McKesson Director of Sales Support in Richmond, Virginia

McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. McKesson Medical-Surgical provides medical-surgical supplies and equipment to physicians' offices, home care agencies, long-term care facilities and surgery centers. Our catalog includes more than 150,000 national brand products from bandages to exam tables, plus McKesson's own line of high-quality medical-surgical products. We're proud to be the only national distributor serving the entire continuum of healthcare.

Every single McKesson employee contributes to our mission—by joining McKesson Medical-Surgical you act as a catalyst in a chain of events that helps millions of people all over the globe. Your expertise, drive and passion can help us improve everything we touch, from providers to payors to pharmacies. You’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

Join our team of leaders to begin a rewarding career.

Current Need

The Leader of Sales Support has responsibility for the following functions within Sales Administration:

  • Requests for Proposal (RFP) Development – Lead the processes, workflow, approvals and content of all Medical Surgical RFP documents. Partner with Marketing, Legal, Finance and Sales Leadership for the most appropriate end deliverable for new business generation. Track win/loss metrics and create feedback loop with other functions for continuous improvement. Ensure all documents are of high quality and on time.

  • Cross Referencing and Quoting – Lead all processes and deliverables for Primary Care, Extended Care, Lab and Government. Ensure consistent and accurate results for product matching and product price quotes to the sales force and customers. Engage other business areas that support the data behind the cross reference tool. Create efficiencies and synergies to support competitive pricing in each quote. Manage the growth of the programs and develop opportunities for improvements. Lead training and support of team. Prepare and communicate metrics and analytics to Executive Management Teams.

  • Large Account Implementations and Project Management – Oversee the new customer implementation plans for all new Health System, Corporate Account and Large Account Business. Partner with Sales Leadership to understand funnel of work and carefully track, manage and communicate implementation status with Executive Leadership. Coordinate growth retention projects for the Top 200 MMS Accounts across Primary Care, Extended Care, Lab and Government.

  • Customer Program Management – Lead, manage and support the daily operations of customer programs managed through Sales Administration. These include, but are not limited to: Per Patient Day (PPD) program, DSSI and other 3rd party connectivity programs, HHA Rules Management, HHA Trunk Stock Management, and other programs in partnership with McKesson Patient Care Solutions, Health Systems and Surgery Centers. Create efficiency, standardization and synergies in how these programs are managed and administered. Create and maintain cross training across the team

Key responsibilities

  • Lead and manage team that supports daily operations of RFP Development, Cross Referencing and Quoting, Large Account Implementations and Project Management and Customer Program Management

  • Optimize and create efficiencies, synergies, and consistencies in all functional operations – both with internal team coordination and external customer support

  • Develop new initiatives and grow support model for managing the programs, while developing cross training program for functional and team growth

  • Executive Reporting and Communications

  • Other projects as assigned by manager

Position Description/General Job Family Information

  • Responsible sales support management statistics to formulate policy and provide guidance to sales staff on promoting solutions.

  • Reviews market and sales analyses to determine customer needs.

  • Develops business plans for all sales support functions and process improvements to meet business needs.

  • Responsible for the promotion of specific products or services.

  • Duties involve communication with customer or client.

  • Oversees demonstration of products/solutions and/ or services and provides assistance in the best application of product or services.

  • Answers questions concerning products/solutions with appropriate referrals where required.

  • May coordinate company product experts (including technical engineering support) and services to ascertain customer's needs.

  • May be responsible for reference site development.

  • May participate directly in product development and quality assurance testing of new releases or products.

  • May be responsible for development of demo databases and templates for sales presentations. May analyze records of present and past sales and trends.

  • Interprets accounts, trends, and records to management.

  • Presents to new and present clients.

  • Contacts prospects and explains feature and merits of products or services offered, utilizing persuasive sales techniques.

  • May respond to customer request for proposal.

Minimum Requirements

  • 5 years sales/sales support experience 2 years management experience

Critical Skills

  • Strong leadership experience in a Customer Service, Sales or Sales Operations based organization

  • Must be able to provide examples of developing others

  • Experience motivating both exempt and non-exempt employee base for growth and strong performance

  • Experience initiating and driving standard policies and procedures department wide, identify and drive efficiency opportunities and continue to improve cost leverage for the business

  • Proactive pursuit of processes that can be absorbed in Sales Administration as opposed to being completed by the sales force

  • Ability to think strategically and execute

  • Excellent verbal, presentation experience and written communication skills.

  • Strong business acumen

  • Ability to lead cross functional projects


  • 4- year degrees in business, related field or equivalent experience or specialized sales training

Physical Requirements

  • General Office Demands

  • Travel required to responsible locations, various leadership meetings and sales meetings

  • McKesson office-based

Benefits & Company Statement

McKesson believes superior performance – individual and team – that helps us drive innovations and solutions to promote better health should be recognized and rewarded. We provide a competitive compensation program to attract, retain and motivate a high-performance workforce, and it’s flexible enough to meet the different needs of our diverse employee population.

We are in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. We partner with payers, hospitals, physician offices, pharmacies, pharmaceutical companies and others across the spectrum of care to build healthier organizations that deliver better care to patients in every setting.

But we can’t do it without you. Every single McKesson employee contributes to our mission—whatever your title, whatever your role, you act as a catalyst in a chain of events that helps millions of people all over the globe. Talented, compassionate people are the future of our company—and of healthcare. At McKesson, you’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

McKesson is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

Agency Statement

No agencies please.

Job: Sales/Client Management

Organization: McKesson Medical Surgical

Title: Director of Sales Support

Location: Virginia-Richmond

Requisition ID: 18001111