Regional Sales Representative

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

CoverMyMeds (CMM) is seeking a Regional Sales Representative for its pharmacy and/or payer business segments which includes selling solutions that services pharmacies and/or payers. The candidate will have a proven history of documented successes in selling technology solutions across pharmacy markets, payer/PBM or within the healthcare industry. The position will be responsible for both new sales and existing revenue retention of the solutions and becoming the subject matter expert on the solutions to internal and external stakeholders. Preferred candidates will have previous experience in successfully selling technology solutions at the corporate level of the pharmacy market or healthcare industry. Preferred candidates will have experience managing the sales process and outcomes up and down within the organization.

Position Description:

• Core responsibility for this quota carrying sales representative will be pharmacy connectivity/network technology sales to new and existing customers.
• Develops new business opportunities, conduct opportunity assessments for all accounts and define overall account strategies.
• Develops appropriate relationships with key decision makers / business owners.
• Leads the discovery process and analysis/qualification for applicability of CoverMyMeds solutions into the market segments.
• Works with Legal teams to negotiate and navigate the contracting process.
• Manages customer satisfaction and proactively resolves customer issues that remain open from the sale.
• Understands customer processes and decision drivers as well as their current and future needs.
• Identifies new ways of creating value with customers.
• Ability to articulate the ROI of solution utilization.
• Coordinates One McKesson opportunities.

Key Responsibilities:

• Achieves annual revenue quota goal– both new and renewal revenue – for assigned accounts and/or geographical area.
• Rapidly builds new pharmacy networks via contracting that enable the business to scale new solutions quickly in the market
• Demonstrates appropriate level of knowledge regarding solution products, services and business partners.
• Ability to independently determine “best fit” for customer through discovery process.
• Leads contract negotiations with customers and works closely with CoverMyMeds Pharmacy Solutions Legal/Finance as appropriate.
• Manages sales expenses, working within McKesson Travel and Expense policy.
• Answers internal/external questions concerning products and services in a timely manner.
• Appropriately logs and forecasts all territory sales activities in Salesforce.com and other sales tools as required
• Attends industry events, customer conference, etc. in support of driving new sales and strengthening customer relationships.

Minimum Requirements

• Degree or equivalent and typically requires 2+ years of 
  relevant experience

Critical Skills

• Excellent oral and written communication skills
• Ability to sell solutions using consultative selling techniques.
• Ability to develop and present cost benefit models to senior level pharmacy personnel / owners
• Experience with both cold calling to generate new business as well as nurturing/managing tenured accounts with existing longstanding relationships.
• Cross-functional collaboration with product management, marketing, account management, finance, sales operations and legal teams
• Articulate and analytical.

Additional Knowledge & Skills

• Healthcare sales experience is highly preferred (preferably in the retail pharmacy space)
• Documented success in achieving set sales quotas
• Ability to successfully work remotely and independently
• Thorough knowledge of assigned product(s), company functions, marketing and/or service policies and procedures and excellent communication skills

Education

• 4-year degree in business or related field or equivalent experience

Physical Requirements