with other departments.
• Participate in sales team presentations where appropriate to further enhance business growth opportunities, improve selling skills, and gain knowledge about the customer base.
• Maintain current, detailed, accurate data in  CRM, providing accurate real‑time sales forecasts.
• Complete special projects as assigned.

• 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 a track record of delivering results and meeting or exceeding sales goals.
• 2+ years of 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, PowerPoint, Word, Outlook).
• Consultative sales approach to identify customer needs.
• Excellent analysis, problem‑solving, and negotiation skills.

• Demonstrates teamwork/collaboration with a focus on facilitating trust and open communication.
• Ability to articulate the organization’s value proposition to customers.
• Strong business and financial acumen.
• Influential communicator with a focus on active listening and customizing messages appropriately for differing audiences.
• Organized, accountable, assertive, and focused on results.

Field‑based position with daily customer and prospect‑facing responsibilities within the region. Extensive overnight travel required (approximately 70% of the time, 8–12 nights a month). Must live in or close to the Baltimore metro area, have a valid driver’s license with a clean driving record, and be authorized to work in the United States without sponsorship. Remote/Home Office work environment is available for certain administrative duties.

Total Target Cash (TTC) Pay Range: $126,900 – $211,500. TTC is defined as base pay plus target incentive. In addition to base pay, other compensation such as an annual bonus or long‑term incentive opportunities may be offered. Benefits information is available separately.

McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. Applicants who need a reasonable accommodation to assist with the job search or application process should contact the appropriate accommodation email addresses provided by McKesson.