Senior Sales Specialist

Job Description

The Senior Sales Specialist (SSS), is responsible for leading the development and execution of innovative partnerships with the provider customers of Biologics specialty pharmacy, including community oncology practices and health systems. Strategies will be primarily focused on creating mutually beneficial models which drive efficiency and business value for the customer, while also increasing the prescription volume of oncology and rare disease drugs to the pharmacy.

The SSS role will support the Biologics provider sales team to collaborate with the leadership teams of the physician institutions to develop the tactical plans necessary to execute on the partnership goals. The SSS will work with Biologics Regional Account Executives, across the country, to drive increase referral counts through net-new business development opportunities, as well as penetration of existing clients.

When necessary, the SSS will provide additional support to territories vacant of the RAE role and/or territories underperforming to plan.

Along with field sales responsibilities, the SSS will also be responsible for designing, delivering, and continuously improving training programs that enable provider-facing sales teams to effectively communicate the value of specialty pharmacy services to healthcare providers, practices, health systems, and other key stakeholders. This role serves as a subject‑matter expert and strategic training partner for inside sales and field sales teams, ensuring representatives have the knowledge, skills, tools, and confidence needed to drive provider engagement, strengthen relationships, and support specialty pharmacy growth.

A key part of the training initiatives will be conducted through in‑person ride‑alongs with Regional Account Executives in their designated territories.

The SSS must understand macro and micro healthcare dynamics, business fundamentals and physician motivation to develop strategies to attract new business. This is accomplished through effective lead management, strategic prospecting, relationship development and personalization of the sales process. The SSE fosters relationships with prospects, vetting needs and opportunities to discover unique and creative ways to engage in business & patient care relationships.

Ultimately, the SSS will have responsibility for surpassing new referral goals at the national level. Success will also be measured by the overall business impact of these solutions and cross‑functional collaboration which creates and sustains a contagious winning attitude among the sales team within a collaborative teamwork environment that promotes McKesson’s ICARE and ILEAD principles.

• Develop and deliver onboarding and ongoing training programs for provider‑facing inside and field sales representatives.
• Create training curricula covering specialty pharmacy services, patient support programs, referral and prescription workflows, access and reimbursement, adherence, and other relevant capabilities.
• Translate complex clinical, operational, reimbursement, and specialty pharmacy concepts into clear, practical sales messaging.
• Develop role‑specific training for inside sales representatives, field sales representatives, account managers, and sales leaders.
• Facilitate live classroom, virtual, workshop, and hands‑on training sessions.
• Partner with subject‑matter experts to ensure training content is accurate, current, and aligned with business priorities.

• Establish and reinforce sales competencies, including consultative selling, discovery, value‑based messaging, objection handling, account planning, and closing.
• Coach representatives through real‑world provider…