Business Development Director, Remote Sales

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. Role Overview The Director, Remote Sales leads and scales a strategically critical inside sales organization, driving accelerated revenue growth, gross profit expansion, and customer lifecycle value across the business unit. Reporting to the VP, Business Development, the role sets the vision and operating model for the Remote Sales function, ensuring alignment to enterprise go-to-market priorities and evolving growth ambitions. This position is accountable for end-to-end performance of the Remote Sales channel including financial outcomes, organizational design, and sales strategy execution. It is a remote position; candidates may reside anywhere within the United States. What You'll Do (Responsibilities) Define and execute the Remote Sales strategy to increase revenue mix and gross profit contribution, including scalable sales models, segmentation strategies, and account coverage approaches. Own and deliver revenue, gross profit, and retention targets by driving pipeline generation, conversion, and deal velocity through disciplined sales execution and performance management. Build, lead, and scale a high‑performing Remote Sales organization, including hiring, organizational design, capability development, and frontline leader development. Lead forecasting, budgeting, and performance analysis to ensure predictability and alignment with financial commitments. Establish and enforce performance standards, including activity metrics, pipeline health, and productivity benchmarks, ensuring consistent use and optimization of CRM and sales engagement tools. Partner cross‑functionally with Marketing, Operations, Finance, Product, Customer Support, and field sales teams to enable coordinated go‑to‑market execution and channel clarity. Other duties may be assigned as needed to meet company goals. Core Competencies Enterprise Leadership – Sets direction and aligns teams to enterprise and business unit priorities; leads through complexity and growth, balancing strategy with execution; influences senior stakeholders and drives cross‑functional alignment. Driving Results – Delivers consistent, scalable revenue and profitability growth; uses data and insights to drive performance and course‑correct quickly; establishes disciplined operating rhythms and accountability. Strategic Thinking & Execution – Shapes strategy and converts it into actionable plans and measurable outcomes; anticipates market shifts and positions the organization to win; drives innovation in sales approach, coverage, and engagement. Talent Development & Organizational Leadership – Builds and scales high‑performing teams and leaders; creates a culture of accountability, inclusion, and continuous improvement; develops talent pipelines aligned with future organizational needs. Business & Financial Acumen – Deep understanding of financial drivers, pricing, margin, and growth levers; integrates financial insights into decision‑making and strategy; owns forecasting, planning, and performance management processes. Change Leadership – Leads organizational evolution as the Remote Sales function grows in scope and impact; drives adoption of new tools, processes, and operating models; maintains clarity and engagement during periods of change. Minimum Requirement Degree or equivalent experience. Typically requires 12+ years of professional experience and 4+ years of management experience. Education – Bachelor’s degree or equivalent experience required; MBA or advanced degree preferred. Critical Skills 10+ years of professional sales experience. 5+ years of leadership experience, including managing managers or scaling teams. Demonstrated experience owning revenue and gross profit outcomes. Experience operating in a highly metrics‑driven sales environment. Preferred: Experience leading or scaling inside sales / remote sales organizations. Proven track record of driving significant revenue growth and improving sales productivity. Experience with multi‑channel or hybrid go‑to‑market models (inside + field alignment). Strong financial acumen, including forecasting, pipeline analytics, and profitability management. Experience with Salesforce and sales engagement platforms (e.g., Outreach, Gong). Healthcare, specialty distribution, or provider‑facing sales experience. Preferred Qualifications Experience leading or scaling inside sales / remote sales organizations. Proven track record of driving significant revenue growth and improving sales productivity. Experience with multi‑channel or hybrid go‑to‑market models (inside + field alignment). Strong financial acumen, including forecasting, pipeline analytics, and profitability management. Experience with Salesforce and sales engagement platforms (e.g., Outreach, Gong). Healthcare, specialty distribution, or provider‑facing sales experience. Benefits We are proud to offer a competitive compensation package as part of our Total Rewards. Pay range for this position: Total Target Cash (TTC) $162,700 – $271,100. Total Target Cash is defined as base pay plus target incentive. Other compensation, such as an annual bonus or long‑term incentive opportunities, may be offered. For more information regarding benefits at McKesson, please visit our benefits page. Equal Opportunity 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 those 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 View email address on click.appcast.io (United States) or View email address on click.appcast.io (Canada). Resumes or CVs submitted to this email box will not be accepted. Important Notice McKesson has become aware of online recruiting‑related scams in which individuals who are not affiliated with or authorized by McKesson use the company’s name in fraudulent emails, job postings, or social media messages. McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application. McKesson Talent Advisors do not communicate with candidates via online chatrooms or using email accounts such as Gmail or Hotmail. Note that McKesson does rely on a virtual assistant (Gia) for certain recruiting‑related communications with candidates. McKesson job postings are posted on our career site: careers.mckesson.com. #J-18808-Ljbffr