Sales Director

About This Role

Selling technology, software, and service solutions for the Commercial Strategy & Innovation (CSI) Health Systems Sales & Provider Team is the core of this individual contributor field sales position. The Sales Director 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.

Responsibilities

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

Requirements

• Degree or equivalent and typically requires 7+ years of relevant experience
• Bachelor's degree in Business, Marketing, Strategic Planning, Healthcare Administration, or a related field, or equivalent experience
• Proven success driving new business growth, account expansion, and customer retention within healthcare technology, software, or services sales
• Experience developing and executing strategic account plans for large Health Systems, Hospitals, and Provider organizations
• Strong ability to build and manage executive-level relationships and influence key decision-makers throughout complex sales cycles
• Demonstrated expertise in contract negotiations, renewals, forecasting, and pipeline management utilizing CRM tools such as Salesforce