Area Sales Manager, Florida

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.
Area Sales Manager | Florida
🌟 Lead One of McKesson's Top-Performing Ambulatory Care Sales Teams
McKesson Medical-Surgical is seeking an exceptional Area Sales Manager to lead our Ambulatory Care Sales Team supporting Central Florida.
This is more than a sales leadership role. It is an opportunity to step into an established, highly successful organization and help drive the next phase of growth across one of the nation's most dynamic healthcare markets. Unlike many leadership opportunities, this leader will inherit a tenured, experienced, and high-performing team with a strong track record of success. The opportunity is not about rebuilding performance. It is about maximizing opportunity, supporting complex customer engagements, identifying strategic growth initiatives, and helping a talented team continue to win.
We are seeking a proven sales leader who understands how to drive results, navigate complex healthcare environments, and support large customer opportunities. The ideal candidate will bring strong health system experience, a deep understanding of ambulatory care market dynamics, and the executive presence necessary to engage senior healthcare stakeholders with confidence.
This leader will serve as both a coach and strategic business partner, helping sales representatives navigate large opportunities, develop account strategies, strengthen executive-level relationships, and achieve sustainable growth across the territory.
Location Requirement
To support regular field engagement and leadership visibility, candidates should reside in:
Orlando, Florida
Tampa, Florida
Anywhere within the corridor between Orlando and Tampa
Key Responsibilities
Leadership & Team Development
Lead, coach, and develop a high-performing team of sales professionals.
Foster a culture of accountability, collaboration, engagement, and high performance.
Support team members through strategic customer planning, opportunity development, and complex account management.
Provide meaningful coaching, guidance, and professional development opportunities.
Maintain an active field presence by regularly accompanying team members on customer visits, providing real-time coaching, and strengthening customer relationships.
Strategic Sales Leadership
Develop and execute territory growth strategies aligned with organizational objectives.
Drive achievement of sales, profitability, customer retention, and market share goals.
Support the team in identifying opportunities to expand existing business and capture new growth opportunities.
Utilize market intelligence, customer insights, and financial analysis to guide business decisions.
Help representatives develop and execute strategic account plans for large customers and health system opportunities.
Customer & Executive Engagement
Build and maintain executive-level relationships with key customers, health system leaders, and industry stakeholders.
Participate in high-level customer meetings involving strategic planning, growth discussions, and complex opportunities.
Support sales representatives during significant customer presentations, negotiations, and executive engagements.
Represent McKesson with professionalism, credibility, and executive presence in all customer interactions.
Business & Financial Management
Leverage strong financial acumen to evaluate territory performance and identify opportunities for growth.
Monitor key performance indicators and business metrics.
Develop strategic plans that balance customer needs, organizational objectives, and financial outcomes.
Utilize business analytics and market intelligence to support territory decision-making.
Market Leadership
Maintain expertise in Ambulatory Care and Health System market dynamics.
Identify emerging healthcare trends, customer challenges, and competitive threats.
Guide the team in developing strategies that align with changing market conditions.
Partner across the organization to maximize customer value and growth opportunities.
Travel Requirements
Approximately 75% travel
Frequent travel throughout Florida is required
Minimum Requirements
9 years of relevant experience
1 year of direct or indirect leadership
Valid driver's license
7-year Motor Vehicle Record check completed as part of pre-employment
Compensation & Benefits
Base Salary + Sales Incentive Target of $59,000
Management Incentive Plan: 20% of annual base salary
Auto Program: Company vehicle with fuel card OR monthly automobile allowance of $668
16 Days PTO
5 Personal Holidays, 7 Company-Recognized Holidays
Medical, Dental, and Vision Benefits beginning the first day of the month following hire
Company-Matched 401(k) available after 60 days
Comprehensive Health & Wellness Program
Tuition Reimbursement
Eligible for McKesson Long-Term Incentive Program
Preferred Critical Qualifications
Candidates should possess most or all of the following:
Proven success leading high-performing healthcare sales teams
Demonstrated experience driving sales growth and achieving business objectives
Strong Health System sales experience and understanding of health system decision-making processes
Deep knowledge of Ambulatory Care market dynamics
Executive presence with the ability to engage senior healthcare leaders and large customer organizations
Experience supporting complex customer opportunities, strategic account planning, and executive-level presentations
Strong coaching and talent-development capabilities
Financial acumen with the ability to evaluate business performance and drive profitable growth
Ability to translate business strategy into actionable sales plans
Excellent communication, presentation, and relationship-building skills
Strong business planning, analytical, and strategic thinking capabilities
Must reside in Orlando, Tampa, or within the corridor between those markets
Working Conditions
Frequent automobile and air travel
Regular walking and standing
Significant field-based customer and team engagement activities
Traditional office environment
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:
$145,100 - $241,800
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 sen

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