Field Sales Director, West Region

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Position Summary

The Director of Sales is responsible for leading growth and profitability of Biologics by McKesson oncology and rare portfolio. This individual will provide overall strategic direction and leadership for the business, leveraging their business and medical expertise to grow market share and drive innovation in the care delivery model. Reporting to the Vice President of Provider Sales Organization, they will have primary accountability of a field-based Regional Account Executives (RAE) as well as a team of Inside Sales Campaign Specialists (CS) with combined responsibility for hunting new business and growing existing customer base, including Oncology and Rare disease pharmacy customers. 

Collaborates with other McKesson business units in a highly matrixed organization. They also leverage strategic internal/external business partners to optimize the value of Biologics capabilities and services for our physician, mid-level providers and support staff prescribing customers. The Director of Sales manages their P&L by effectively developing & executing sales strategies, and determining those areas requiring refinement, adaptation, and innovative change to achieve results. 

Leads a regional field-based team of 5 RAEs along with 4 centralized CS personnel. The field-based team members manage multi-state geographic territories comprised of clinic and health system sites of care where patients would receive treatment with a product from the Biologics’ oncology or rare disease inventory. The CS team will collaborate with the RAEs to develop a pipeline of net new opportunities and drive penetration of existing clients. Ultimately, it will be the Director of Sales’ responsibility to create a culture that promotes collaboration across the team, Biologics and McKesson to grow referrals beyond the goals set by the organization. 

Owns specialty-specific strategy execution in collaboration with the Vice President Provider Sales, Operations, BioPharma, and Marketing teams. The Director of Sales creates business goals and coordinates customer and sales strategy to drive customer satisfaction, deepen engagement, demonstrate value to customers, promote client loyalty and drive growth through new referrals to Biologics.

The Director of Sales is responsible for leading her/his team to maintain communication with key customers by developing close business relationships to sustain valued partnerships, monitor market conditions while remaining alert to opportunities and to ensure on-going account servicing in a manner that maximizes customer satisfaction while favorably positioning Biologics as the market leader.

This passionate leader must be capable of motivating teams responsible for delivering new referrals through existing and prospective customers. Responsible for effective team management including development and training, the customer experience and supporting our evolution in developing and demonstrating value beyond core specialty pharmacy services. Our matrix corporate environment requires this leader to work collaboratively across the businesses and teams to manage processes and resources to set their team up for success. Director, Field Sales should create and sustain a contagious winning attitude among the sales team within a collaborative teamwork environment that promotes McKesson’s I2CARE and ILEAD principles. 

Key Responsibilities

1. Communication & Performance Management = 25%

Leadership and guidance to team. Establishing and communicating necessary information, priorities, expected standards of performance, goals and sales objectives.  Oversee and review actual performance levels aggregately and individually.

2. Customer Growth & Retention = 25%

Serve as executive leadership contact for key customers and prospective new clients. Support sales team effort through practice visits, customer relationship development, sales calls, tradeshows, and cross-business collaboration (e.g. – Medical Surgical and US Pharmaceutical).

3. Team Development = 15%

Partnering with sales effectiveness, develop and coordinate on-going