Area Sales Manager, Ambulatory Care, Upstate New York

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering 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 – we care.

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. If you want to be part of tomorrow’s health today, we want to hear from you.

McKesson Medical-Surgical is seeking an exceptional Area Sales Manager to lead our Ambulatory Care sales team throughout Upstate New York, supporting a territory that spans from Albany west through Syracuse, Rochester, and Buffalo and surrounding markets.

This is more than a sales leadership role. It is an opportunity to guide a high-performing team through continued growth, change, and evolution within an increasingly dynamic healthcare landscape.

We are looking for a true leader, not simply a manager. The ideal candidate will possess the executive presence, emotional intelligence, healthcare industry expertise, and business acumen necessary to inspire teams, navigate change, and drive performance across a geographically dispersed territory.

This leader will inherit a team that includes both highly tenured, successful sales professionals and newer team members who are actively developing their skills and careers. Success in this role requires a leader who can honor what has worked, introduce fresh ideas and new approaches, accelerate development, and foster a culture of continuous learning and growth.

As healthcare continues to evolve, this leader will play a critical role in helping team members understand changing market dynamics, embrace new technologies, leverage AI-enabled tools, and execute with consistency and excellence. The successful candidate will be a strategic thinker, skilled coach, change agent, and culture builder with a passion for developing people and driving sustainable business growth.

Location Requirement

To support effective territory leadership and regular field engagement, candidates should currently reside within the Upstate New York territory and be willing to travel extensively throughout the territory on a regular basis.

Preferred locations include:

• Albany
• Syracuse
• Rochester
• Buffalo

Key Responsibilities

• Lead, coach, and develop a geographically dispersed sales team, supporting both tenured high performers and developing talent while fostering accountability, engagement, and continuous growth.
• Guide the team through evolving healthcare market dynamics, organizational change, and business transformation while maintaining clarity, focus, and performance.
• Develop and execute territory strategies that drive sales growth, profitability, customer retention, and market share.
• Drive consistent execution across the region through clear expectations, effective communication, coaching, and disciplined performance management.
• Maintain an active field presence through regular travel, customer engagement, and ride-alongs to strengthen relationships and provide real-time coaching.
• Build executive-level customer relationships and leverage market intelligence, customer insights, and business analytics to identify opportunities and deliver effective solutions.
• Use financial acumen and key performance metrics to evaluate territory performance, inform decisions, and drive profitable growth.
• Champion continuous improvement and the adoption of innovative technologies, data, and AI-enabled tools that improve team effectiveness and customer outcomes.

Travel Requirements

• 75% Travel
• Frequent travel throughout Upstate New York is required.
• Regular overnight travel should be expected.
• Significant field-based leadership, coaching, customer engagement, and team development activities are essential components of the role.

Minimum Requirements

• 9 years of relevant experience
• 1 year of direct or indirect leadership
• Valid driver's license
• 7-year Motor Vehicle Record check completed as part of pre-employment screening

Compensation

• Base Salary: $165,000 - $175,000
• Management Incentive Plan: 20% of annual base salary
• Sales Incentive: $59,000 target
• Auto Program: Company vehicle with fuel card or monthly auto allowance of $668
• Eligible for McKesson Long-Term Incentive Program

Critical Preferred Qualifications

• Demonstrated healthcare industry experience required, preferably within medical distribution, medical-surgical, ambulatory care, post-acute care, physician office, or related healthcare markets.
• Proven success leading sales teams through change, transformation, growth, and evolving market conditions.
• Strong track record of coaching and developing both experienced and emerging sales talent while fostering engagement, accountability, and performance.

…