Field Sales Director, West Region

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Position Summary

The Director of Sales is responsible for leading growth and profitability of Biologics by McKesson oncology and rare portfolio. This individual will provide overall strategic direction and leadership for the business, leveraging their business and medical expertise to grow market share and drive innovation in the care delivery model. Reporting to the Vice President of Provider Sales Organization, they will have primary accountability of a field-based Regional Account Executives (RAE) as well as a team of Inside Sales Campaign Specialists (CS) with combined responsibility for hunting new business and growing existing customer base, including Oncology and Rare disease pharmacy customers.

Collaborates with other McKesson business units in a highly matrixed organization.They also leverage strategic internal/external business partners to optimize the value of Biologics capabilities and services for our physician, mid-level providers and support staff prescribing customers. The Director of Sales manages their P&L by effectively developing & executing sales strategies, and determining those areas requiring refinement, adaptation, and innovative change to achieve results.

Leads a regional field-based team of 5 RAEs along with 4 centralized CS personnel. The field-based team members manage multi-state geographic territories comprised of clinic and health system sites of care where patients would receive treatment with a product from the Biologics' oncology or rare disease inventory. The CS team will collaborate with the RAEs to develop a pipeline of net new opportunities and drive penetration of existing clients. Ultimately, it will be the Director of Sales' responsibility to create a culture that promotes collaboration across the team, Biologics and McKesson to grow referrals beyond the goals set by the organization.

Owns specialty-specific strategy execution in collaboration with the Vice President Provider Sales, Operations, BioPharma, and Marketing teams. The Director of Sales creates business goals and coordinates customer and sales strategy to drive customer satisfaction, deepen engagement, demonstrate value to customers, promote client loyalty and drive growth through new referrals to Biologics.

The Director of Sales is responsible for leading her/his team to maintain communication with key customers by developing close business relationships to sustain valued partnerships, monitor market conditions while remaining alert to opportunities and to ensure on-going account servicing in a manner that maximizes customer satisfaction while favorably positioning Biologics as the market leader.

This passionate leader must be capable of motivating teams responsible for delivering new referrals through existing and prospective customers. Responsible for effective team management including development and training, the customer experience and supporting our evolution in developing and demonstrating value beyond core specialty pharmacy services. Our matrix corporate environment requires this leader to work collaboratively across the businesses and teams to manage processes and resources to set their team up for success. Director, Field Sales should create and sustain a contagious winning attitude among the sales team within a collaborative teamwork environment that promotes McKesson's I2CARE and ILEAD principles.

Key Responsibilities

1.Communication & Performance Management= 25%

Leadership and guidance to team. Establishing and communicating necessary information, priorities, expected standards of performance, goals and sales objectives. Oversee and review actual performance levels aggregately and individually.

2.Customer Growth & Retention= 25%

Serve as executive leadership contact for key customers and prospective new clients. Support sales team effort through practice visits, customer relationship development, sales calls, tradeshows, and cross-business collaboration (e.g. - Medical Surgical and US Pharmaceutical).

3.Team Development= 15%

Partnering with sales effectiveness, develop and coordinate on-going sales training programs with respect to effective account management and negotiation skills, product, and industry training. Manage individual performance to develop employees (training, coaching, mentoring, experiences) and build team competencies to ensure a consistent delivery in customer support.

4.Customer Experience & Internal Operations= 15%

Collaborate with support teams (e.g. - Operations, Practice Support Center, Marketing, shared services etc.) to ensure business needs are understood, appropriately prioritized and resources aligned to achieve business goals

5.Collaboration & Execution= 15%

Develop and implement sales strategy in core markets; continuously evaluate staffing requirements to align with strategy; collaborate externally with strategic partners and with internal functions (e.g. - marketing) to develop approach in each market

6.Tools & Resources= 5%

Identify sales tools, capabilities or differentiated products & services and work with internal / external business partners to develop / implement as necessary

Education & Minimum Requirements

• Degree preferably in Sales, Marketing, Business, Management or Public Health, or equivalent experience.

• Typically requires 12+ years of professional experience and 4+ years of management experience.

• Master's degree is preferred, yet not required.

Business Experience

• 12+ years total professional experience is typically required.

• Ideally 8+ years professional experience, preferably in healthcare.

• Ideally 6+ years leadership in field sales and/or existing account management and business development.

• 4+ years management experience is typically required.

• Demonstrated experience in setting and managing specific sales KPI's.

• Experience in healthcare including specialty pharmacy or pharmaceutical sales is highly desired.

• Demonstrated success in implementing a strategy and working through change and issue resolution.

Specialized Knowledge, Skills, & Abilities

• Ability to synthesize extensive information and variables to formulate summaries and recommendations.

• Communication and ability to develop skills (active listening/mirroring/probing) by coaching/mentoring a team.

• Ability to lead & develop other leaders.

• Ability to navigate matrix corporate environments.

• Highly collaborative individual capable of managing stakeholders in a matrixed environment.

• Leadership experience on multi-department and/or cross-BU projects.

• Experience working with internal operations on related customer experiences and team workflows.

• Complete understanding of the specialty pharmacy market landscape, competitors, and challenges.

• Client-focused service mentality with an ability to facilitate and encourage cooperation between diverse groups to align goals.

• Ability to develop compelling business cases.

• Proficient in in everyday platforms of Microsoft Office suite (Word, Excel, PowerPoint).

• Strong understanding and methods related to effective account management/use of opportunity management tools (i.e., CRM/Customer Relationship Management tools, Salesforce, SAP, Analytics dashboards).

Working Conditions

• Talent must live in the West territory (Texas or West) to manage the West Region Sales Team efficiently/cost effectively.

• Remote/Home Office environment managing a Sales Team in respective Region in close proximity to a major airport due to extensive travel requirements.Ideally this airport will be easily accessible, due to high travel.

• Able to travel (driving/air) from 50-70% with Sales Team Members to current/potential customer sites, clinician meetings, industry conferences and company events.

• Must have a valid driver's license with a clean driving record/MVR.

• Must be authorized to work in the US unrestricted - This position is not eligible for sponsorship.

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, pleaseclick here.

Our Total Target Cash (TTC) Pay Range for this position:

Total Target Cash (TTC) is defined as base pay plus target incentive.

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson's full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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