Government Inside Sales Rep

Government Inside Sales 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.

McKesson is hiring a Government Inside Sales Representative to join our team in Richmond, VA. In this role, you will support state, local, and federal government accounts, driving new account development and expanding business within existing customers across Extended Care and Primary Care settings.

This is a fast-paced, complex sales environment, where you will work across multiple departments within government facilities and navigate evolving procurement processes. We are seeking individuals who are curious, adaptable, and eager to learn, with an interest in developing expertise in government sales and healthcare distribution.

This role offers an excellent opportunity to build expertise in a complex and highly valuable segment of the business, supporting long-term career growth at McKesson.

Position Overview

Our Government Inside Sales Representatives are responsible for developing new business and expanding existing government accounts through phone, email, social platforms, and other outreach methods. Success in this position requires the ability to navigate multi-layered government organizations, identify opportunities across departments, and adapt to evolving customer needs. Government sales is a dynamic and often changing environment. The most successful candidates will demonstrate:

• Comfort with change and complexity
• A strong desire to learn and ask questions
• The ability to evolve alongside customer needs and processes

Training & Development

We are committed to setting our team members up for success through structured onboarding and continued development:

• First 2 Weeks: In-office training, MondayFriday 9:00 AM 5:00 PM focusing on systems, products, processes, and government sales fundamentals
• Post-Training (Ramp-Up Period): Transition to a home-based workspace
• Work closely with peers and leadership to apply training in real-time
• Continue learning and development over approximately 6 months as you begin growing your territory and book of business

Hybrid Expectations

This role follows a structured hybrid model designed to support collaboration, training, and ongoing team connectivity:

• Initial Training (First 2 Weeks): In-office Monday through Friday 9:00am to 5:00pm
• Ongoing Hybrid Schedule:
• Required in-office presence every Wednesday
• Additional in-office days may be scheduled for: Team meetings, Specialized training, Business updates or initiatives
• All additional in-office days will be communicated in advance

Key Responsibilities

1. Prospect Conversion

• Sell company products (incontinence, med cups, gloves, etc.) via telephone and electronic channels
• Generate new business through cold calling, prospecting, and re-engaging inactive accounts
• Maintain strong knowledge of products, vendors, and competitive landscape
• Prepare quotes and negotiate sales transactions
• Demonstrate strong communication, listening, and consultative selling skills
• Navigate customer technology platforms (Orbits, Scan Manager, EDI)

2. Existing Account Expansion

• Identify opportunities to grow sales within existing government accounts
• Expand product adoption and increase wallet share

3. Customer Support & Insights

• Provide clinical product support and education
• Analyze sales history and recommend tools and solutions
• Support customers with business tools and system connectivity

Minimum Requirements

• 2+ years of relevant experience

Critical Preferred Skills

• Ability to influence and present effectively to customers
• Experience working in a goal-oriented, fast-paced environment
• Strong time management and organizational skills
• Proficiency with Microsoft Office (especially Excel)
• Data analysis experience
• Strong problem-solving and decision-making abilities
• Resilience and adaptability in a changing environment

Additional Skills

• Government or procurement experience
• Healthcare or distribution sales experience
• Salesforce.com or CRM experience
• Sales or project management background

Physical Requirements

• Significant computer-based work
• Extensive time on the phone

Must be authorized to work in the U.S. Sponsorship is not available for this position.

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.

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

32.09 - 53.49

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

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.

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.

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) View email address on click.appcast.io or (Canada) View email address on click.appcast.io.

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