McKesson Director, Surgery Center Sales in San Francisco, California
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.
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
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
- 5 years of experience in field sales
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
- 4-year degree or equivalent experience
- 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.
No agencies please
Category: Sales/Client Management