Retail Sales Manager

 •  McKesson Evansville, IN

5 - 7 years experience  •  Biotech/Pharma

Salary depends on experience
Posted on 07/10/17
Evansville, IN
5 - 7 years experience
Biotech/Pharma
Salary depends on experience
Posted on 07/10/17

McKesson is looking for a Retail Sales Manager who will cover independent pharmacies as well as small regional chains in the Southwest Indiana and Southeast Illinois area.  This is a field based position with daily customer facing responsibilities within the region so extensive travel with some overnights required.


Position Description

The Retail Sales Manager (RSM) is an individual contributor sales professional responsible for the sales of our portfolio products and services to independent pharmacies within an assigned geographic territory.  The RSM is a highly consultative role requiring the ability to effectively lead all interactions with the pharmacist in charge and/or business owner of the pharmacy.  The RSM will develop the appropriate strategy for each assigned account and lead the coordinated execution of various products and service throughout the sales process. The RSM will position McKesson as a trusted and expert partner. 

 Key Responsibilities:

  • Achieve annual budget objectives for assigned sales territory
  • Build a comprehensive business plan to optimize short and long term territory performance
  • Lead the execution of a consultative sales process from qualification to contract negotiations for all opportunities within assigned territory
  • Build a robust opportunity funnel by organic (cold calling) and coordinated efforts
  • Prepare for and provide meaningful participation in the future improvement and development of McKesson product and services leveraging the experience of our pharmacy partners
  • Provides customers with marketing advice, financial analysis to formulate financial plans, managed care information, competitive data and profit enhancing opportunities through sales methodologies and programs designed to point out the benefits of company products/services/technologies
  • Develops sales proposals, business reviews, sales presentations of specific products and services, demonstrations of products, merchandising plans, and sales promotions to grow existing business or capture new accounts.
  • Ensures on-going attention to enhancing strong relationships with key customers in order to build/maintain the credibility required to retain business long term
  • Through collaboration with other departments and coordination with staff in operations, delivery, inventory, credit and finance, provides problems solving and troubleshooting expertise to customers in servicing existing accounts.
  • Through collaboration and team selling opportunities, participates in sales team presentations where appropriate to further enhance business growth opportunities, improve selling skills, and gain knowledge about the customer base.
  • Maintain current, detailed and accurate data in our Salesforce.com CRM, providing an accurate sales forecast in real-time
  • Special projects as assigned 

 

Qualifications

 
Minimum Requirements

  • 4+ years sales experience, preferable in healthcare field


Critical Skills

  • Current valid driver’s license and clean driving record required
  • 4+ year’s sales experience; healthcare preferred but not required.
  • Must be open to extensive day travel by car, typically 4 days per week in the field with very few overnights per month


Additional Knowledge & Skills

  • Proficient in MS Office Suite; salesforce.com experience preferred
  • Ability to read P/L statements
  • Experience in the retail/distribution, healthcare delivery, pharmacy, benefits or insurance industry helpful and preferred
  • Consultative and partnership with a deep understanding of interpersonal communication and ability to identify customer needs
  • Business/Financial Acumen
  • Analysis/Problem Solving / Negotiation
  • Teamwork/Collaboration
  • Relationship building with a focus on facilitating trust and open communication
  • Influential communicator with focus on active listening and customizing messages appropriately for differing audiences
  • Flexibility
  • Ability to navigate complex environments successfully
  • Strong organization skills
  • Organized, accountable, assertive and focused on results
  • Bachelor’s degree preferred


Education

  • 4 year degree preferably with an emphasis in sales & marketing, pharmacy, healthcare or business management. 


Physical Requirements

  • Position is field based with extensive territory travel by car 80%.

McKesson is looking for a Retail Sales Manager who will cover independent pharmacies as well as small regional chains in the Southwest Indiana and Southeast Illinois area.  This is a field based position with daily customer facing responsibilities within the region so extensive travel with some overnights required.


Position Description

The Retail Sales Manager (RSM) is an individual contributor sales professional responsible for the sales of our portfolio products and services to independent pharmacies within an assigned geographic territory.  The RSM is a highly consultative role requiring the ability to effectively lead all interactions with the pharmacist in charge and/or business owner of the pharmacy.  The RSM will develop the appropriate strategy for each assigned account and lead the coordinated execution of various products and service throughout the sales process. The RSM will position McKesson as a trusted and expert partner. 

 Key Responsibilities:

  • Achieve annual budget objectives for assigned sales territory
  • Build a comprehensive business plan to optimize short and long term territory performance
  • Lead the execution of a consultative sales process from qualification to contract negotiations for all opportunities within assigned territory
  • Build a robust opportunity funnel by organic (cold calling) and coordinated efforts
  • Prepare for and provide meaningful participation in the future improvement and development of McKesson product and services leveraging the experience of our pharmacy partners
  • Provides customers with marketing advice, financial analysis to formulate financial plans, managed care information, competitive data and profit enhancing opportunities through sales methodologies and programs designed to point out the benefits of company products/services/technologies
  • Develops sales proposals, business reviews, sales presentations of specific products and services, demonstrations of products, merchandising plans, and sales promotions to grow existing business or capture new accounts.
  • Ensures on-going attention to enhancing strong relationships with key customers in order to build/maintain the credibility required to retain business long term
  • Through collaboration with other departments and coordination with staff in operations, delivery, inventory, credit and finance, provides problems solving and troubleshooting expertise to customers in servicing existing accounts.
  • Through collaboration and team selling opportunities, participates in sales team presentations where appropriate to further enhance business growth opportunities, improve selling skills, and gain knowledge about the customer base.
  • Maintain current, detailed and accurate data in our Salesforce.com CRM, providing an accurate sales forecast in real-time
  • Special projects as assigned 

