We are seeking a Pharmacy Sales Consultant.
The Pharmacy Sales Consultant (PSC) is an individual contributor sales professional responsible for the selling of our portfolio of products and services into community pharmacies within an assigned geographic territory. The PSC 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 PSC will develop the appropriate strategy for each assigned account, prospect, and lead the coordinated execution of various products and services throughout the sales process. The PSC will position McKesson as a trusted and expert partner. This is a field-based position with daily customer and prospect facing responsibilities within the region, so extensive travel with some overnights required.
The Pharmacy Sales Consultant focuses on retaining independently owned community and Alternate Site pharmacies through a high level of customer satisfaction and cultivating the customer through in-depth growth strategy and Enterprise Solutions within our portfolio of products and services. The Pharmacy Sales Consultant also uses a robust knowledge of our value proposition to win new, profitable business. As a sales consultant, it is vital to understand the current industry and customer opportunities or challenges and well as have a collaborative relationship with peers and cross-functional departments to provide guidance and expertise to the customer. The territory for this position will cover eastern Pennsylvania. The ideal candidate will be in the Philadelphia metro area.
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 products and services leveraging the experience of our pharmacy partners.
- Provide 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.
- Develop 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.
- Ensure ongoing attention to enhancing strong relationships with key customers to build/maintain the credibility required to retain business long term.
- Provide problem solving and troubleshooting expertise to customers in servicing existing accounts through collaboration with other departments.
- Participate 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 Salesforce.com CRM, providing an accurate sales forecast in real-time.
- Special projects as assigned.
Minimum Requirement
Degree or equivalent and typically requires 4+ years of relevant experience.
Primary territory
The ideal candidate is located in Philadelphia covering eastern Pennsylvania.
Travel
- Must have a valid driver's license with a clean driving record/MVR.
- Must be open to 70% travel with 8-12+ overnights per month.
Education
Bachelor’s degree with an emphasis in sales, marketing, business management, or healthcare related field preferred.
Critical Skills
- 4+ years’ sales experience with track record of success, of delivering results and meeting/exceeding sales goals.
- 2+ years Medical and/or Pharmacy experience.
- 4+ years B2B field sales experience.
- Experience in the retail/distribution, healthcare delivery, pharmacy, community pharmacy, benefits, or insurance industry helpful and preferred.
- Proficiency with using a CRM tool (e.g., Salesforce, ACT).
- Proficiency with MS Office Suite (Excel, Power Point, Word, and Outlook)
- Consultative sales approach to identify customer needs.
- Excellent analysis, problem solving, and negotiation skills.
Additional Skills
- Demonstrates teamwork/collaboration with a focus on facilitating trust and open communication.
- Ability to articulate the organization’s value proposition to customers.
- Strong business/financial acumen.
- Influential communicator with focus on active listening and customizing messages appropriately for differing audiences.
- Organized, accountable, assertive, and focused on results.
