Business Development Director, Remote Sales
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 Director, Remote Sales leads and scales a strategically critical inside sales organization, driving accelerated revenue growth, gross profit expansion, and customer lifecycle value across the business unit. Reporting to the VP, Business Development, this role sets the vision and operating model for the Remote Sales function, ensuring alignment to enterprise go-to-market priorities and evolving growth ambitions.
This position is accountable for end-to-end performance of the Remote Sales channel including financial outcomes, organizational design, and sales strategy execution—as the team expands in scope, capability, and contribution to overall business unit profitability.
This is a remote position. Candidates may reside anywhere within the United States.
What You'll Do (Responsibilities)
Define and execute the Remote Sales strategy to increase revenue mix and gross profit contribution, including scalable sales models, segmentation strategies, and account coverage approaches
Own and deliver revenue, gross profit, and retention targets by driving pipeline generation, conversion, and deal velocity through disciplined sales execution and performance management
Build, lead, and scale a high-performing Remote Sales organization, including hiring, organizational design, capability development, and frontline leader development
Lead forecasting, budgeting, and performance analysis to ensure predictability and alignment with financial commitments
Establish and enforce performance standards, including activity metrics, pipeline health, and productivity benchmarks, ensuring consistent use and optimization of CRM and sales engagement tools
Partner cross-functionally with Marketing, Operations, Finance, Product, Customer Support, and field sales teams to enable coordinated go-to-market execution and channel clarity
Other duties may be assigned as needed to meet Company goals
Core Competencies
Enterprise Leadership — Sets direction and aligns teams to enterprise and business unit priorities; leads through complexity and growth, balancing strategy with execution; influences senior stakeholders and drives cross-functional alignment
Driving Results — Delivers consistent, scalable revenue and profitability growth; uses data and insights to drive performance and course-correct quickly; establishes disciplined operating rhythms and accountability
Strategic Thinking & Execution — Shapes strategy and converts it into actionable plans and measurable outcomes; anticipates market shifts and positions the organization to win; drives innovation in sales approach, coverage, and engagement
Talent Development & Organizational Leadership — Builds and scales high-performing teams and leaders; creates a culture of accountability, inclusion, and continuous improvement; develops talent pipelines aligned with future organizational needs
Business & Financial Acumen — Deep understanding of financial drivers, pricing, margin, and growth levers; integrates financial insights into decision-making and strategy; owns forecasting, planning, and performance management processes
Change Leadership — Leads organizational evolution as the Remote Sales function grows in scope and impact; drives adoption of new tools, processes, and operating models; maintains clarity and engagement during periods of change
Minimum Requirement
Degree or equivalent experience. Typically requires 12+ years of professional experience and 4+ years of management experience.
Education
Bachelor’s degree or equivalent experience required
MBA or advanced degree preferred
Critical Skills
10+ years of professional sales experience
5+ years of leadership experience, including managing managers or scaling teams
Demonstrated experience owning revenue and gross profit outcomes
Experience operating in a highly metrics-driven sales environment
Preferred Qualifications
Experience leading or scaling inside sales / remote sales organizations
Proven track record of driving significant revenue growth and improving sales productivity
Experience with multi-channel or hybrid go-to-market models (inside + field alignment)
Strong financial acumen, including forecasting, pipeline analytics, and profitability management
Experience with Salesforce and sales engagement platforms (e.g., Outreach, Gong)
Healthcare, specialty distribution, or provider-facing sales experience
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:
$162,700 - $271,100Total Target Cash (TTC) is defined as base pay plus target incentive.
McKesson has become aware of online recruiting-related scams in which individuals who are not affiliated with or authorized by McKesson are using McKesson’s (or affiliated entities, like CoverMyMeds or RxCrossroads) name in fraudulent emails, job postings or social media messages. In light of these scams, please bear the following in mind:
McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.
McKesson Talent Advisors do not communicate with candidates via online chatrooms or using email accounts such as Gmail or Hotmail. Note that McKesson does rely on a virtual assistant (Gia) for certain recruiting-related communications with candidates.
McKesson job postings are posted on our career site: careers.mckesson.com.
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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