Inside Sales Representative, MPB Acute

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve - we care.

What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow's health today, we want to hear from you.

Current Need:

This is a hybrid role in LaVergne, TN. Candidate MUST reside within 1 hour of LaVergne, TN.

The Inside Sales Representative (ISR) is an individual contributor sales professional and trusted business advisor to their assigned Hospital and Health System customers. The ISR will place outbound calls with customers regarding sales leakage, sales opportunities, product information, McKesson service offerings, along with other maintenance and growth of programs. This encompasses products and services covering an assigned account base under McKesson Plasma and Biologics Acute customers. The ISR will also be responsible for accounts as a FLW Generics Specialist for their assigned accounts.

The ISR is a highly consultative role requiring the ability to effectively lead all interactions with the director of pharmacy or purchaser of the pharmacy or hospital system. Customer consultation is managed through consistent and productive monthly telephone calls.

The ISR is responsible for interfacing with customers prior to and/or after a sale. Develops and maintains positive customer relations and coordinates with various functions within the company to ensure customer requests are handled appropriately and in a timely manner. Maintains sufficient technical knowledge of our product offerings, our vendors, and our service delivery. Conducts research and prepares for sales calls for assigned markets to ensure successful outcomes. Utilizes effective sales techniques to increase revenue and grow the customer base. Proactively recommends services needed by customers to increase customer satisfaction and improve transaction profitability.

Key Responsibilities:

Sales & Business Development

• The Inside Sales Representative is responsible for the promotion, maintenance and growth of programs, products, and services covered both MPB and FLW Generics. Focus on driving the McKesson Value Proposition while increasing AOP/profitability on lower volume customers.

• Achieve annual budgeted sales objectives for assigned sales territory.

• Increase and/or maintain Net Sales and Customer Compliance.

• Will develop the appropriate strategy for each assigned account and lead the coordinated execution of various products and service throughout the sales process. Partnering with McKesson Full-Line Enterprise Account Executives/Director of Enterprise Accounts on the strategy for assigned accounts and communicating on a weekly basis to discuss accounts.

• Develops business reviews, sales presentations of specific products and services, and sales promotions to grow existing business.

• Using a consultive sales approach, assists with the negotiation and execution of contract extension and sales agreement renewals.

• Partner with the McKesson Full-Line Enterprise Account Executive/Director of Enterprise Accounts on the execution of a consultative sales process from account assignment to contract negotiations for all opportunities within assigned book of business.

• Utilizes strategic probing and analyzes multiple market factors such as, price changes, loss of exclusivity notifications, price comparisons, raw material shortages, customer service level, leakage reports, compliance reports, overstocks, short-dated product reports, and sales agreement changes, to both anticipate/identify customer problems/needs and recommends appropriate solution to assist customers in formulating strategy and direction.

• Delivery OS Generic Opportunities using various opportunity reports pulled from the MHS Generics Suite and/or provided by the Generics Programs Team.

Account Management

• Responsible for managing an assigned territory of approximately 75-150 Hospital Accounts, with a consistent monthly connection over the phone for both MPB products and FLW Generics.

• Build a comprehensive business plan to optimize short and long-term territory performance.

• Ensures on-going attention to enhancing strong relationships with key customers to build/maintain the credibility required to retain business long term and ensure highest level of satisfaction.

• Through collaboration with other departments and coordination with staff in customer service, manufacturer account management, support services, inventory, credit and finance, provides problems solving and troubleshooting expertise to customers in servicing existing accounts.

• Execute on manufacturer sponsored campaigns or business initiatives by detailing, prebooking, negotiating, and selling products and programs to existing accounts assigned by management.

• Successfully acting as a liaison between the client and departments within the company to convey information, ensure understanding, and make certain everything gets done in an accurate, timely manner while applying active listening to help the client to be aware of other services and actions that may lead to greater success.

• Forecasts and tracks client account metrics, manage projects within client relationships, working to carry out client goals while meeting company goals.

Systems & Technology

• Uses several systems or applications to perform customer interactions including SAP, SAP CRM - Cloud for Customer, Salesforce.com, Outlook and MS Office, Cisco, Tableau, various dashboards and reporting, and McKesson Connect.

• Maintain current, detailed, and accurate data in our SAP C4C/Salesforce.com CRM documenting customer interactions.

Training, Education & Development

• Keep up to date on industry and product changes by accessing tools and resources such as McKesson Center for Learning, Health System Coffee News, SharePoint, Tableau, Verint, McKesson Connect, Actionable Compliance Dashboards and other newsletters.

• Take part in Weekly Team Meetings, Quarterly Town Hall Meetings, National Sales Conference, Refresher Trainings, and select Trade Shows.

• Prepare for and provide meaningful participation in the future improvement and development of McKesson product and services leveraging the experience of our pharmacy partners.

• Collaborate and work closely with the territory field sales (EAE/DEA) to maintain alignment of goals and priorities creating a successful partnership.

Minimum Requirement:

• Typically, minimum 0-2 years of relevant experience. May have degree or equivalent.

Education

• 4-year degree preferred (Or related field or equivalent experience.)

Critical Skills:

• 1 year of sales and/or account management experience.

• Minimum 6 months of McKesson Sales Experience (can replace the one above).

• 1 years of pharmaceutical industry experience preferred.

• Strong ability to communicate and build relationships over the phone.

• Proficient in MS Office Suite (Excel, Outlook, Work, etc.)

• Professional business to business inside sales acumen.

• Ability to adapt to a changing environment and handle multiple priorities.

• Consultive selling/negation experience.

Additional Skills:

• Excellent Verbal and Written communication skills required.

• Business/Financial Acumen

• Analysis/Problem Solving/Negotiation

• Self-motivated and demonstrates personal commitment and drive to meet or exceed objectives.

• Strong organization skills to execute on job expectations and priorities.

• Consultative selling/negotiation skills with the proven ability to build lasting customer relationships with a focus on facilitating trust and open communication.

• Influential communicator with focus on active listening and customizing messages appropriately for differing audiences.

• Must be able to identify individual customers' needs and provide solutions based on those needs.

• Flexibility and wiliness to adapt to successfully navigate a complex ever changing work environment.

• SAP experience a plus

• Working knowledge of plasma and specialty products desired

Working Environment:

• Hybrid/Home Office within 1 hour of LaVergne, TN.

• Up to 10% Travel.

Physical Requirements

• General Office Demands (Standing, Lifting, Sitting at a Desk/Computer)

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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