[Hiring] Institutional Sales Executive @McKesson

Role Description

McKesson is seeking a Hospital Pharmacy Automation Sales Representative to help expand the adoption of innovative pharmacy automation and medication-management solutions across U.S. hospitals and health systems.

In this role, you will support market development and sales activities for StockArt medication management solutions and DrugCam IV compounding workflow technology. You will work directly with hospital pharmacy leaders and other healthcare stakeholders to:

• Understand clinical and operational workflows
• Identify business needs
• Demonstrate solutions
• Develop qualified sales opportunities

You will serve as a sales and application resource throughout the customer journey, from prospecting and discovery through demonstrations, solution development, evaluations, proposals, and opportunity advancement. This is an ideal opportunity for someone who combines consultative selling skills with an understanding of hospital pharmacy operations, healthcare technology, or clinical workflows.

What You’ll Do

• Identify, develop, and qualify prospective hospitals, health systems, early adopters, and strategic customer opportunities for StockArt and DrugCam solutions.
• Conduct customer discovery sessions to understand pharmacy workflows, operational challenges, business needs, automation goals, and technology requirements.
• Support customer presentations, product demonstrations, workflow assessments, workshops, and solution discussions.
• Translate customer requirements and pharmacy workflows into appropriate product applications and solution recommendations.
• Build relationships with hospital pharmacy leaders, clinical stakeholders, operational teams, and other healthcare decision-makers.
• Support competitive positioning, objection handling, pilot programs, product evaluations, validation activities, and reference-site opportunities.
• Maintain accurate customer interactions, opportunities, follow-up activities, and pipeline information in Salesforce CRM.
• Partner with internal McKesson teams to advance qualified opportunities and support proposals, RFP responses, presentations, and sales-enablement materials.
• Gather and communicate customer feedback, competitive intelligence, market trends, workflow requirements, and potential product gaps.
• Participate in customer site visits, industry conferences, trade shows, demonstrations, and other market-development activities.
• Provide regular updates on sales activity, customer opportunities, risks, competitive developments, and recommended next steps.

Qualifications

• Experience in healthcare sales, hospital sales, medical technology sales, pharmacy technology, or a related customer-facing healthcare role.
• Demonstrated experience working with customers to identify business needs, deliver presentations or demonstrations, and support sales opportunities.
• Experience with CRM or sales pipeline management tools such as Salesforce.
• Education/experience requirement: Insert the exact McKesson S3 Minimum Education & Typical Experience or Equivalent Combination language from the Career Framework before posting.

Requirements

• Experience selling or supporting pharmacy automation, medication management, healthcare technology, medical devices, or clinical software solutions.
• Knowledge of hospital pharmacy operations, medication management, IV compounding, sterile compounding, or pharmacy workflow.
• Experience selling to hospitals, health systems, pharmacy leaders, or other healthcare decision-makers.
• Experience conducting customer discovery, workflow assessments, solution demonstrations, or consultative sales presentations.
• Experience supporting pilots, product evaluations, RFPs, proposals, or complex healthcare sales cycles.
• Knowledge of healthcare technology integration and hospital clinical workflows.
• Strong consultative selling, presentation, customer relationship, and business-development skills.
• Ability to communicate customer needs and market intelligence to product, sales, and other internal stakeholders.

Travel and Physical Requirements

• Ability to travel within the United States for customer meetings, hospital site visits, product demonstrations, trade shows, and industry conferences.
• Ability to work effectively in customer-facing hospital and healthcare environments.

Benefits

• Competitive compensation package as part of our Total Rewards.
• Pay range: $111,100 - $185,100 (Total Target Cash is defined as base pay plus target incentive).
• Other compensation, such as an annual bonus or long-term incentive opportunities may be offered.