Lead Inside Sales Campaign Specialist

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.

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Department Summary

At Biologics by McKesson, our mission is to simplify access to medication and deliver personalized care that helps patients achieve the best-possible outcomes - one patient, one partner, one therapy at time.

Mission - To redefine and drive excellence in the specialty pharmacy market by taking a people-centered approach that supports better outcomes for all stakeholders.

Vision - To be the preferred partner for delivering innovative solutions in the most complex therapeutic areas. To collaborate with our healthcare partners to streamline the path to adoption and product access, supporting patients on their path to better health with optimism and empathy.

Position Description

McKesson is seeking a Lead Inside Sales Campaign Specialist.

The Lead Inside Sales Campaign Specialist (LCS) role is a position responsible for supporting prospecting activities and managing customer account relationships and in a defined territory and will act as team lead to drive collaboration and productivity. The LCS leads her/his Campaign Specialist team to share best practices to enhance skills of others, improve and increase leadership/mentor skills.

The LCS and team will educate current and prospective clients and drive adoption of Biologics' value-added services that will enhance customer efficiencies, while driving increased referrals to Biologics. Along with business development responsibilities, the LCS is a critical role within the Provider Sales Organization of Biologics that is responsible for managing potential services issues affecting providers and patients so that exceptional customer service is delivered and, as a result, referrals grow. As key contact for Healthcare Providers (HCPs), the LCS reduces the workload of those within the pharmacy operations and on the Provider Sales Team by responding to customer inquiries and promoting repeat referrals.

The LCS will develop and support the relationship between Biologics and the individual customer at multiple levels; including prescribers, nurses, and pharmacy staff, assisting the customer in maximizing the various Biologics products and services they currently use and working with the customer to identify areas of need where additional solutions may enhance patient care. This will also entail developing and maintaining a productive working relationship with all pertinent internal departments/teams as well as ensuring all internal stakeholders are working in conjunction with each other to meet the overall agreed upon goals and strategies for the customer.

The LCS is responsible for maintaining communication with key customers by developing close business relationships to sustain valued partnerships, monitoring market conditions while remaining alert to opportunities and to ensure on-going account servicing in a manner that maximizes customer satisfaction while favorably positioning Biologics as the market leader for oncology or rare specialty pharmacy needs.

This person works collaboratively with the field-based sales, sales support, and operational teams to ensure the smooth transition of a pharmacy prescriber target to a long-term pharmacy client. This individual will have working knowledge of the entire range of pharmacy services. They are motivated by working in a team environment for the collaborative achievement of sales goals. This person will exhibit strong phone etiquette skills and complete a significant volume of impactful customer engagement activities daily.

The LCS is responsible for the office staff education, problem resolution and overall customer satisfaction. He or she is comfortable with managing multiple priorities in a fast-paced environment. Driven to provide customer satisfaction, deepen engagement, and promote client loyalty. The ideal candidate is passionate about delivering exceptional customer service and does do while promoting McKesson's ICARE and ILEAD principles both internally and externally.

Key Responsibilities

1. Business Development, Client Retention and Growth = 45%

Successfully manages an assigned sales territory by driving the sales process to expand value added services, expand wallet share, and increase overall referrals to Biologics. 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.

2. Customer Experience = 15%

Interpret, analyze, and deliver Quarterly Business Reviews to assess customer needs and present value-added services of Biologics to key decision makers. Analysis of sales reports and customer trends to proactively identify and capture opportunities. Develop a knowledge base of the marketplace, business environment, account dynamics and customer concerns to deepen customer relationships. Share best practices with team members to enhance skills of others, improve and increase leadership/mentor skills.

3. Support New Drug Launches = 15%

Participate in all pre-launch training to develop deep understanding of new drug or campaign profile, identify likely prescriber targets, and perform education outreach to capture new referral opportunities and broaden prospect pipeline.

4. Team Development = 15%

Manage individual performance to develop employees (training, coaching, mentoring, experiences) and build team competencies to ensure a consistent delivery in customer support.

5 .Issue Resolution = 10%

Partnering with Operations, proactively intervenes on potential service issues. Escalates urgent matters as needed to maintain exceptional customer service. Provides feedback to HCPs on escalated cases and determines corrective action to avoid repetitive errors.

Education & Minimum Requirements

• Typically requires 4+ years of relevant experience. Current nursing license, in good standing, is a plus.

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

• Typically requires a minimum of 3+ years of relevant sales experience in healthcare, preferably in oncology.

• Consultative selling experience to a clinician demographic highly preferred.

Business Experience

• Knowledge of healthcare terminology and experience in a healthcare environment

• 3-5 years of experience working in Pharmacy operations, customer service, or medical related sales

• Understands the sales cycle and process

• Understands patient's clinical, financial, and emotional needs related to specialty pharmacy

Specialized Knowledge, Skills, and Abilities

• Highly motivated and committed to excellence with a positive attitude

• Strong organizational skills, ability to prioritize and work under pressure and multi-task effectively

• Proficiency in Microsoft applications

• Exceptional written and verbal communication skills; excellent customer service skills

• Account Management experience preferred

• Ability to effectively build rapport and create relationships with Health care providers and internal staff

• Client-focused service mentality with sense of urgency to resolve issues

Working Conditions

• Hybrid schedule of the McKesson office in Cary, NC or Irving/Dallas/Fort Worth, TX area for 2 days of the week & home-based office for 3 days of the week, with flexibility post the initial training and ramp up period.

• Travel to current/potential customer sites, clinician meetings and company events, both driving/flying (5-10%).

• Hybrid work environment yet will require travel occasionally to the office (5-10%).

• Must have a valid driver's license with a clean driving record/MVR.

• Must be authorized to work in the US unrestricted - This position is not eligible for sponsorship.

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, pleaseclick here.

Our Total Target Cash (TTC) Pay Range for this position:

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

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson's full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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