Lab Sales Solutions Analyst

McKesson   •  

Richmond, VA

Industry: Biotech/Pharma


Less than 5 years

Posted 357 days ago

Responsible for sales support management statistics to formulate policies, programs and to provide guidance to sales staff in promoting laboratory solutions.  Review market and sales analyses to determine customer needs.  Develop, execute, monitor and adjust business plans/programs to ensure solutions offering effectively balances customer need, our ability to execute effectively and maintains the budget.  Answer questions concerning products/solutions with appropriate referrals where required and coordinating lab solutions contracts.  May coordinate company product/ subject matter experts and industry key opinion leaders to help ascertain and/or help educate to customer’s needs.  May be responsible for reference site development. May be responsible for development of demo databases and templates for sales presentations. May analyze records of present and past sales and trends. Interprets accounts, trends, and records to management. Presents to new and present clients. Contacts prospects and explains feature and merits of products or services offered, utilizing persuasive sales techniques. May respond to customer request for proposal.


  • Analyze quotations and contracts for accuracy and to streamline the process by working closely with sales, consultants, contracts department, legal, and risk management.  Track contracts to completion and compliance thereafter.

  • Develop, execute and manage sales and leasing programs to help promote capital laboratory equipment sales, solutions sales and bundled sales.  Work closely with sales team to drive opportunities to close.  Report activity to sales leadership.

  • Work with Revenue Coordinator and Sales to reconcile accounts, build account and activity level P&L.  Make course, business plan and price adjustment recommendations based on aggregated data and analysis.

  • Work with leadership to make monthly forecast and projections for solutions




 Minimum Requirements
3+ years sales/sales support experience with demonstrated leadership skills.

Critical Skills

  • 3+ years sales / sales support experience with demonstrated leadership experience
  • 2 years of diagnostic capital equipment salesexperience (included in the above)

  • Experience in reading, writing and negotiating contracts

 Additional Knowledge & Skills

  • Proven successes leading sales teams and initiatives

  • Proficient at data analytics
  • Lab product knowledge preferred
  • Intermediate to Advanced MS Excel skills


4- yeardegrees in business, related field or equivalent experience or specialized sales training