Strategic Accounts, Inside Sales Representative

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We deliver insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve. What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people.

About the role

McKesson is seeking a Strategic Accounts Inside Sales Representative who thrives on rebuilding relationships, re-engaging inactive customers, and uncovering growth opportunities within existing Health System accounts. This role is ideal for a sales professional who enjoys developing trusted customer relationships, expanding business within established accounts, and delivering solutions that improve outcomes for healthcare organizations. If you are energized by winning back business, strengthening customer loyalty, and exceeding sales goals through consultative selling, we invite you to join our team in Richmond, VA.

Responsibilities

• Drive new business opportunities through outbound prospecting and targeted customer outreach.
• Re-engage dormant, inactive, and win-back accounts to restore customer relationships and drive revenue growth.
• Expand existing customer relationships by identifying additional product and service opportunities across the McKesson portfolio.
• Develop and execute strategies to increase market share within assigned accounts.
• Establish credibility with key customer stakeholders through proactive communication and consultative selling.
• Understand customer challenges, business objectives, and purchasing needs to deliver meaningful solutions.
• Strengthen customer loyalty by providing exceptional service and ongoing account support.
• Serve as a trusted advisor by recommending products, programs, and tools that improve customer outcomes and operational efficiency.
• Promote and sell McKesson's medical-surgical, laboratory, and equipment solutions.
• Prepare pricing proposals, quotes, and negotiate sales opportunities to successful completion.
• Meet or exceed sales goals, revenue targets, and performance expectations.
• Utilize sales analytics and customer data to identify trends, opportunities, and account growth strategies.
• Develop a strong understanding of McKesson products, value-added programs, and healthcare industry trends.
• Stay informed on competitive offerings and changing market conditions.
• Demonstrate and communicate the value of customer technology and connectivity solutions, including platforms such as Orbits, Scan Manager, and EDI.
• Prioritize activities and manage multiple accounts effectively.
• Exercise sound judgment and problem-solving skills to address customer needs.
• Adapt to changing priorities and organizational initiatives while maintaining focus on results.

Requirements

• 2+ years relevant experience.
• Must be based in Richmond, VA.
• Proven ability to build, repair, and strengthen customer relationships within existing accounts.
• Demonstrated success re-engaging inactive customers and growing revenue within established customer bases.
• Strong consultative selling, negotiation, and influencing skills.
• Ability to identify customer needs and deliver solution-based recommendations.
• Experience working in a goal-driven sales environment with a track record of achieving or exceeding performance objectives.
• Strong analytical skills with the ability to leverage data to identify opportunities and drive business decisions.
• Excellent communication, presentation, and relationship-building skills.
• Exceptional organizational, time management, and account management capabilities.
• Advanced proficiency in Microsoft Office, including Excel.
• Experience utilizing Salesforce.com or a comparable CRM platform (preferred).
• Healthcare, medical distribution, or healthcare procurement experience (preferred).
• Government account experience (preferred).
• Sales, account management, or project management experience (preferred).
• Knowledge of Ambulatory Surgery Centers (ASC) and related healthcare markets (preferred).
• Experience managing customer retention, account revitalization, or business recovery initiatives (preferred).
• 4-year degree or equivalent experience preferred.
• Large amount of computer-based work and time on telephone.
• Travel - Up to 5%.
• Must be authorized to work in the US. Sponsorship is not available for this position.

Schedule

Training Schedule (4 Weeks On-Site in Richmond, VA): Training includes hands-on systems instruction, shadowing senior sales team members, and applying what you learn in a supportive, supervised environment. Schedule: Monday through Friday 8:00am to 5:00pm.

Hybrid Work Model: After training, team members transition to a hybrid schedule with Thursdays in the office and the remainder of the week working from home. This model supports flexibility while maintaining strong team collaboration and customer engagement.

Pay

Base: $26.92/hr ($55,993)

Sales Incentive Target (Uncapped): $34,000

Total Target Cash: $90,000

Total Target Cash (TTC) Pay Range for this position: $32.09 - $53.49/hr. TTC is defined as base pay plus target incentive. Other compensation, such as an annual bonus or long-term incentive opportunities, may be offered.