Inside Sales Manager, Health Systems

The Enterprise Sales & Health Systems team is seeking a results-driven Inside Sales Manager to lead a high-performing team supporting large, complex Health System accounts.

Position Summary
The Inside Sales Manager is responsible for leading a high-performing team of 8–10 inside sales professionals focused on selling medical products to large Health Systems and Strategic Account customers. This role requires a leader who can operate with a strong sense of urgency while remaining adaptable in a dynamic, fast-paced environment—able to pivot quickly in response to evolving business needs and priorities.

This leader will oversee a significant and complex book of business, supporting some of the organization’s largest and most strategically important accounts. Success in this role requires the ability to balance execution, coaching, and strategic oversight to drive revenue growth, customer retention, and operational excellence.

Core responsibilities include driving sales performance, managing daily sales activity, executing customer retention strategies through contracts, and leveraging bundled product offerings to capture growth opportunities. The role also requires direct engagement with key customers, vendors, and internal partners to exceed revenue, profit, and retention goals.

In addition, the Inside Sales Manager is responsible for recruiting, developing, and retaining top talent, while fostering a culture of accountability, performance, and continuous improvement. The role utilizes digital tools and ordering technology to enhance efficiency, reduce costs, and create a competitive advantage.

Work Environment & Location Expectations
This is a hybrid position. While the team is hybrid with 1 day a week in the office post training, the Inside Sales Managers are expected to:

Be onsite with their team in the Richmond, VA office every Thursday

Participate in additional in-office leadership meetings, special projects, and team initiatives as needed

Be present onsite for 4+ weeks at a time to support onboarding and training of new team members

Preferred candidates will currently reside within Richmond, VA or within a 60-mile radius. Relocation assistance is not available for this role.

Key Responsibilities

Provide strong leadership, direction, and daily guidance to a team of inside sales professionals

Drive a high-performance culture through clear expectations, accountability, and consistent coaching

Set and monitor productivity standards, call objectives, and core business metrics to achieve revenue and gross profit goals

Coach and develop team members through structured training, role play, and ongoing feedback

Manage and track progress toward becoming a primary supplier within assigned accounts

Deliver accurate monthly sales forecasts and hold team accountable for forecast accuracy

Partner cross-functionally to resolve account issues and maintain high levels of customer satisfaction

Execute targeted call campaigns and support broader marketing and sales initiatives

Analyze market trends, competitive activity, and customer feedback to inform strategy

Strengthen communication between sales and internal support functions to drive efficiency and results

Minimum Requirements

6+ years of professional experience

0–2 years of supervisory and/or management experience

Critical Preferred Skills

6+ years of B2B sales experience

Demonstrated track record of consistently exceeding sales goals

Experience leading, developing, and motivating a sales team

Strong ability to operate in a metrics-driven environment

Strategic thinking and problem-solving capability

Strong financial and business acumen

Additional Knowledge & Skills

2+ years of inside sales management experience strongly preferred

Experience with CRM and ERP systems (Salesforce.com, CPQ)

Proven sales coaching and talent development capability

Excellent communication, interpersonal, and organizational skills

Ability to navigate complex customer environments and large-scale accounts

Strong problem-solving, negotiation, and conflict resolution skills

Education

Bachelor’s degree required

MBA preferred

Travel
10%: Annual National Sales Conference (typically in May)

Work Authorization
Must be authorized to work in the United States. Sponsorship is not available for this position.

We are proud to offer a competitive compensation package as part of our Total Rewards. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations.

Our Total Target Cash (TTC) Pay Range for this position:

$89,000 - $148,300

Total Target Cash (TTC) is defined as base pay plus target incentive.

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 Disability_Accommodation@McKesson.com. Resumes or CVs submitted to this email box will not be accepted.

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