We are seeking an experienced Area Sales Manager to join our Medical-Surgical Ambulatory Care Sales team, leading a high-performing team of Field Sales Representatives across Alabama. We are particularly interested in candidates with
strong experience in Ambulatory Care sales environments.
Location To best support the region, our strong preference is for candidates currently located in or near Birmingham. Candidates based in Huntsville or Montgomery will also be considered. Please note that relocation assistance is not available for this position.
Position DescriptionThe Area Sales Manager (ASM) is responsible for leading a high-performing team of Field Sales Account Executives and achieving all financial objectives for the assigned territory. This team consists of tenured, experienced representatives, and this role requires a leader who can
support and amplify their success through thoughtful coaching, strategic guidance, and a focus on unlocking continued growth opportunities.
This leader must bring a strong ability to leverage reporting, analytics, and business insights to guide decision-making, identify opportunities, and drive overall territory performance within the Ambulatory Care space. The ASM will play a highly visible role in the field-partnering directly with their team through ride-alongs, customer engagement, and strategic account support when needed.
Success in this role requires a leader who can inspire, challenge, and win with an already strong team, while aligning performance to key initiatives and business priorities.
Key ResponsibilitiesAchieve Financials & MBO GoalsASMs will achieve Gross Profit goals and related MBO targets (set annually) through all key responsibilities; participate in monthly check-ins with RVPs; review performance to plan, MBOs, company initiatives, key customer trends, and personnel matters; adjust local tactics based on RVP guidance; and create and execute local strategies to drive growth and team performance.
Embody Our CultureBring our Enterprise culture to life by modeling ICARE and ILEAD behaviors; communicate key corporate and business unit messaging; recognize and reward Account Executives; and foster a collaborative, high-performing team environment.
Develop & Lead Your TeamLead a team of experienced, tenured sellers by focusing on
advanced coaching and performance optimization. This includes:
- Coaching reps to maximize wallet share and fully leverage their book of business
- Using data, reporting, and analytics to guide rep activity and performance improvement
- Conducting ride-alongs, co-selling, and real-time coaching
- Leading effective team meetings, 1:1s, and performance discussions
- Reinforcing accountability, engagement, and alignment to strategic priorities
Drive Strategic Growth InitiativesTranslate enterprise priorities into actionable territory strategies. Ensure your team is aligned, equipped, and executing against key initiatives while balancing local market opportunities.
Own Your Top CustomersActively engage in key account strategy and relationship management. Lead and support business reviews with top customers, assist with retention and growth strategies, and step in to support complex customer needs when necessary.
Collaborate with SpecialistsPartner with McKesson Sales Specialists to identify opportunities, co-develop strategies, and drive adoption of specialized offerings. Utilize analytics and reporting to prioritize opportunities and measure impact.
Use Technology & Analytics to Improve ResultsDrive adoption and use of sales tools, reporting platforms, and CRM systems to ensure visibility into performance, improve forecasting accuracy, and increase overall productivity.
Minimum Requirements- 9 years of professional experience
- 1+ year leading people directly or indirectly
- Valid driver's license: 7-year MVR required as part of pre-employment
Critical Skills- Proven ability to coach and develop experienced sales professionals
- Strong analytical and business acumen, with experience using data to drive decisions
- Experience engaging with C-suite customers
- Demonstrated ability to influence, inspire, and lead high-performing teams
- Strong performance management and leadership capabilities
- Excellent communication skills
- Ability to navigate difficult conversations and drive accountability
- Proficiency with Excel, PowerPoint, Outlook, and CRM tools
- Experience in distribution sales
- Prior healthcare experience preferred
Education- 4-year degree in business or related field, or equivalent experience
Travel- Daily travel within the territory, with some overnight travel required
We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.
Our Total Target Cash (TTC) Pay Range for this position:$145,100 - $241,800
Total Target Cash (TTC) is defined as base pay plus target incentive.
