Director, Enterprise Lab Sales

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.

About the Role

The Director, Enterprise Lab Sales leads a high-performing team focused on large, complex healthcare customers, including health systems, government entities, and national/strategic accounts within the non-acute laboratory market. This role is responsible for driving enterprise revenue growth, customer retention, and multi-year strategic partnerships through a disciplined, consultative sales approach.

As a senior leader, you will develop enterprise sales strategies, build executive-level customer relationships, and partner closely with enterprise account teams to deliver integrated, value-based solutions. Success in this role requires strong commercial leadership, experience managing complex sales cycles, and the ability to influence cross-functional stakeholders.

What You’ll Do

• Lead and develop a team of enterprise lab sales specialists, driving performance against revenue, growth, and retention targets
• Establish clear sales goals, monitor pipeline performance, and coach teams to improve execution and outcomes
• Build and maintain executive-level relationships across health systems, government, and national accounts
• Lead complex, multi-product, multi-year enterprise deals using consultative, value-based selling strategies
• Develop deep customer insight to align solutions with customer priorities and identify new growth opportunities
• Partner with enterprise account teams to drive coordinated account planning, pipeline management, and customer engagement
• Collaborate cross-functionally (sales, marketing, strategy, and operations) to deliver integrated enterprise solutions

Basic Requirements

• Degree or equivalent experience. Typically requires 12+ years of professional experience and 4+ years of management experience (direct people leadership)
• 12+ years of experience in healthcare distribution, healthcare sales, or related field
• Demonstrated experience managing complex enterprise accounts (e.g., health systems, government, national accounts)
• Proven track record of closing multi-product, multi-year enterprise sales agreements
• Experience building and maintaining executive (C-suite) customer relationships

Preferred Skills/Experience

• MBA preferred
• Strong knowledge of laboratory services, diagnostics, or non-acute lab market
• Experience in enterprise deal structuring, contract negotiations, and long-term agreements
• Expertise in healthcare provider business models and industry trends
• Ability to influence cross-functional stakeholders and lead in a highly matrixed environment
• Strong presentation skills with experience leading executive business reviews and planning sessions

Travel & Working Conditions

• Home office-based role with frequent travel (approximately 60–70%)
• Frequent air and automobile travel required
• Significant time spent on computer-based work

McKesson complies with all applicable U.S. immigration laws and regulations. The Company does not provide employer support or sponsorship for any immigration related employment benefit for this role.

Applicants must be currently authorized to work in the United States on a fulltime basis without the need for employer support or sponsorship now or in the future. This includes having the legal right to work in the United States without the need for McKesson support or sponsorship for any immigration related employment authorization (e.g., H1B, O1, E3, H1B1, TN, F1 OPT, F1 STEM OPT, F1 CPT, etc.) now or in the future.

If you will require McKesson to provide immigration support or sponsorship now or in the future, you should not apply 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:

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!