Government Inside Sales Rep, Hybrid

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.

Are you passionate about making a difference in healthcare and thrive in a fast-paced, goal-driven environment? Join McKesson as a Government Inside Sales Representative and help us deliver critical medical products and solutions to state and local government healthcare facilities. In this role, you’ll be at the forefront of driving new business and expanding existing relationships—contributing directly to our mission of improving care in communities across the country.

Hybrid Role: This is a hybrid role based in Richmond, VA.

Training: Inside Sales Training takes place on-site Monday through Friday for the first 2 to 3 weeks to ensure you’re fully equipped for success. After training is complete, team members transition to a remote work setup, with one day per week in the office to foster collaboration and engagement. Additional in-office days may be required for special meetings, vendor visits, lunch & learns, and other team activities.

Key Responsibilities:

New Business Development

• Proactively sell medical-surgical products (e.g., incontinence supplies, gloves, med cups) via phone, email, and digital channels.

• Generate leads through cold calling, reactivation of inactive accounts, and win-back strategies.

• Prepare quotes, negotiate sales transactions, and close deals with government agencies.

Account Expansion & Retention

• Identify growth opportunities within existing accounts and expand product penetration.

• Provide clinical product support, business tool education, and sales history analysis to drive customer success.

Customer Engagement & Product Expertise

• Build strong relationships through consultative selling and a solutions-based approach.

• Stay current on industry trends, vendor offerings, and McKesson’s value-added programs.

• Leverage tools like Orbits, Scan Manager, and EDI to enhance customer connectivity and experience.

Collaboration & Execution

• Work cross-functionally with internal teams to ensure customer satisfaction and contract compliance.

• Maintain detailed records in Salesforce and contribute to team goals through consistent performance.

Minimum Requirements:

• 2+ years of relevant sales or customer-facing experience.

Critical Skills:

• Strong communication, negotiation, and relationship-building skills.

• Experience influencing decision over the phone in an office setting

• Ability to manage time effectively in a deadline-driven environment.

• Proficiency in Microsoft Office, especially Excel; data analysis experience preferred.

• Comfortable working independently and navigating change with resilience and a positive attitude.

Preferred Qualifications:

• Experience with Salesforce or other CRM platforms.

• Background in government procurement, healthcare, or distribution.

• Sales or project management experience.

• Bachelor’s degree or equivalent experience preferred.

Work Environment & Physical Requirements

• Hybrid schedule: On-site Monday–Friday during initial training (2–3 weeks), then one day per week in-office.

• Additional in-office days may be required for team events or meetings.

• Significant time spent on the phone and performing computer-based work.

Travel Requirements

• Up to 5% travel may be required for training or customer engagement.

Why McKesson?

We take pride in our culture of connection and believe in a workplace where everyone can be their full, authentic self. We welcome and encourage veterans, individuals with disabilities, and people from all backgrounds to join our growing team. Your unique perspective and experience are valuable assets that can translate into a rewarding career path with us.

Apply today and help shape the future of healthcare!

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 is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

Join us at McKesson!