Area Sales Manager

Area Sales Manager

Requirements

• 9 years professional / sales experience
• 1-year (min) leading people directly or indirectly
• Must have a valid driver’s license and acceptable driving record. 7-year MVR check during pre-employment.
• Experience selling to C-suite
• Financial acumen (compare quarterly trends, year to year growth, margin erosion, etc.)
• Mature confidence and self-awareness (can influence others diplomatically)
• Superior communication skills.
• Ability to make difficult decisions and have difficult conversations
• Demonstrated performance management skills
• Demonstrated sales leadership skills
• Proficiency with Excel, Power Point, Outlook, and CRM tools.
• Experience in distribution sales
• Demonstrated success in building and growing a new region / territory
• Prior healthcare experience is preferred

Responsibilities

• Achieve Financials & MBO Goals – ASMs will achieve Gross Profit goal and related MBO targets (set annually), through all key responsibilities; participate in monthly check in with RVPs; review performance to plan, MBO’s, company initiatives, key customer trends & personnel matters; adjust local tactics based on RVP guidance to enhance performance against goals; and create & execute local strategies to drive growth & team performance.
• Embody Our Culture – ASMs will embody our Enterprise culture and bring it to life with their teams by modeling ICARE and ILEAD behaviors, communicating key corporate and BU messages to teams, rewarding & recognizing Account Executives as appropriate and promoting team building.
• Develop & Lead Your Team – Drive performance and development activities including but not limited to: leading through change, performance management of your team, self-directed continuing education and training to increase sales & negotiations skills, keeping informed of industry trends and current events within McKesson. Effectively communicate to & motivate your team during team meetings, 1:1s, via email, etc. Ensure they understand McKesson’s strategy, local tactics and are armed to overachieve. Nurture and grow the sales competencies and capabilities of your sales teams through effective observation during ride-a-longs, coaching & co-selling. Hiring activities with a lens to improve team diversity.
• Tailor strategies & tactics for growth supporting priorities – Create, document & update annual strategic & tactical plans that balance local market realities with broader McKesson initiatives to ensure financial plan achievement. Grow existing portfolio including key customers through sales efforts focused on product penetration/ wallet share growth.
• Own Your Top Customers – ASMs will focus on top customers & model best practices for their Account Executives by leading and owning bi-annual business reviews with your market’s top 10 customers by revenue, conducting penetration activities targeted against top 20 customers by revenue in your local market, and through retention as you coach Account Executives and get involved on behalf of customers to ensure account retention and growth.
• Collaborate with Specialists – ASMs will ensure field adoption of selling McKesson’s specialized offerings that require specialist help. Work collaboratively with McKesson Sales Specialists to develop & adjust strategic sales plans targeting best opportunities, co-author related team communications and inspection of results. Utilize data & analytics to inform sales opportunity selection. Ensure Specialists can both initiate & support sales opportunities from beginning to end.
• Use technology & analytics to improve results – ASMs will drive field adoption of available sales technologies to set direction, ensure understanding of opportunities & productivity, minimize waste and improve results.

Preferred Qualifications

• 4-year degree in business or related field or equivalent experience
• Prior healthcare experience is preferred