Field Sales Development Representative

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.

The Future of Health Starts with You.

Position Summary 

The Field Sales Development Program (FSDP) prepares future Account Executives for success within McKesson Medical-Surgical. Through a structured combination of sales training, coaching, performance expectations, and field experiences, participants develop the skills, business acumen, and customer engagement capabilities necessary to transition into a field-based sales role. 

Participants are expected to achieve performance objectives, complete program milestones, demonstrate sales competency growth, and successfully progress toward readiness for promotion into an Account Executive position. 

Mobility is a requirement of this program. Candidates must be willing and able to relocate within approximately six (6) months of joining the program. Relocation timing and destination will be determined based on business needs, territory availability, and organizational priorities and may not align with a candidate's preferred geographic location. 

The role begins in a remote environment and transitions to increasing field exposure and customer-facing responsibilities throughout the program. 

Locations with available positions:

CA – Los Angeles, Irvine, Torrence, Riverside, San Jose, Stockton, San Bernadino, Corona

CO – Denver

WA – Seattle

TN – Nashville, Knoxville, Chattanooga

LA – New Orleans, Baton Rouge, Lafayette

TX – Austin, San Antonio

Key Responsibilities 

Sales & Customer Growth 

• Achieve assigned sales, activity, and development objectives. 

• Identify, develop, and close new business opportunities. 

• Grow existing accounts by expanding customer relationships and uncovering additional revenue opportunities. 

• Promote McKesson Brand products and strategic business initiatives. 

• Maintain an accurate sales funnel and customer records within Salesforce (SFDC). 

• Execute sales strategies that drive territory growth, customer engagement, and business results. 

• Deliver professional sales presentations, business reviews, and customer recommendations. 

Customer Engagement & Account Management 

• Build and maintain strong relationships with customers and internal partners. 

• Provide exceptional customer support while coordinating resources to meet customer needs. 

• Complete required customer outreach activities, including phone engagement and account development efforts. 

• Conduct Manufacturer Business Assessments (MBAs) and document customer interactions and outcomes. 

• Maintain timely account follow-up and customer documentation to support satisfaction and retention. 

Field Development & Territory Readiness 

• Develop territory business plans and account growth strategies. 

• Participate in regular ride days with Account Executives (AEs) and Area Sales Managers (ASMs). 

• Complete in-person prospecting activities, including new business walk-in calls. 

• Attend local manufacturer and Distribution Service Center (DSC) meetings to strengthen business knowledge and partnerships. 

• Shadow field sales professionals and progressively assume responsibility for customer coverage and account management. 

• Support open territory coverage, PTO coverage, and other business continuity needs as assigned. 

• Demonstrate readiness to independently conduct customer meetings and territory management activities. 

• Participate in field evaluations and coaching sessions to assess sales effectiveness and readiness for advancement. 

Professional Development 

• Complete all required training, certifications, and program milestones. 

• Participate in recurring coaching sessions, business reviews, team meetings, and one-on-one development discussions with leadership. 

• Demonstrate continuous improvement in sales proficiency, product knowledge, business acumen, and customer engagement skills. 

• Actively seek and apply feedback to accelerate development and field readiness. 

• Successfully complete all readiness requirements necessary for progression into an Account Executive role. 

What You'll Gain 

• Comprehensive sales training and professional development 

• Exposure to sales leadership and cross-functional partners 

• Defined career path into field sales opportunities 

• Competitive compensation and performance incentives 

• Medical, dental, and vision benefits 

• Company-matched 401(k) 

• Paid time off and company holidays 

• Parental leave and wellness resources 

Minimum Qualifications 

• Bachelor's degree preferred or equivalent work experience 

• Valid driver's license with an acceptable driving record 

• Access to a reliable, insured personal vehicle for business travel 

• Authorization to work in the United States without sponsorship 

Preferred Qualifications 

• Interest in sales, business development, customer success, or healthcare sales 

• Strong communication, presentation, and relationship-building skills 

• Self-motivated, goal-oriented, and highly accountable 

• Ability to manage competing priorities in a fast-paced environment 

• Strong organizational and time-management skills 

• Experience with Salesforce or other CRM platforms preferred 

Program Mobility & Travel Requirements 

• Willingness to relocate within approximately six (6) months of joining the program 

• Flexibility to accept placement based on business needs and territory availability 

• Ability to travel regularly for customer meetings, field experiences, training, and development activities 

• Ability to transition into a field-based sales role upon successful completion of the program 

About MMS

McKesson Medical-Surgical (MMS), which is expected to become Wellverse in early 2027, is a subsidiary and publicly reported segment of the McKesson Corporation. MMS distributes medical-surgical supplies, pharmaceuticals, diagnostic equipment and supplies, along with other solutions and services to virtually every type of healthcare setting and provider outside of the traditional hospital. These markets – often referred to as Alternate Care or Non-Acute Care – include physician offices, surgery centers, long-term care providers, laboratories, home health and hospice agencies, health systems, government facilities and online marketplaces and retailers.

Alternate Care markets are growing rapidly, and MMS is proud to be a leader in this space. With a team of approximately 8,000 employees, a network of 15 distribution centers and approximately 900 delivery vehicles, we collaborate with more than 2,200 leading manufacturers and serve over 200,000 customer accounts across the U.S. Our catalog includes more than 270,000 SKUs of branded and private-label medical-surgical products – from bandages to specialty pharmaceuticals and COVID-19 tests.

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. 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.

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.

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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) [email protected] or (Canada) [email protected]. Resumes or CVs submitted to this email box will not be accepted.

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