We are seeking an experienced Area Sales Manager to join our Medical-Surgical Ambulatory Care Sales team. This leadership role oversees a team of Field Sales Representatives across Western Missouri (west of Columbia), Kansas, and Nebraska.
To best support the region, our ideal candidate will currently reside in the Kansas City, MO metropolitan area. Please note that relocation assistance is
not available for this position.
Position Description: The 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 role provides strategic direction aligned with business priorities and ensures strong execution through effective leadership, performance management, and talent development. The ASM attracts and selects top talent, ensures efficient onboarding to reduce time to productivity, and drives team performance through clear expectations, real-time feedback, and a trust-based, inclusive work environment. This leader is accountable for coaching, developing, and recognizing employees while reinforcing core pay-for-performance practices.
Success in this role is achieved primarily through the performance of others and relies on the ASM's ability to lead change, inspire and engage their team, and influence stakeholders across the business - including those for whom they do not have direct authority. The ASM provides leadership and direction to both sales and non-sales employees, either directly or through subordinate leaders. This position also requires strong partnership and engagement with customers, manufacturer partners, and internal McKesson specialists across key business segments, including LAB, Rx, McKesson Brands, Surgery Centers, and Corporate Accounts.
Key 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.
Minimum Requirements- 9 years professional field 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.
Critical Skills- 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
Education4-year degree in business or related field or equivalent experience
TravelDaily travel expected within the territory with some overnights 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:$152,700 - $254,500
Total Target Cash (TTC) is defined as base pay plus target incentive.
