Role OverviewThe Sales Director *individual contributor* is a field sales position responsible for selling technology, software, and service solutions for the Commercial Strategy & Innovation (CSI) Health Systems Sales & Provider Team. This role develops and executes strategic account plans, builds executive-level customer relationships, identifies opportunities across the McKesson portfolio, and drives revenue growth within assigned Health System, Hospital, and Provider accounts.
The Sales Director serves as a trusted advisor, coordinates internal and external communication, navigates complex sales cycles, and collaborates with cross-functional teams to deliver customer value and business outcomes. Responsible for achieving growth objectives through both net-new business acquisition and renewal retention strategies while maximizing customer lifetime value across assigned accounts. Owns customer lifecycle revenue management, including contract renewals, customer retention, expansion opportunities, and strategic account growth.
Key ResponsibilitiesStrategic Account Planning & Revenue Growth- Develop, design, and execute strategic account plans for assigned Health System and Provider customers.
- Maintain account strategies that balance both net-new business opportunities and renewal retention objectives.
- Identify expansion, cross-sell, and upsell opportunities within existing customer relationships.
Pipeline, Forecasting & Business Management- Build and manage an active sales funnel utilizing Salesforce and other sales management tools.
- Manage renewal pipeline forecasting and monitor contract timelines.
- Identify and mitigate renewal risks through proactive engagement.
Executive Relationship Management- Own relationships with key stakeholders and executive decision-makers within assigned accounts.
- Conduct executive business reviews focused on customer outcomes, value realization, renewal readiness, and partnership growth.
Customer Retention & Expansion- Develop and execute customer retention strategies designed to preserve recurring revenue.
- Partner with Customer Success, Product, Operations, Support, and Implementation teams.
- Identify customer health indicators, retention risks, and expansion opportunities.
Contracting, Negotiation & Renewal Management- Lead customer negotiations and contract execution activities.
- Lead contract renewal negotiations and coordinate cross-functional activities necessary to secure successful renewal execution.
Cross-Functional Collaboration & Organizational Leadership- Collaborate with sales, customer success, product, finance, legal, support, and operational teams.
- Partner with Customer Success and Operations teams to drive renewal attainment and long-term revenue retention objectives.
Minimum RequirementDegree or equivalent and typically requires 7+ years of relevant experience.
EducationBachelor's degree in Business, Marketing, Strategic Planning, Healthcare Administration, or a related field, or equivalent experience.
Critical Skills- Proven success driving new business growth, account expansion, and customer retention within healthcare technology, software, or services sales.
- Experience developing and executing strategic account plans for large Health Systems, Hospitals, and Provider organizations.
- Strong ability to build and manage executive-level relationships and influence key decision-makers throughout complex sales cycles.
- Demonstrated expertise in contract negotiations, renewals, forecasting, and pipeline management utilizing CRM tools such as Salesforce.
- Deep understanding of customer lifecycle management, recurring revenue models, and cross-functional collaboration to maximize customer value and revenue retention.
Additional Skills- Proficiency in Microsoft Office (Outlook, Excel, Word, and PowerPoint).
- Strategic, innovative, out of the box thinker, with demonstrated success in complex problem resolution.
- Ability to manage multiple projects/tasks and meet deadlines in a fast-paced environment.
- Strong business and financial acumen.
- Collaborative team player with strong interpersonal and resource management skills.
Working Conditions- Home office with extensive area travel up to 50%.
- Lift up to 25 pounds, some physical work will be necessary.
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:$173,000 - $288,300
Total Target Cash (TTC) is defined as base pay plus target incentive.
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McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.
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McKesson job postings are posted on our career site: careers.mckesson.com.
