McKesson Director, Surgery Center Sales in Lynnwood, Washington

McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. McKesson Medical-Surgical provides medical-surgical supplies and equipment to physicians' offices, home care agencies, long-term care facilities and surgery centers. Our catalog includes more than 150,000 national brand products from bandages to exam tables, plus McKesson's own line of high-quality medical-surgical products. We're proud to be the only national distributor serving the entire continuum of healthcare.

Every single McKesson employee contributes to our mission—by joining McKesson Medical-Surgical you act as a catalyst in a chain of events that helps millions of people all over the globe. Your expertise, drive and passion can help us improve everything we touch, from providers to payors to pharmacies. You’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

Join our team of leaders to begin a rewarding career.

Current Need

We are seeking a seasoned sales executive to work from home (virtual office) and travel 50-70% within the Pacific Northwest region selling medical supplies distribution into Surgery Centers. Prior experience selling into the OR (Operating Room) or Surgery Centers is critical.

This role is to call on assigned Surgery Centers on behalf of McKesson to contract distribution agreements for medical surgical supplies, RX, equipment, paper goods and other products generally distributed by the company. The Surgery Center Manager will be expected to close approximately $5M in new business and exceed plan for growth on sales, gross profit dollars and gross profit percent in their current base business.

Territory includes San Francisco Bay Area (north of Bakersfield) in CA, WA, Oregon and ID

Position Description

  • Achieving combined Sales, Gross Profit and Gross Profit percent plan on all base business accounts and new accounts. Responsible for favorable, corporate and field, business relationships and ongoing partner momentum at our Surgery Center customers.

  • This position must support the Company's strategic plan for the accounts to ensure long-term Company goals aligned with the current business plans and aggressively supports a profitable growth strategy

  • Measure customer penetration, performance and margin contribution of programs and services in coordination with financial guidelines

  • Interface with CEOs, COOs, Vice Presidents and Directors from various departments within customer headquarters, including Sales, Operations, Accounts Payable, Information Technology and Training/Development

  • Work with manufacturing vendors to enhance portfolios, gain compliance, grow sales and enhance margin

  • Perform Business Reviews with customers on a quarterly, annual and bi-annual basis expanding base business via product line expansions, new market penetration, promotions and other growth drivers

  • Establish, manage and monitor new processes to relieve or alleviate customer business concerns or work flow processes

  • Establish ongoing performance requirements and ensure effective processes to monitor contract agreements to include service levels, pricing, vendor agreements, and customer support

  • Identify and target potential new accounts. Cold call and gain access to key decision makers. Partner with Account

  • Managers on target opportunities

  • Present McKesson value proposition and negotiate agreements for new business opportunities

  • Train and educate sales team on Surgery Center strategy, process and working elements

Qualifications

Minimum Requirements

  • 5 years of experience in field sales

Critical Skills

  • Field sales experience within the surgery center market or Operating Room (OR) sales

  • Proven experience selling and negotiating with C-Suite executives

  • Demonstrated success in solution based sales

  • Demonstrated ability to influence in a matrix environment

  • Strong verbal and written communication as well as presentation skills

  • Must be able to work with little supervision

  • Must be able to work in a high energy, fast paced environment

  • Acceptable driving record

Additional Knowledge & Skills

  • Knowledge / experience of the healthcare distribution business

  • Understanding of GPO's

  • Strong organization and time management skills; results oriented

  • Demonstrated track record of sales success with ability to provide portfolio

  • Nurses or administrators with sales experience

  • Operating Room (OR) Sales such as Medical Device Sales with experience managing National Accounts

Education

  • 4-year degree or equivalent experience

Physical Requirements

  • Must be able to travel long distances in car and airplane and carry around a laptop regularly

Benefits & Company Statement

McKesson believes superior performance – individual and team – that helps us drive innovations and solutions to promote better health should be recognized and rewarded. We provide a competitive compensation program to attract, retain and motivate a high-performance workforce, and it’s flexible enough to meet the different needs of our diverse employee population.

We are in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. We partner with payers, hospitals, physician offices, pharmacies, pharmaceutical companies and others across the spectrum of care to build healthier organizations that deliver better care to patients in every setting.

But we can’t do it without you. Every single McKesson employee contributes to our mission—whatever your title, whatever your role, you act as a catalyst in a chain of events that helps millions of people all over the globe. Talented, compassionate people are the future of our company—and of healthcare. At McKesson, you’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

McKesson is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

Agency Statement

No agencies please

Category: Sales/Client Management