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Area Sales Manager, GA
Location
United States
Posted
104 days ago
Salary
$148K - $246K / year
Job Description
Area Sales Manager, GA
McKesson
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. We are seeking an Area Sales Manager to join our Medical-Surgical Ambulatory Care Sales team. This leadership role oversees a team of Field Sales Representatives across a specific portion of Georgia. To best support the region, our ideal candidate will reside in Atlanta, GA. Please note that relocation assistance is not available for this position. Position Description: The Area Sales Manager (ASM) is responsible for leading a high‑performing team of Field Sales Account Executives and achieving all financial objectives for the assigned territory. This role provides strategic direction aligned with business priorities and ensures strong execution through effective leadership, performance management, and talent development. The ASM attracts and selects top talent, ensures efficient onboarding to reduce time to productivity, and drives team performance through clear expectations, real‑time feedback, and a trust‑based, inclusive work environment. This leader is accountable for coaching, developing, and recognizing employees while reinforcing core pay‑for‑performance practices. Success in this role is achieved primarily through the performance of others and relies on the ASM’s ability to lead change, inspire and engage their team, and influence stakeholders across the business — including those for whom they do not have direct authority. The ASM provides leadership and direction to both sales and non‑sales employees, either directly or through subordinate leaders. This position also requires strong partnership and engagement with customers, manufacturer partners, and internal McKesson specialists across key business segments, including LAB, Rx, McKesson Brands, Surgery Centers, and Corporate Accounts. Key Responsibilities: - Achieve Financials & MBO Goals - ASMs will achieve Gross Profit goal and related MBO targets (set annually), through all key responsibilities; participate in monthly check in with RVPs; review performance to plan, MBO’s, company initiatives, key customer trends & personnel matters; adjust local tactics based on RVP guidance to enhance performance against goals; and create & execute local strategies to drive growth & team performance. - Embody Our Culture - ASMs will embody our Enterprise culture and bring it to life with their teams by modeling ICARE and ILEAD behaviors, communicating key corporate and BU messages to teams, rewarding & recognizing Account Executives as appropriate and promoting team building. - Develop & Lead Your Team – Drive performance and development activities including but not limited to: leading through change, performance management of your team, self-directed continuing education and training to increase sales & negotiations skills, keeping informed of industry trends and current events within McKesson. Effectively communicate to & motivate your team during team meetings, 1:1s, via email, etc. Ensure they understand McKesson’s strategy, local tactics and are armed to overachieve. Nurture and grow the sales competencies and capabilities of your sales teams through effective observation during ride-a-longs, coaching & co-selling. Hiring activities with a lens to improve team diversity. - Tailor strategies & tactics for growth supporting priorities - Create, document & update annual strategic & tactical plans that balance local market realities with broader McKesson initiatives to ensure financial plan achievement. Grow existing portfolio including key customers through sales efforts focused on product penetration/ wallet share growth. - Own Your Top Customers - ASMs will focus on top customers & model best practices for their Account Executives by leading and owning bi-annual business reviews with your market's top 10 customers by revenue, conducting penetration activities targeted against top 20 customers by revenue in your local market, and through retention as you coach Account Executives and get involved on behalf of customers to ensure account retention and growth - Collaborate with Specialists - ASMs will ensure field adoption of selling McKesson’s specialized offerings that require specialist help. Work collaboratively with McKesson Sales Specialists to develop & adjust strategic sales plans targeting best opportunities, co-author related team communications and inspection of results. Utilize data & analytics to inform sales opportunity selection. Ensure Specialists can both initiate & support sales opportunities from beginning to end. - Use technology & analytics to improve results - ASMs will drive field adoption of available sales technologies to set direction, ensure understanding of opportunities & productivity, minimize waste and improve results. Minimum Requirements - 9 years professional field sales experience - 1-year (min) leading people directly or indirectly - Must have a valid driver's license and acceptable driving record. 7-year MVR check during pre-employment. Critical Skills - Experience selling to C-suite - Financial acumen (compare quarterly trends, year to year growth, margin erosion, etc.) - Mature confidence and self-awareness (can influence others diplomatically) - Superior communication skills. - Ability to make difficult decisions and have difficult conversations - Demonstrated performance management skills - Demonstrated sales leadership skills - Proficiency with Excel, Power Point, Outlook, and CRM tools. - Experience in distribution sales - Demonstrated success in building and growing a new region / territory - Prior healthcare experience is preferred Education 4-year degree in business or related field or equivalent experience Travel Daily travel expected within the territory with some overnights required 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: $148,100 - $246,800 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 welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process. If you require accommodation please contact us by sending an email to Disability_Accommodation@McKesson.com. Join us at McKesson!