 

Qualifications

 
Minimum Requirements

  • 4+ years sales experience, preferable in healthcare field


Critical Skills

  • Current valid driver’s license and clean driving record required
  • 4+ year’s sales experience; healthcare preferred but not required.
  • Must be open to extensive day travel by car, typically 4 days per week in the field with very few overnights per month


Additional Knowledge & Skills

  • Proficient in MS Office Suite; salesforce.com experience preferred
  • Ability to read P/L statements
  • Experience in the retail/distribution, healthcare delivery, pharmacy, benefits or insurance industry helpful and preferred
  • Consultative and partnership with a deep understanding of interpersonal communication and ability to identify customer needs
  • Business/Financial Acumen
  • Analysis/Problem Solving / Negotiation
  • Teamwork/Collaboration
  • Relationship building with a focus on facilitating trust and open communication
  • Influential communicator with focus on active listening and customizing messages appropriately for differing audiences
  • Flexibility
  • Ability to navigate complex environments successfully
  • Strong organization skills
  • Organized, accountable, assertive and focused on results
  • Bachelor’s degree preferred


Education

  • 4 year degree preferably with an emphasis in sales & marketing, pharmacy, healthcare or business management. 


Physical Requirements

  • Position is field based with extensive territory travel by car 80%.

McKesson is looking for a Retail Sales Manager who will cover independent pharmacies as well as small regional chains in the Southwest Indiana and Southeast Illinois area.  This is a field based position with daily customer facing responsibilities within the region so extensive travel with some overnights required.


Position Description

The Retail Sales Manager (RSM) is an individual contributor sales professional responsible for the sales of our portfolio products and services to independent pharmacies within an assigned geographic territory.  The RSM is a highly consultative role requiring the ability to effectively lead all interactions with the pharmacist in charge and/or business owner of the pharmacy.  The RSM will develop the appropriate strategy for each assigned account and lead the coordinated execution of various products and service throughout the sales process. The RSM will position McKesson as a trusted and expert partner. 

 Key Responsibilities:

  • Achieve annual budget objectives for assigned sales territory
  • Build a comprehensive business plan to optimize short and long term territory performance
  • Lead the execution of a consultative sales process from qualification to contract negotiations for all opportunities within assigned territory
  • Build a robust opportunity funnel by organic (cold calling) and coordinated efforts
  • Prepare for and provide meaningful participation in the future improvement and development of McKesson product and services leveraging the experience of our pharmacy partners
  • Provides customers with marketing advice, financial analysis to formulate financial plans, managed care information, competitive data and profit enhancing opportunities through sales methodologies and programs designed to point out the benefits of company products/services/technologies
  • Develops sales proposals, business reviews, sales presentations of specific products and services, demonstrations of products, merchandising plans, and sales promotions to grow existing business or capture new accounts.
  • Ensures on-going attention to enhancing strong relationships with key customers in order to build/maintain the credibility required to retain business long term
  • Through collaboration with other departments and coordination with staff in operations, delivery, inventory, credit and finance, provides problems solving and troubleshooting expertise to customers in servicing existing accounts.
  • Through collaboration and team selling opportunities, participates in sales team presentations where appropriate to further enhance business growth opportunities, improve selling skills, and gain knowledge about the customer base.
  • Maintain current, detailed and accurate data in our Salesforce.com CRM, providing an accurate sales forecast in real-time
  • Special projects as assigned 

 

Qualifications

 
Minimum Requirements

  • 4+ years sales experience, preferable in healthcare field


Critical Skills

  • Current valid driver’s license and clean driving record required
  • 4+ year’s sales experience; healthcare preferred but not required.
  • Must be open to extensive day travel by car, typically 4 days per week in the field with very few overnights per month


Additional Knowledge & Skills

  • Proficient in MS Office Suite; salesforce.com experience preferred
  • Ability to read P/L statements
  • Experience in the retail/distribution, healthcare delivery, pharmacy, benefits or insurance industry helpful and preferred
  • Consultative and partnership with a deep understanding of interpersonal communication and ability to identify customer needs
  • Business/Financial Acumen
  • Analysis/Problem Solving / Negotiation
  • Teamwork/Collaboration
  • Relationship building with a focus on facilitating trust and open communication
  • Influential communicator with focus on active listening and customizing messages appropriately for differing audiences
  • Flexibility
  • Ability to navigate complex environments successfully
  • Strong organization skills
  • Organized, accountable, assertive and focused on results
  • Bachelor’s degree preferred


Education

  • 4 year degree preferably with an emphasis in sales & marketing, pharmacy, healthcare or business management. 


Physical Requirements

  • Position is field based with extensive territory travel by car 80%.

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