Senior Sales Specialist

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Job Description

The Senior Sales Specialist (SSS), is responsible for leading the development and execution of innovative partnerships with the provider customers of Biologics specialty pharmacy, including community oncology practices and health systems. Strategies will be primarily focused on creating mutually beneficial models which drive efficiency and business value for the customer, while also increasing the prescription volume of oncology and rare disease drugs to the pharmacy.

The SSS role will support the Biologics provider sales team to collaborate with the leadership teams of the physician institutions to develop the tactical plans necessary to execute on the partnership goals. The SSS will work with Biologics Regional Account Executives, across the country, to drive increase referral counts through net-new business development opportunities, as well as penetration of existing clients. When necessary, the SSS will provide additional support to territories vacant of the RAE role and/or territories underperforming to plan.

Along with field sales responsibilities, the SSS will also be responsible for designing, delivering, and continuously improving training programs that enable provider-facing sales teams to effectively communicate the value of specialty pharmacy services to healthcare providers, practices, health systems, and other key stakeholders.  This role serves as a subject-matter expert and strategic training partner for inside sales and field sales teams, ensuring representatives have the knowledge, skills, tools, and confidence needed to drive provider engagement, strengthen relationships, and support specialty pharmacy growth.  A key part of the training initiatives will be conducted through in-person ride-alongs with Regional Account Executives in their designated territories.

The SSS must understand macro and micro healthcare dynamics, business fundamentals and physician motivation to develop strategies to attract new business. This is accomplished through effective lead management, strategic prospecting, relationship development and personalization of the sales process. The SSE fosters relationships with prospects, vetting needs and opportunities to discover unique and creative ways to engage in business & patient care relationships.

Ultimately, the SSS will have responsibility for surpassing new referral goals at the national level. Success will also be measured by the overall business impact of these solutions and cross-functional collaboration which creates and sustains a contagious winning attitude among the sales team within a collaborative teamwork environment that promotes McKesson’s ICARE and ILEAD principles.

Key Responsibilities

Sales Training & Development

• Develop and deliver onboarding and ongoing training programs for provider-facing inside and field sales representatives.
• Create training curricula covering specialty pharmacy services, patient support programs, referral and prescription workflows, access and reimbursement, adherence, and other relevant capabilities.
• Translate complex clinical, operational, reimbursement, and specialty pharmacy concepts into clear, practical sales messaging.
• Develop role-specific training for inside sales representatives, field sales representatives, account managers, and sales leaders.
• Facilitate live classroom, virtual, workshop, and hands-on training sessions.
• Partner with subject-matter experts to ensure training content is accurate, current, and aligned with business priorities.

Sales Effectiveness & Coaching

• Establish and reinforce sales competencies, including consultative selling, discovery, value-based messaging, objection handling, account planning, and closing.
• Coach representatives through real-world provider scenarios, role plays, case studies, and call simulations.
• Provide feedback to improve sales conversations, presentations, provider engagement, and follow-up strategies.
• Partner with sales leadership to identify performance gaps and develop targeted remediation or development plans.
• Support new-hire onboarding and accelerate time-to-productivity.

Specialty Pharmacy & Provider Knowledge

• Maintain strong working knowledge of specialty pharmacy operations, provider workflows, patient access, reimbursement, referral processes, and patient support services.
• Ensure sales teams understand the unique needs and challenges of oncology and other specialty provider practices.
• Train representatives to articulate the pharmacy's differentiated value proposition and appropriately position available services.
• Keep training materials current as products, services, payer requirements, technology, workflows, and organizational priorities evolve.

Training Content & Enablement

• Develop and maintain training materials, facilitator guides, playbooks, presentations, job aids, call guides, FAQs, and knowledge assessments.
• Collaborate with Marketing, Sales Operations, Commercial Excellence, Clinical, Operations, Compliance, and other cross-functional teams.
• Incorporate business intelligence, sales trends, provider feedback, and performance data into training priorities.
• Develop reinforcement programs to sustain knowledge and behavior change after formal training.
• Support the launch of new services, programs, technologies, and commercial initiatives.

Measurement & Continuous Improvement

• Establish metrics to evaluate training effectiveness, knowledge retention, sales competency, and business impact.
• Analyze assessments, field observations, sales performance data, and learner feedback to identify opportunities for improvement.
• Conduct periodic training needs assessments across inside and field sales organizations.
• Continuously refine training programs based on business results and feedback from sales leadership and frontline representatives.
• Provide leadership with regular reporting on training activities, outcomes, and opportunities.

Key Success Measures

Success in this role may be measured by:

• New-hire time-to-productivity
• Training completion and knowledge-assessment scores
• Sales competency and skill improvement
• Provider engagement and sales activity
• Conversion and referral performance
• Representative adoption of sales tools and messaging
• Quality of provider interactions
• Retention of training knowledge
• Sales-team and leadership satisfaction with training
• Contribution to revenue, referral growth, and other commercial objectives

Key Responsibilities

Sales Opportunities

• Generates, cultivates, and expands opportunities for long-term growth from key prospects,
• customers, markets, and partners. Grows market share through strategic acquisition of new business that meets or exceeds sales objectives. Collaborates with other business functions within the organization to drive integrated selling opportunities/solutions to closure.
• Customer Experience & Internal Operations
• Collaborates cross-functionally in the development of the organization's business plan, strategy, and goals. Performs competitive analysis, tracks industry trends, and maintains extensive knowledge of market conditions.
• Collaboration & Execution
• Acts as a key contributor in a more complex/critical environment. Acts as a resource for colleagues with less experience; may direct the work of others without formal management responsibilities.

Minimum Requirement

Degree or equivalent and typically requires 7+ years of relevant experience.

Education

4-year undergraduate degree required, preferably with an emphasis in Sales and Marketing, Business/General management, or Public Health. Graduate level education a plus (MBA, MHA, etc.)  

Critical Skills

• 7+ years of sales experience with a proven track record of successful career advancement in the healthcare field.
• Direct experience working/collaborating with providers and healthcare staff/decision makers.  
• Demonstration of strategic thinking to solve complex problems and meet customer needs.
• Experience designing strategies and execution in the field.
• Proficiency in designing and maintaining scalable training and enablement materials that support workforce readiness, training, and consistent execution across teams.
• Business and financial acumen with the ability to influence without authority.
• Advanced Microsoft Office, Excel and PowerPoint expertise, with the ability to analyze complex data, develop executive-level presentations, and deliver insights to C-suite stakeholders.

Additional Skills

• Oncology knowledge and experience a plus. Understanding of the specialty pharmacy market landscape, competitors, and challenges.
• Mastery Salesforce.com or CRM software experience.
• Strategic thinking, planning, forecasting along with market intelligence and assessment skills.
• Team player with strong interpersonal and resource management skills.
• Ability to synthesize extensive information and variables to formulate summaries and recommendations.
• Clear communication and sense of urgency to respond to internal and external stakeholders.
• Highly collaborative individual capable of managing stakeholders in a matrix environment.
• Experience working with internal operations on related customer experiences and team workflows.
• Client-focused service mentality with an ability to facilitate and encourage cooperation between diverse groups to align goals.

Working Conditions

• Home-based office with extensive travel requirements.
• Up to 75% travel (driving and air) to current and potential customer sites for practice meetings and company events.
• Must have a valid driver's license with a clean driving record/MVR.

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:

$156,500 - $260,800

Total Target Cash (TTC) is defined as base pay plus target incentive.

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McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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