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How you will Make an Impact: New Business Development Lead business growth with a strong focus on four key areas: - Revenue Generation: Identify and pursue new business opportunities - Sales Process & Planning: Use a structured approach to move opportunities forward - Territory Expertise: Become a go-to expert for customers and partners in your region - Sustainable Differentiation: Highlight what sets us apart to win long-term business Grow and Defend with Strategic Thinking Support sustainable business success through: - Strategic Collaboration: Work with distributors and customers to uncover growth opportunities - Key Account Retention: Build strong, lasting relationships with key accounts - Distributor Engagement: Engage with distribution partners to align goals and drive results Territory Management Effectively manage the region with a focus on: - Distributor Channel Advocacy: Represent and support distribution partners - Talent Development: Contribute to team learning and knowledge sharing - Presentation Skills: Deliver clear and impactful product demos and discussions - Communication: Keep all stakeholders informed and aligned - Project Management: Stay organized and results-focused in all aspects of your work What you need to do to be successful in this role: - Provide product training and business support to distribution partners - Develop and manage account plans for strategic customers - Collaborate with internal specialists to provide tailored technical solutions - Track and manage sales opportunities using a CRM system - Host or support product demonstrations and trials for customers - Actively contribute to a high-functioning, collaborative team environment - Strong technical aptitude—welding or industrial equipment experience a plus - Proven ability to build account plans, manage sales pipelines, and convert leads - Effective communicator with strong interpersonal and presentation skills - Excellent organizational and time management abilities - Proficient with Microsoft Office and CRM software Qualifications - Certificate, Associate, or bachelor’s degree in a Technical or Business discipline preferred - Minimum 3 years of experience in sales, preferably with technical or industrial products required - Familiarity with distribution channels or indirect sales models required - Strong technical aptitude—welding or industrial equipment experience a plus - Proven ability to build account plans, manage sales pipelines, and convert leads - Effective communicator with strong interpersonal and presentation skills - Excellent organizational and time management abilities - Proficient with Microsoft Office and CRM software - Willingness to travel overnight up to 50% of the time Why ITW Welding? Here’s what we offer to help you build the future you want: - Generous Retirement Benefits – 401(k) match PLUS an additional retirement contribution to help you plan for the future. - Paid Time Off – 11 paid holidays, 5 sick days, and vacation time to take time for what matters. - Company-Paid Insurance – Life, AD&D, Short-Term & Long-Term Disability insurance to give you peace of mind. - Family-Friendly Benefits – 4 weeks of paid parental leave and adoption reimbursement to support your family journey. - Education Assistance – tuition reimbursement because we believe in investing in your personal and professional development. At ITW Welding, we’re not just a place to work – we’re a community that empowers you to grow and make a real impact. Join us and build a career that makes a difference! Company Description Comprised of a market-leading portfolio of best-in-class brands, the businesses of ITW Welding work together to provide premium performance delivered through a breadth of solutions encompassing welding, cutting, consumables, and accessories. ITW Welding North America represents Miller Electric Welding Equipment, Safety & Accessories, Hobart Filler Metals, and Bernard / Tregaskiss MIG Guns. Miller Electric Mfg. LLC, is headquartered in Appleton, Wisconsin, and wholly owned by Illinois Tool Works (NYSE: ITW). The company maintains its industry leadership by setting the standard for reliability, quality and responsiveness. Our tagline, “The Power of Blue®,” is inspired by the blue color of Miller equipment. Compensation Transparency Salary Range: District Sales Manager compensation package offers a competitive annual salary with an estimated range of $96,000 to $121,000 dependent on the geographic location, the successful candidate’s qualification, and prior experience. We are committed to maintaining equitable and competitive salaries across different regions through regular reviews and adjustments. Sales Compensation & Bonus Plan: Employees in this role are eligible to participate in the District Sales Manager compensation plan, which includes performance-based quarterly bonuses, allowing employees to increase their earnings through exceptional performance. Annual salary increases are also provided, reflecting both individual contributions and overall company success. Benefits: https://myitwhr.com & Benefits and Compensation at ITW | ITW: Comprehensive benefits are available, additional details can be provided upon request. Compensation Information: Salary Range: District Sales Manager compensation package offers a competitive annual salary with an estimated range of $96,000 to $121,000 dependent on the geographic location, the successful candidate’s qualification, and prior experience. We are committed to maintaining equitable and competitive salaries across different regions through regular reviews and adjustments. ITW is an equal opportunity employer. We value our colleagues’ unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential. As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship. All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.



