Sales Director

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.

Role Overview

The Sales Director *individual contributor* is a field sales position responsible for selling technology, software, and service solutions for the Commercial Strategy & Innovation (CSI) Health Systems Sales & Provider Team. This role develops and executes strategic account plans, builds executive-level customer relationships, identifies opportunities across the McKesson portfolio, and drives revenue growth within assigned Health System, Hospital, and Provider accounts.

The Sales Director serves as a trusted advisor, coordinates internal and external communication, navigates complex sales cycles, and collaborates with cross-functional teams to deliver customer value and business outcomes. Responsible for achieving growth objectives through both net-new business acquisition and renewal retention strategies while maximizing customer lifetime value across assigned accounts. Owns customer lifecycle revenue management, including contract renewals, customer retention, expansion opportunities, and strategic account growth.

Strategic Account Planning & Revenue Growth

Develop, design, and execute strategic account plans for assigned Health System and Provider customers.

Maintain account strategies that balance both net-new business opportunities and renewal retention objectives.

Identify expansion, cross-sell, and upsell opportunities within existing customer relationships.

Pipeline, Forecasting & Business Management

Build and manage an active sales funnel utilizing Salesforce and other sales management tools.

Manage renewal pipeline forecasting and monitor contract timelines.

Identify and mitigate renewal risks through proactive engagement.

Executive Relationship Management

Own relationships with key stakeholders and executive decision-makers within assigned accounts.

Conduct executive business reviews focused on customer outcomes, value realization, renewal readiness, and partnership growth.

Customer Retention & Expansion

Develop and execute customer retention strategies designed to preserve recurring revenue.

Partner with Customer Success, Product, Operations, Support, and Implementation teams.

Identify customer health indicators, retention risks, and expansion opportunities.

Contracting, Negotiation & Renewal Management

Lead customer negotiations and contract execution activities.

Lead contract renewal negotiations and coordinate cross-functional activities necessary to secure successful renewal execution.

Cross-Functional Collaboration & Organizational Leadership

Collaborate with sales, customer success, product, finance, legal, support, and operational teams.

Partner with Customer Success and Operations teams to drive renewal attainment and long-term revenue retention objectives.

Minimum Requirement

Degree or equivalent and typically requires 7+ years of relevant experience.

Education

Bachelor's degree in Business, Marketing, Strategic Planning, Healthcare Administration, or a related field, or equivalent experience.