About the Role The Director, Enterprise Lab Sales leads a high-performing team focused on large, complex healthcare customers, including health systems, government entities, and national/strategic accounts within the non-acute laboratory market. This role is responsible for driving enterprise revenue growth, customer retention, and multi-year strategic partnerships through a disciplined, consultative sales approach.
As a senior leader, you will develop enterprise sales strategies, build executive-level customer relationships, and partner closely with enterprise account teams to deliver integrated, value-based solutions. Success in this role requires strong commercial leadership, experience managing complex sales cycles, and the ability to influence cross-functional stakeholders.
What You'll Do- Lead and develop a team of enterprise lab sales specialists, driving performance against revenue, growth, and retention targets
- Establish clear sales goals, monitor pipeline performance, and coach teams to improve execution and outcomes
- Build and maintain executive-level relationships across health systems, government, and national accounts
- Lead complex, multi-product, multi-year enterprise deals using consultative, value-based selling strategies
- Develop deep customer insight to align solutions with customer priorities and identify new growth opportunities
- Partner with enterprise account teams to drive coordinated account planning, pipeline management, and customer engagement
- Collaborate cross-functionally (sales, marketing, strategy, and operations) to deliver integrated enterprise solutions
Basic Requirements- Degree or equivalent experience. Typically requires 12+ years of professional experience and 4+ years of management experience (direct people leadership)
- 12+ years of experience in healthcare distribution, healthcare sales, or related field
- Demonstrated experience managing complex enterprise accounts (e.g., health systems, government, national accounts)
- Proven track record of closing multi-product, multi-year enterprise sales agreements
- Experience building and maintaining executive (C-suite) customer relationships
Preferred Skills/Experience- MBA preferred
- Strong knowledge of laboratory services, diagnostics, or non-acute lab market
- Experience in enterprise deal structuring, contract negotiations, and long-term agreements
- Expertise in healthcare provider business models and industry trends
- Ability to influence cross-functional stakeholders and lead in a highly matrixed environment
- Strong presentation skills with experience leading executive business reviews and planning sessions
Travel & Working Conditions- Home office-based role with frequent travel (approximately 60-70%)
- Frequent air and automobile travel required
- Significant time spent on computer-based work
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:$201,300 - $335,500
Total Target Cash (TTC) is defined as base pay plus target incentive.
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