Inside Sales Manager, Health Systems at McKesson in Richmond, VA

Inside Sales Manager, Health Systems Location: USA, VA, Richmond 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 Enterprise Sales & Health Systems team is seeking a results-driven Inside Sales Manager to lead a high-performing team supporting large, complex Health System accounts. Position Summary The Inside Sales Manager is responsible for leading a high-performing team of 8–10 inside sales professionals focused on selling medical products to large Health Systems and Strategic Account customers. This role requires a leader who can operate with a strong sense of urgency while remaining adaptable in a dynamic, fast-paced environment—able to pivot quickly in response to evolving business needs and priorities. This leader will oversee a significant and complex book of business, supporting some of the organization’s largest and most strategically important accounts. Success in this role requires the ability to balance execution, coaching, and strategic oversight to drive revenue growth, customer retention, and operational excellence. Core responsibilities include driving sales performance, managing daily sales activity, executing customer retention strategies through contracts, and leveraging bundled product offerings to capture growth opportunities. The role also requires direct engagement with key customers, vendors, and internal partners to exceed revenue, profit, and retention goals. In addition, the Inside Sales Manager is responsible for recruiting, developing, and retaining top talent, while fostering a culture of accountability, performance, and continuous improvement. The role utilizes digital tools and ordering technology to enhance efficiency, reduce costs, and create a competitive advantage. Work Environment & Location Expectations This is a hybrid position. While the team is hybrid with 1 day a week in the office post training, the Inside Sales Managers are expected to: Be onsite with their team in the Richmond, VA office every Thursday Participate in additional in-office leadership meetings, special projects, and team initiatives as needed Be present onsite for 4+ weeks at a time to support onboarding and training of new team members Due to these expectations, preferred candidates willcurrently reside within Richmond, VA or within a 60-mile radius. Relocation assistance is not available for this role. Key Responsibilities Provide strong leadership, direction, and daily guidance to a team of inside sales professionals Drive a high-performance culture through clear expectations, accountability, and consistent coaching Set and monitor productivity standards, call objectives, and core business metrics to achieve revenue and gross profit goals Coach and develop team members through structured training, role play, and ongoing feedback Manage and track progress toward becoming a primary supplier within assigned accounts Deliver accurate monthly sales forecasts and hold team accountable for forecast accuracy Partner cross-functionally to resolve account issues and maintain high levels of customer satisfaction Execute targeted call campaigns and support broader marketing and sales initiatives Analyze market trends, competitive activity, and customer feedback to inform strategy Strengthen communication between sales and internal support functions to drive efficiency and results Minimum Requirements 6+ years of professional experience 0–2 years of supervisory and/or management experience Critical Preferred Skills 6+ years of B2B sales experience Demonstrated track record of consistently exceeding sales goals Experience leading, developing, and motivating a sales team Strong ability to operate in a metrics-driven environment Strategic thinking and problem-solving capability Strong financial and business acumen Additional Knowledge & Skills 2+ years of inside sales management experience strongly preferred Experience with CRM and ERP systems (Salesforce.com, CPQ) Proven sales coaching and talent development capability Excellent communication, interpersonal, and organizational skills Ability to navigate complex customer environments and large-scale accounts Strong problem-solving, negotiation, and conflict resolution skills Education Bachelor’s degree required MBA preferred Travel 10%: Annual National Sales Conference (typically in May) Work Authorization Must be authorized to work in the United States. 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. For more information regarding benefits at McKesson, please click here. Our Total Target Cash (TTC) Pay Range for this position: $89,000 - $148,300 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) Disability_Accommodation@McKesson.com or (Canada) Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted. Join us at McKesson!