Pharmacy Sales Consultant @ McKesson

Job Information

Job Description:

Responsibilities

• 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 the future improvement and development of McKesson products and services leveraging the experience of our pharmacy partners.
• Provides customers with marketing advice, financial analysis to formulate financial plans, managed care information, competitive data and profit enhancing opportunities through sales methodologies and programs designed to point out the benefits of company products/services/technologies.
• Develops sales proposals, business reviews, sales presentations of specific products and services, demonstrations of products, merchandising plans, and sales promotions to grow existing business or capture new accounts.
• Achieve success in line with our ICARE principles.
• Ensures on-going attention to enhancing strong relationships with key customers to build/maintain the credibility required to retain business long term.
• Through collaboration with other departments and coordination with staff in operations, delivery, inventory, credit, pricing, and finance, provides problems solving and troubleshooting expertise to customers in servicing existing accounts.
• Through collaboration and team selling opportunities, participates 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, and accurate data in our Salesforce.com CRM, providing an accurate sales forecast in real-time.
• Special projects as assigned.

Minimum Requirements

• 1+ years Medical and/or Pharmacy experience.
• 3+ years B2B field sales experience.
• Valid driver’s license and clean driving record.
• 75% regional travel with 3-4+ overnights per month.

Education

• Bachelor’s degree in business related field or equivalent work experience with an emphasis in sales, marketing, business management, account management or healthcare related field preferred.

Critical Skills

• 4+ year’s sales experience in healthcare, preferred but not required.
• 4+ years business to business sales experience.
• 3+ years sales experience with track record of success, of delivering results and meeting/exceeding sales goals.
• Experience in the retail/distribution, healthcare delivery, pharmacy, community pharmacy, benefits, or insurance industry helpful and preferred.
• Consultative sales approach to identify customer needs.
• Ability to articulate the organization’s value proposition to customers.
• Must be open to extensive day travel by car with at least a few overnights per month.
• Proficiency with using a CRM tool (e.g., Salesforce, ACT).
• Proficiency with MS Office Suite (Excel, Power Point, Word, and Outlook).
• Ability to read P/L statements.
• Strong business/financial acumen.
• Excellent analysis, problem solving, and negotiation skills.
• Demonstrates teamwork/collaboration with a focus on facilitating trust and open communication.
• Influential communicator with focus on active listening and customizing messages appropriately for differing audiences.
• Ability to navigate complex environments successfully.
• Self-starter who is proactive and a continuous learner.
• Relationship building with a focus on facilitating trust and open communication.
• Flexible with very strong organization skills.
• Organized, accountable, assertive, and focused on results.

Company Information

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