[Hiring] Diagnostic Sales Consultant @McKesson

Role Description

Join the McKesson Medical-Surgical Ambulatory Care Sales Team as a Diagnostic Sales Consultant supporting the state of Arizona. This is not an entry-level sales role.

The Diagnostic Sales Consultant is responsible for identifying, developing, and executing laboratory diagnostics sales opportunities within existing and prospective customer accounts throughout Arizona. This role partners closely with Ambulatory Care Account Executives, Area Sales Managers, Complex Instrument Specialists, manufacturer partners, and customers to drive laboratory growth and expand diagnostic solutions across the territory.

• Acting as the regional diagnostics expert, this individual collaborates directly with customers and internal sales teams to assess needs, recommend solutions, provide clinical and operational education, and support successful implementation of laboratory diagnostic programs.

Key Responsibilities

• Achieve Sales Results
  • Achieve revenue, profitability, and MBO objectives across the assigned territory.
  • Develop and execute strategic territory plans aligned to customer needs, product portfolios, and growth opportunities.
  • Articulate the clinical, operational, and economic value of McKesson Laboratory Solutions.
  • Leverage Salesforce, analytics tools, market intelligence, and customer insights to identify opportunities and improve performance.
  • Monitor competitive activity, industry trends, and pricing strategies to maximize sales growth.
• Build Relationships & Influence
  • Establish and maintain strong relationships with customers, supplier partners, sales leadership, and key stakeholders.
  • Educate, coach, and influence Ambulatory Care sales teams on laboratory diagnostic solutions and market opportunities.
  • Partner with Account Executives, Area Sales Managers, Regional Vice Presidents, and manufacturer partners to prioritize and advance diagnostic opportunities.
  • Serve as a trusted diagnostics advisor by delivering clinical, operational, and business insights that support customer decision-making.
• Territory Management
  • Identify and develop new business opportunities throughout the territory.
  • Expand existing customer relationships and increase market penetration.
  • Apply deep diagnostic expertise to support customer retention and long-term growth.
  • Manage territory activities and travel effectively to maximize customer engagement and business results.
• Influence and Collaboration - Key to Success
  • Build strong internal and external partnerships that drive sustainable growth and customer success.
  • Coordinate resources across McKesson and supplier partners to exceed customer expectations.
  • Share best practices and market insights across teams while maintaining awareness of industry developments.
  • Influence stakeholders at multiple organizational levels and serve as a trusted leader within the business.

Qualifications

• Demonstrated success selling laboratory diagnostic solutions within healthcare environments.
• Strong knowledge of laboratory diagnostics and the ability to communicate clinical, operational, and economic value to customers.
• Experience partnering with healthcare field sales teams and working collaboratively in a team-selling environment.
• Proven consultative selling skills with experience influencing complex healthcare buying decisions.
• Experience developing and managing strategic relationships with physicians, practice administrators, healthcare leaders, and key decision-makers.
• Ability to educate, coach, and influence both customers and internal sales teams on diagnostic solutions and market opportunities.
• Proven success managing complex sales cycles from opportunity identification through implementation and ongoing growth.
• Strong territory management, organizational, and business planning skills.
• Experience working independently in a field-based sales role with frequent travel throughout an assigned territory.
• High level of accountability, initiative, and ability to drive results in a highly collaborative environment.

Requirements

• Experience working with healthcare distribution organizations and distribution sales teams.
• Physician Office Laboratory (POL) experience.
• Experience supporting Ambulatory Care customers, physician practices, or outpatient healthcare settings.
• Experience selling through manufacturer, supplier, or channel partner relationships.
• Salesforce CRM experience.
• Proficiency with Microsoft Excel, PowerPoint, Outlook, and Word.
• Prior B2B healthcare sales experience.
• Experience supporting laboratory instrument, consumable, reagent, or diagnostic solution sales.

Benefits

• Base Salary: $125,000 - $130,000.
• Target Sales Incentive: $50,000 annually.
• Auto Program: Company vehicle with fuel card or monthly auto allowance of $668.
• 16 days of Paid Time Off, + 5 Personal Holidays, & 7 Company-Observed Holidays.
• Medical, Dental, and Vision coverage beginning the first day of the month following your start date.
• Company-matched 401(k) available after 60 days of employment.
• Comprehensive health and wellness programs designed to support physical, emotional, and financial well-being.