Diagnostic Sales Consultant (Dsc)

McKesson requires new employees to be fully vaccinated for COVID-19 as defined by the CDC, subject to applicable, verified accommodation requests.
Position Summary :
The position is primarily responsible to assess, identify, develop and recommend Lab sales opportunities for existing and new customers or products. The role will require engagement with key stakeholders to advance the growth within customer and product segments to include, PC & EC Inside Sales, PC Account Executive, PC Area Sales Managers, Lab Capital Equipment Team, consultants, manufacturer partners and customers.
Key Responsibilities:
Achieve Sales Results

• Achieve revenue objectives and targets and accepts responsibility for performance through articulating clinical, operational and economic value prop and growing lab customer base through prospecting and retaining current business.
• Ability to articulate the clinical, operational and economic value proposition for the McKesson Lab Sales Solution.
• Utilize available sales technology (SFDC, Sales Analytics tools, MBA, etc.) to: set direction, better understand opportunities and improve results. Analyze customer information to assist customer and Account Manager in proper formulary of testing within the practice.
• Accountable for assessment & recommendation of identifying short- and long-term business needs, creating territory sales plans to address and win opportunities by customer and product segment view.
• Gather data on marketing trends, competitive products, and pricing to capitalize on selling opportunities.

Building Relationships

• Build relationships with key leaders and influencers to drive acceptance and use of Lab offerings through alignment with customer and product goals. Educate, train and influence PC sales force. Work closely with Director Inside Sales, Inside Sales Managers, Area Sales Managers, Regional Vice Presidents and supplier partners to prioritize Lab opportunities and adoption goals.

Territory Management

• Applies specialized knowledge to ensure customer retention and expands opportunities for sales growth
• Identify opportunities to grow revenue and capitalize on opportunities within existing territory to identify areas of growth and penetration

Influence and Collaboration

• Establishes and builds strong internal and external client relationships that allow for future growth, profitability and predictability.

• Networks, interfaces and effectively communicates with internal colleagues and peers to share information and best practices while remaining aware of industry/customer organizations that impact business.
• Coordinates the involvement of internal colleagues and management in order to meet the customer’s expectations and maximize performance.
• Demonstrates strong leadership with colleagues, peers, and internal stakeholders, and can effectively manage "up and down" the organization with a positive influence.

Minimum Requirements
4+ year sales experience in Healthcare, Lab or Distribution preferred
4+ years strong business solutions/consulting experience
Critical Skills

• Ability to demonstrate leadership and change management skills while being adept to new concepts, technology and ideas
• Ability to execute strong organizational skills to drive performance and time management
• Ability to take ownership, influence others, and drive sales process from inception to close
• Must to be able to travel daily within assigned region
• High level of accountability and the go to resource for both internal and external customers
• Ability to strategically build relationships with sales leadership, customers, and vendors
• Ability to educate and train a sales force
• Proven experience working in complex situations and negotiating with decision makers

Additional Knowledge & Skills

• Prior lab sales experience is a plus.
• Prior sales experience in distribution is a plus.
• B2B sales experience is a plus

• Specific experience in team selling lab products
• Proficiency with Excel, Power Point, Word, and Outlook
• Proficiency with using a CRM tool (e.g. Salesforce)
• Physician Office Lab (POL) experience

Required:

• Must be willing to travel up to 50%
• Must have a valid driver's license and acceptable driving record

Working Conditions:
Environment (Office, warehouse, etc.)

• Home office, customer office

Physical Requirements (Lifting, standing, etc.)

• Large percent of time performing computer-based work is required.

At McKesson, we care about the well-being of the patients and communities we serve, and that starts with caring for our people. That’s why we have a Total Rewards package that includes comprehensive benefits to support physical, mental, and financial well-being. Our Total Rewards offerings serve the different needs of our diverse employee population and ensure they are the healthiest versions of themselves. For more information regarding benefits at McKesson, please click here.
As part of Total Rewards, we are proud to offer a competitive compensation package at McKesson. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered.
Our Total Target Cash (TTC) Pay Range for this position:
$125,300 - $208,900
Total Target Cash (TTC) is defined as base pay plus target incentive.
McKesson is an Equal Opportunity/Affirmative Action employer.
All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history.
McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to [email protected]. Resumes or CVs submitted to this email box will not be accepted.
Current employees must apply through the internal career site.
Join us at McKesson!