Area Sales Manager, Arizona

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.

Area Sales Manager | Arizona

McKesson Medical-Surgical is seeking an exceptional Area Sales Manager to lead our Ambulatory Care Sales Team supporting Arizona.

This is an exciting opportunity for an experienced sales leader who loves being in the field, developing talent, and helping sales professionals grow into their potential. With several newer sales representatives on the team, this leader will play an especially important role in providing hands-on coaching, guidance, and support while helping the team build confidence, strengthen customer relationships, and accelerate growth across the Arizona market.

We’re looking for a leader who won’t lead from behind a desk. A significant amount of time will be spent alongside the team in the field, coaching through customer engagements, helping representatives identify and pursue opportunities, strengthening account strategies, and providing real-time support when it matters most. This is also an opportunity to provide steady, thoughtful leadership as McKesson continues to evolve and navigate organizational change. The right leader will help the team remain focused, engaged, and connected to the broader business strategy while creating an environment of accountability, collaboration, growth, and trust.

The ideal candidate will bring proven sales leadership, knowledge of healthcare and ambulatory care markets, strong business acumen, and the ability to balance strategic thinking with hands-on coaching and execution.

Key Responsibilities

Leadership & Team Development

• Lead, coach, and develop a team of sales professionals with varying levels of experience.
• Maintain a strong field presence, providing hands-on coaching and guidance to newer sales representatives as they develop their skills and market knowledge.
• Foster a culture of accountability, collaboration, engagement, and high performance.
• Support team members through strategic customer planning, opportunity development, and complex account management.
• Provide meaningful coaching, feedback, and professional development opportunities.
• Help the team remain engaged, focused, and adaptable as the organization navigates change and evolving business priorities.

Strategic Sales Leadership

• Develop and execute territory growth strategies aligned with organizational objectives.
• Drive achievement of sales, profitability, customer retention, and market share goals.
• Support the team in identifying opportunities to expand existing business and capture new growth.
• Utilize market intelligence, customer insights, and financial analysis to guide business decisions.
• Help representatives develop and execute strategic account plans for large customers and health system opportunities.

Customer & Executive Engagement

• Build and maintain executive-level relationships with key customers, health system leaders, and industry stakeholders.
• Participate in high-level customer meetings involving strategic planning, growth discussions, and complex opportunities.
• Support sales representatives during significant customer presentations, negotiations, and executive engagements.
• Represent McKesson with professionalism, credibility, and executive presence in all customer interactions.

Business & Financial Management

• Leverage strong financial acumen to evaluate territory performance and identify opportunities for growth.
• Monitor key performance indicators and business metrics.
• Develop strategic plans that balance customer needs, organizational objectives, and financial outcomes.
• Utilize business analytics and market intelligence to support territory decision-making.

Market Leadership

• Maintain expertise in Ambulatory Care and Health System market dynamics.
• Identify emerging healthcare trends, customer challenges, and competitive threats.
• Guide the team in developing strategies that align with changing market conditions.
• Partner across the organization to maximize customer value and growth opportunities.

Travel Requirements

• Approximately 75% travel.
• Frequent travel throughout Arizona is required.
• Significant time will be spent in the field alongside sales representatives, customers, and prospective customers.

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.

Preferred Critical Qualifications

Candidates should possess most or all of the following:

• Proven success leading and developing sales professionals.
• Demonstrated experience driving sales growth and achieving business objectives.
• Strong Health System sales experience and understanding of health system decision-making processes.
• Deep knowledge of Ambulatory Care market dynamics.
• Executive presence with the ability to engage senior healthcare leaders and large customer organizations.
• Experience supporting complex customer opportunities, strategic account planning, and executive-level presentations.
• Strong hands-on coaching and talent-development capabilities, particularly with developing or less-tenured sales professionals.
• Ability to lead effectively through organizational change and evolving business priorities.
• Financial acumen with the ability to evaluate business performance and drive profitable growth.
• Ability to translate business strategy into actionable sales plans.
• Excellent communication, presentation, and relationship-building skills.
• Strong business planning, analytical, and strategic-thinking capabilities.
• Must reside in Arizona or be willing to relocate to Arizona.

Compensation & Benefits

• Base Salary + Sales Incentive Target of $59,000
• Management Incentive Plan: 20% of annual base salary
• Auto Program: Company vehicle with fuel card OR monthly automobile allowance of $668
• 16 Days PTO
• 5 Personal Holidays, 7 Company-Recognized Holidays
• Medical, Dental, and Vision Benefits beginning the first day of the month following hire
• Company-Matched 401(k) available after 60 days
• Comprehensive Health & Wellness Program
• Tuition Reimbursement
• Eligible for McKesson Long-Term Incentive Program

Working Conditions

• Frequent automobile and air travel.
• Regular walking and standing.
• Significant field-based customer and team engagement activities.
• Traditional office environment.

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, please click here.

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

$152,700 - $254,500Total Target Cash (TTC) is defined as base pay plus target incentive.

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McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to (United States) Disability_Accommodation@McKesson.com or (Canada) Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted.

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