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 bu