McKesson District Sales Manager, MHS – Mtn. States Market in United States

McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. It starts with the chain of events you initiate when you work with McKesson Pharmaceutical - a chain that extends across the country and results in millions of people getting more from their healthcare.

As the leader in pharmaceutical distribution and supply chain management, McKesson Pharmaceutical delivers vital branded and generic pharmaceuticals, as well as over-the-counter products, to more than 40,000 customers in three primary segments: retail chains, independent retail pharmacies and institutional providers such as hospitals, health systems, integrated delivery networks and long-term care providers.

We base our distribution excellence on electronic order processing, asset management tools, a commitment to Six Sigma methodology, order accuracy and supply chain safety. We work with our customers on solutions - including supply management technology, world-class marketing programs, managed care and repackaging products and services - that help them meet their business and quality goals. Our entire team works to ensure patients receive their medications efficiently and begin the process of healing.

As the nation’s largest pharmaceutical distributor, US Pharmaceutical is committed to driving total pharmacy health for customers and ensuring that customers receive the right drug at the right time, every time. This commitment is underpinned by McKesson’s focus on providing customers with the industry’s highest product availability, intelligent ordering capabilities and unmatched service accuracy.

Join our team of leaders to begin a rewarding career.

Current Need

Through optimum utilization of market resources, management of key customer accounts, and advanced people management skills, leads a team of sales professionals in growing revenue and servicing customers in the assigned Health Systems market while achieving sales, EBIT & ROCC goals. This position will require travel in the regional market.

Position Description

Strategic Management:

Develop, communicate, and oversee the implementation of plans and strategies for increasing market revenue, while reaching/exceeding sales, EBIT & ROCC goals.

Sales & Marketing Management:

Lead and manage the Health Systems sales team in executing the plans and strategies developed for the market through professional & timely coaching, training, performance management, and inspiring employees to exceed expectations.

Manage and drive Health Systems marketing programs, manage the sales funnel, sales reporting programs, and other methodologies developed by the company in order to achieve goals.

Lead and coordinate Health Systems customer service programs which provide the highest level of on-going, consistently superior service to market clients. This responsibility often involves timely, appropriate leadership in troubleshooting and problem solving projects and efforts which are key to long term resolution of problems and ultimately provide superior customer service to all accounts in the market.

Maintain an acute focus on key customer accounts to ensure growth of revenue while strengthening relationships between McKesson and key customers.

Collaborate with sister sales organizations in order to grow the market business and build synergistic opportunities.

Human Resource Management:

Responsible for the consistent application of regional HR management policies/practices and for ensuring ongoing employee/mgt. relations to support optimal team performance.

Responsible for providing leadership and support for regional training initiatives for management & employees including the development of plans for the professional development of all sales personnel.

Organizational Leadership:

Collaborate with operations, credit, finance, other sales departments, and other field and corporate/regional organizations in order to optimize business results and customer satisfaction.

Teach and model the ICARE principles at all times with employees, customers, vendors, and other managers and drive (enforce) high-level compliance throughout the market with employees and other department managers.


Supervise Account Managers (4-6)

Minimum Requirements

  • Experience - 5-7 years sales experience required with management experience preferred

Critical Skills

  • Previous healthcare sales experience required

  • Management experience within healthcare with demonstrated success developing exempt level field sales team

  • Strong communication skills

  • Knowledge to coach and excel within a defined sales process

  • Strong attention to quality and detail

  • Knowledge working with systems and data analytics reporting (Excel, Salesforce, DocuSign, SAP)

  • Key Account Management experience

  • Strong business acumen with good problem-solving skills

Additional Knowledge & Skills

  • Knowledge of McKesson's MHS Business Services, and sales methodologies [preferred

  • Experience in pharmaceutical distribution sales or wholesaler industry or related healthcare industry highly desired

Core Competencies

  • Consultative Selling

  • Business/Financial Acumen

  • Analysis/Problem Solving

  • People Management/Development

  • Teamwork/Collaboration

  • Customer Orientation

  • Communication

  • Planning and Organizational skills.

  • Strong Team Building Skills

  • Change Management

  • High Energy


BA or BS degree required


  • Current/valid driver's license and clean MVR required

Physical Requirements

General Office Demands

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 Pharmaceutical

Title: District Sales Manager, MHS – Mtn. States Market

Location: United States

Requisition ID: 18004468