Retail Sales Manager - Seattle

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.

We are seeking a results-driven Pharmacy Sales Consultant (PSC) to grow and retain community and Alternate Site pharmacy business within an assigned geographic territory. In this highly consultative, field-based role, you will build trusted customer relationships, develop tailored strategies for accounts and prospects, and lead the coordinated delivery of McKesson products and services that help customers achieve their business goals. You will collaborate across teams to identify opportunities, solve challenges, and position McKesson as a valued strategic partner. This role requires frequent customer and prospect engagement, extensive travel, and some overnight stays.

Key Responsibilities

• Meet annual budget goals for the assigned sales territory.
• Develop a comprehensive business plan to maximize short- and long-term territory performance.
• Lead the consultative sales process for territory opportunities, from qualification through contract negotiation.
• Build a strong opportunity pipeline through targeted prospecting, including cold calling and coordinated outreach.
• Use pharmacy partner insights to support the ongoing improvement and development of McKesson products and services.
• Advise customers on marketing, financial planning, managed care, competitive insights, and profit-growth opportunities while demonstrating the value of McKesson products, services, and technologies.
• Create proposals, business reviews, presentations, product demonstrations, merchandising plans, and promotions to expand existing business and win new accounts.
• Strengthen relationships with key customers to build trust, maintain credibility, and support long-term retention.
• Collaborate across departments to resolve customer issues and provide troubleshooting support for existing accounts.
• Contribute to sales team presentations to identify growth opportunities, strengthen selling skills, and deepen customer knowledge.
• Maintain timely, complete, and accurate Salesforce CRM records and real-time sales forecasts.
• Complete special projects as assigned.

Minimum Requirement

Typically requires a degree or equivalent experience, plus 4+ years of relevant experience.

Travel

• Must have a valid driver's license with a clean driving record/MVR.
• Must be open to 70% travel with 4-8+ overnights per month.

Education

Bachelor’s degree in a business-related field or equivalent work experience, with an emphasis in sales, marketing, business management, account management, or a healthcare-related field preferred.

Critical Skills

• 4+ years sales experience with track record of success, of delivering results and meeting/exceeding sales goals.
• 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 (Co-pilot, Excel, Power Point, Word, and Outlook)
• Consultative sales approach to identify customer needs.
• Excellent analysis, problem solving, and negotiation skills.

• Strong business and financial acumen.

Additional Skills

• Collaborates effectively to build trust and promote open communication.
• 2+ years Medical and/or Pharmacy experience.
• Clearly communicates the organization’s value proposition to customers.
• Communicates persuasively, listens actively, and tailors messages to different audiences.
• Understands the competitive landscape, including relevant markets, customers, products, and services.
• Navigates complex environments and accounts effectively.
• Takes initiative and demonstrates a commitment to continuous learning.
• Builds strong relationships grounded in trust and open communication.
• Reads and interprets profit and loss (P&L) statements.
• Adapts to changing priorities and stays highly organized.
• Demonstrates accountability, confidence, strong organization, and a results-oriented mindset.

Working Conditions

• Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.
• Remote/Home Office work environment.
• Must live in territory, ideally centrally located.
• Able to travel extensively overnight in region to customers 70% of the time by air and by car.

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. …