Area Sales Manager, Alabama
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.
We are seeking an experienced Area Sales Manager to join our Medical-Surgical Ambulatory Care Sales team, leading a high-performing team of Field Sales Representatives across Alabama. We are particularly interested in candidates with strong experience in Ambulatory Care sales environments.
Location
To best support the region, our strong preference is for candidates currently located in or near Birmingham. Candidates based in Huntsville or Montgomery will also be considered. Please note that relocation assistance is not available for this position.
Position Description
The Area Sales Manager (ASM) is responsible for leading a high‑performing team of Field Sales Account Executives and achieving all financial objectives for the assigned territory. This team consists of tenured, experienced representatives, and this role requires a leader who can support and amplify their success through thoughtful coaching, strategic guidance, and a focus on unlocking continued growth opportunities.
This leader must bring a strong ability to leverage reporting, analytics, and business insights to guide decision-making, identify opportunities, and drive overall territory performance within the Ambulatory Care space. The ASM will play a highly visible role in the field—partnering directly with their team through ride‑alongs, customer engagement, and strategic account support when needed.
Success in this role requires a leader who can inspire, challenge, and win with an already strong team, while aligning performance to key initiatives and business priorities.
Key Responsibilities
Achieve Financials & MBO Goals
ASMs will achieve Gross Profit goals and related MBO targets (set annually) through all key responsibilities; participate in monthly check-ins with RVPs; review performance to plan, MBOs, company initiatives, key customer trends, and personnel matters; adjust local tactics based on RVP guidance; and create and execute local strategies to drive growth and team performance.
Embody Our Culture
Bring our Enterprise culture to life by modeling ICARE and ILEAD behaviors; communicate key corporate and business unit messaging; recognize and reward Account Executives; and foster a collaborative, high-performing team environment.
Develop & Lead Your Team
Lead a team of experienced, tenured sellers by focusing on advanced coaching and performance optimization. This includes:
Coaching reps to maximize wallet share and fully leverage their book of business
Using data, reporting, and analytics to guide rep activity and performance improvement
Conducting ride-alongs, co-selling, and real-time coaching
Leading effective team meetings, 1:1s, and performance discussions
Reinforcing accountability, engagement, and alignment to strategic priorities
Drive Strategic Growth Initiatives
Translate enterprise priorities into actionable territory strategies. Ensure your team is aligned, equipped, and executing against key initiatives while balancing local market opportunities.
Own Your Top Customers
Actively engage in key account strategy and relationship management. Lead and support business reviews with top customers, assist with retention and growth strategies, and step in to support complex customer needs when necessary.
Collaborate with Specialists
Partner with McKesson Sales Specialists to identify opportunities, co-develop strategies, and drive adoption of specialized offerings. Utilize analytics and reporting to prioritize opportunities and measure impact.
Use Technology & Analytics to Improve Results
Drive adoption and use of sales tools, reporting platforms, and CRM systems to ensure visibility into performance, improve forecasting accuracy, and increase overall productivity.
Minimum Requirements
9 years of professional experience
1+ year leading people directly or indirectly
Valid driver’s license: 7-year MVR required as part of pre-employment
Critical Skills
Proven ability to coach and develop experienced sales professionals
Strong analytical and business acumen, with experience using data to drive decisions
Experience engaging with C-suite customers
Demonstrated ability to influence, inspire, and lead high-performing teams
Strong performance management and leadership capabilities
Excellent communication skills
Ability to navigate difficult conversations and drive accountability
Proficiency with Excel, PowerPoint, Outlook, and CRM tools
Experience in distribution sales
Prior healthcare experience preferred
Education
4-year degree in business or related field, or equivalent experience
Travel
Daily travel within the territory, with some overnight travel required
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:
$145,100 - $241,800Total Target Cash (TTC) is defined as base pay plus target incentive.
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McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.
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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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