McKesson Lab Sales Solutions Analyst in Richmond, Virginia

McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. McKesson Medical-Surgical provides medical-surgical supplies and equipment to physicians' offices, home care agencies, long-term care facilities and surgery centers. Our catalog includes more than 150,000 national brand products from bandages to exam tables, plus McKesson's own line of high-quality medical-surgical products. We're proud to be the only national distributor serving the entire continuum of healthcare.

Every single McKesson employee contributes to our mission—by joining McKesson Medical-Surgical you act as a catalyst in a chain of events that helps millions of people all over the globe. Your expertise, drive and passion can help us improve everything we touch, from providers to payors to pharmacies. You’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

Join our team of leaders to begin a rewarding career.

Position Description

Responsible for sales support management statistics to formulate policies, programs and to provide guidance to sales staff in promoting laboratory solutions. Review market and sales analyses to determine customer needs. Develop, execute, monitor and adjust business plans/programs to ensure solutions offering effectively balances customer need, our ability to execute effectively and maintains the budget. Answer questions concerning products/solutions with appropriate referrals where required and coordinating lab solutions contracts. May coordinate company product/ subject matter experts and industry key opinion leaders to help ascertain and/or help educate to customer’s needs. May be responsible for reference site development. May be responsible for development of demo databases and templates for sales presentations. May analyze records of present and past sales and trends. Interprets accounts, trends, and records to management. Presents to new and present clients. Contacts prospects and explains feature and merits of products or services offered, utilizing persuasive sales techniques. May respond to customer request for proposal.

  • Analyze quotations and contracts for accuracy and to streamline the process by working closely with sales, consultants, contracts department, legal, and risk management. Track contracts to completion and compliance thereafter.

  • Develop, execute and manage sales and leasing programs to help promote capital laboratory equipment sales, solutions sales and bundled sales. Work closely with sales team to drive opportunities to close. Report activity to sales leadership.

  • Work with Revenue Coordinator and Sales to reconcile accounts, build account and activity level P&L. Make course, business plan and price adjustment recommendations based on aggregated data and analysis.

  • Work with leadership to make monthly forecast and projections for solutions

Minimum Requirements

3 years sales/sales support experience with demonstrated leadership skills.

Critical Skills

  • 3 years sales / sales support experience with demonstrated leadership experience

  • 2 years of diagnostic capital equipment sales experience (included in the above)

  • Experience in reading, writing and negotiating contracts

Additional Knowledge & Skills

  • Proven successes leading sales teams and initiatives

  • Proficient at data analytics

  • Lab product knowledge preferred

  • Intermediate to Advanced MS Excel skills

Education

4- year degrees in business, related field or equivalent experience or specialized sales training

Physical Requirements

General Office Demands

Benefits & Company Statement

McKesson believes superior performance – individual and team – that helps us drive innovations and solutions to promote better health should be recognized and rewarded. We provide a competitive compensation program to attract, retain and motivate a high-performance workforce, and it’s flexible enough to meet the different needs of our diverse employee population.

We are in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. We partner with payers, hospitals, physician offices, pharmacies, pharmaceutical companies and others across the spectrum of care to build healthier organizations that deliver better care to patients in every setting.

But we can’t do it without you. Every single McKesson employee contributes to our mission—whatever your title, whatever your role, you act as a catalyst in a chain of events that helps millions of people all over the globe. Talented, compassionate people are the future of our company—and of healthcare. At McKesson, you’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

McKesson is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

Agency Statement

No agencies please

Job: Sales/Client Management

Organization: McKesson Medical Surgical

Title: Lab Sales Solutions Analyst

Location: Virginia-Richmond

Requisition ID: 17004609