Director, Sales Engineering

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.

Established in 1833, McKesson is a Fortune 10 global leader in healthcare supply chain management solutions, retail pharmacy, healthcare technology, community oncology, and specialty care. We partner with life sciences companies, manufacturers, providers, pharmacies, governments, and other healthcare organizations to help provide the right medicines, medical products, and healthcare services to the right patients at the right time, safely and cost effectively. Our enterprise consists of the following businesses:

• Pharmaceutical Solutions and Services (PSaS)
• Medical Surgical Solutions (MMS)
• CoverMyMeds (CMM)
• McKesson International (Europe and Canada)

McKesson draws upon its rich and nearly 200-year history to serve as the central nervous system of healthcare, touching nearly 1/3 of all pharmaceuticals used each day in North America, leading as the 4th largest pharmacy chain, and serving as the #1 distributor in Oncology and key specialties. Most recently, McKesson has been awarded the honor and public health responsibility of serving as the centralized distributor of the COVID 19 vaccine(s) and all associated ancillary products and supplies.

McKesson Compile’s data is a comprehensive, fully linked system of record for the U.S. Healthcare market, with intelligence on 2M+ healthcare professionals (HCPs) and over 800K facilities. Compile's data includes high capture medical and pharmacy claims, closed capture Medicare claims (100%), along with best-in-class provider affiliations and customer master. The linked data enables commercial teams to move beyond the traditional approaches that only rely on claims volumes. Our innovations include - Best-in-class provider affiliations - Fully linked data across claims, affiliations, customer master and more - Cleansed, normalized and analytics-ready patient-level data.

We deliver careers with purpose and potential. Our focus on better health starts with creating an inclusive environment with strong values where you can build a fulfilling career. You can count on us to provide you with resources and opportunities to grow and be your best, while contributing to our pursuit of improving lives.

What sets McKesson apart as an exceptional place is our people. Our employees understand that together, unified by our global i²care values, we fulfill our mission and uphold our reputation as a trusted partner to our customers and their patients. Our i²care values are foundational to all that we do, and who we are as a company.

Integrity – We do what’s right

Inclusion – We embrace and respect each other as we are

Customer First – We succeed when our customers succeed

Accountability – We take personal responsibility for our actions and our work

Respect – We treat people with dignity and respect

Excellence – We insist upon quality

The Role

The Senior Sales Engineer for McKesson Compile will be directly responsible for translating technical concepts into everyday language so that complicated products are approachable and understandable for potential buyers of Compile data. This person will work alongside the sales team to deliver critical subscription and revenue growth to the MMS P&L. This person must be equally focused on learning and maintaining deep technical knowledge of our products understanding’s customers needs and keeping clear documentation. They will work cross functionally with sales, marketing, customer success and delivery, product, engineering and sales operations teams. They will be expected to own the creation and accuracy of the data / project specifications that are present in customer contracts and proposals.

In this role you will be supporting a sales team who targets life sciences and Biotech customers. You’ll occasionally work on a simple data provision, but more commonly will work with our enterprise customers who purchase multiple products or to scope analytics projects alongside a data license. Part of your compensation will be dependent on fulfilling the business plan objectives and meeting or exceeding the sales objectives for our products and services. This is an excellent opportunity for a motivated and driven professional looking to take their career to the next level!

Key Responsibilities

The core responsibilities include building and leading the team of sales engineers to support and collaborate with the sales directors. The key processes to own and improve upon are, the sales operations documentation process, the proposing and contracting process, the sales development process from proposal & client problem/question through the offer development, and the on-boarding process. You will also collaborate with and support the sales team as the implement the plan of action for each account.

Given the nature of these clients it is essential that the Director, Sales Engineer possesses a strong executive presence and cultivates relationships across the client organization including the client technical leads.

Additional responsibilities:

• Build, manage, train and retain a high performing team of sales engineers (current team of 1 FTE with 1 internal transfer planned and 1 open role to hire in the next quarter)
• Revamp processes as needed, to meet evolving sales and sales engineering team needs
• Fill in as an individual contributor, if team members are unavailable
• Deep technical knowledge of commercial lifesciences data products (claims, EHR, provider reference data, etc).
• Deep working knowledge of biopharma commercial and RWE use cases and how commercial lifesciences data is best applied
• Keeps on top of changes and trends in the marketplace and how these trends impact the business.
• Demonstrated ability to learn quickly and get up to speed on new data assets.
• Imbue deals with a 'win-win' ethos, bringing creatively to meet customer needs.
• Work closely with customers to understand their data-related challenges and requirements.
• Provide expert advice and guidance to customers on integrating data solutions into their existing systems.
• Collaborate with RWD Analytics teams to scope consulting projects and engagements.
• Act as a liaison between customers and internal teams to ensure a seamless customer experience.
• Collaboration and meetings across across U.S. and India time zone, typically working overlap during the US mornings.
• Demonstrates enthusiasm, drive, rigor and a sense of urgency when supporting customers.
• Performs other duties as assigned by supervisor.

Qualifications

Minimum Requirements

• 12+ years of experience in the pharmaceutical/ life science industry in the following areas: sales engineering, sales, marketing consulting, data analytics, including at least 5 years of client facing roles.
• Demonstrated ability in building relationships with large pharmaceutical and biotech companies and technical data prowess for US pharmaceutical sales and marketing data.

Ideal Experience / Critical Skills

• History of team leadership and capabilities building
• Ability to clearly and concisely distill complex ideas and projects to non technical stakeholders
• Ability to query Compile data with SQL or python and apply it to common life sciences applications and use cases
• Deep attention to detail, adherence to process and organization

Education

Education - Bachelor’s degree in business or related discipline required.

Physical Requirements

• General office demands
• Must have the ability to travel. Overnight travel may be required as well as frequent air travel.

Location

Prefer candidate to be based in a major metro market. Work is primarily in home or office at McKesson location.

McKesson is an Equal Opportunity/Affirmative Action employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status. Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities.

Join us at McKesson!

At McKesson, we care about the well-being of the patients and communities we serve, and that starts with caring for our people. That’s why we have a Total Rewards package that includes comprehensive benefits to support physical, mental, and financial well-being. Our Total Rewards offerings serve the different needs of our diverse employee population and ensure they are the healthiest versions of themselves. For more information regarding benefits at McKesson, please click here.

As part of Total Rewards, we are proud to offer a competitive compensation package at McKesson. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. 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:

$192,000 - $320,000

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

McKesson is an Equal Opportunity/Affirmative Action employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

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 Disability_Accommodation@McKesson.com. Resumes or CVs submitted to this email box will not be accepted.

Current employees must apply through the internal career site.

Join us at McKesson!