Director, Surgery Center Sales, Central

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Are you a strategic sales leader with deep expertise in the Ambulatory Surgery Center (ASC) market and a passion for building executive-level partnerships?

McKesson Medical-Surgical is expanding our ASC sales team and seeking a Director of SC Sales to drive growth across our Central region. This highly visible leadership role is responsible for developing and expanding relationships with some of the nation's largest and most complex ASC organizations. The successful candidate will bring a strong track record of selling to ASC corporate leadership, influencing C-suite decision-makers, leading complex contract negotiations, and delivering measurable growth in a competitive healthcare environment.

This is not a general medical sales role. We are specifically seeking a leader with extensive Ambulatory Surgery Center sales experience who understands the ASC landscape, corporate account structures, distribution models, GPO dynamics, and the unique challenges facing surgery center operators today. As the Director of SC Sales, you will serve as a trusted strategic partner to customers and lead initiatives that strengthen McKesson's market position while driving long-term customer success.

Preferred Location: Texas will provide the best access to the overall territory; however, qualified candidates throughout the Central region will be considered.

Travel

• Up to 50% travel throughout the assigned Eastern U.S. territory.

Key Responsibilities

Strategic Account Leadership

• Own and execute the master strategy for supporting strategic ASC customers, ensuring alignment with contractual requirements and growth objectives.
• Develop and manage detailed account plans, including expansion strategies, resource needs, decision-maker mapping, and contract negotiations.
• Build and maintain executive-level relationships with ASC corporate leadership and key stakeholders across large, complex organizations.
• Lead strategic business reviews and customer planning initiatives that position McKesson as a trusted long-term partner.

Customer Satisfaction & Retention

• Drive customer satisfaction metrics such as service levels, Net Promoter Score (NPS), financial performance, and alignment with customer goals.
• Build and maintain relationships with key decision-makers and influencers at ASC headquarters to promote McKesson offerings.
• Understand customer business objectives, operational challenges, and growth strategies to align McKesson solutions with customer priorities.

Sales Growth & Expansion

• Identify and capitalize on opportunities to grow sales within existing strategic ASC accounts.
• Collaborate across McKesson business units to uncover new areas of growth and penetration.
• Analyze market trends, competitive products, and pricing strategies to inform sales tactics.
• Develop executive-level sales strategies that strengthen customer relationships and accelerate market share growth throughout the region.

Vendor & Internal Collaboration

• Partner with manufacturing vendors to enhance product portfolios, improve compliance, and drive margin growth.
• Align strategies with Regional ASC Directors and other McKesson teams to deliver enterprise-wide value.
• Serve as a strategic resource regarding ASC market dynamics, industry trends, GPO influences, and competitive positioning.

Compensation & Benefits

• Base Salary: $145,000 - $160,000
• Target Sales Incentive: $50,000 annually
• Eligible for participation in the Long-Term Incentive (LTI) Program
• Auto Program: Company vehicle with fuel card OR Monthly auto allowance of $668
• 16 days of Paid Time Off, + 5 Personal Holidays, & 7 Company-Observed Holidays
• Medical, Dental, and Vision coverage beginning the first day of the month following your start date
• Company-matched 401(k) available after 60 days of employment
• Comprehensive health and wellness programs designed to support physical, emotional, and financial well-being

Minimum Requirements

• 7+ years of field sales experience specifically within the surgery center market and corporate accounts.
• Valid driver's license and acceptable driving record.
• 7-year motor vehicle record check completed during pre-employment

Preferred Critical Skills

The following skills are considered essential for success in this role and will be heavily evaluated during the selection process.

• Demonstrated success selling directly to ASC corporate leadership, including C-suite executives and senior decision-makers.
• Deep understanding of the Ambulatory Surgery Center (ASC) market, business models, operational challenges, and purchasing processes.
• Experience managing large, complex strategic accounts with multi-site or enterprise-level structures.
• Strong consultative selling skills with a proven ability to influence high-level stakeholders and drive long-term partnerships.
• Experience leading contract negotiations and executing strategic account growth initiatives.
• Knowledge of healthcare distribution models, supply chain operations, and the competitive ASC landscape.
• Experience working with Group Purchasing Organizations (GPOs), contract compliance, and national account structures.
• Ability to develop and execute territory and account strategies that drive measurable revenue growth.
• Strong executive presence with exceptional presentation, communication, and relationship-building skills.

Additional Skills

• Experience partnering with manufacturing vendors to support growth initiatives and improve customer outcomes.
• Familiarity with healthcare technology solutions, analytics platforms, and customer connectivity tools.
• Experience collaborating across matrixed organizations and multiple business units.
• Knowledge of reimbursement trends, regulatory changes, and emerging ASC industry dynamics.
• Experience supporting integrated sales solutions across multiple product categories and service offerings.
• Previous responsibility for managing large geographic territories or regional business portfolios.
• Advanced business planning, financial analysis, or strategic account management 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:

$196,900 - $328,100

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

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