Area Sales Manager, InterQual (West/Mid-West)
, Ohio
January 10, 2017

McKesson is in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. McKesson Health Solutions delivers industry-leading clinical evidence and expert technology to help payers and providers collaborate for better healthcare outcomes at lower costs. Our solutions reduce unnecessary healthcare utilization while improving outcomes; operationalize complex volume- and value-based payment models; and optimize billing communication between providers, patients and payers. Our solutions are in more than four out of five payers in the country; more than 3,900 hospitals and facilities use our InterQual® evidence-based decision support criteria; and our RelayHealth® financial solutions are used to automate 1.9 billion financial transactions each year.

We understand the importance of a system that works together. Your expertise, drive and passion can help us carry out our mission to improve lives and advance healthcare.

Join our team of leaders to begin a rewarding career.

Current Need


The Area Sales Manager (ASM) reports to the VP for the region and has direct responsibilities for the assigned InterQual Hospital sales team for the region assigned.  The ASM will work in conjunction with the VP to manage the region and drive towards the bookings quota assignment.  The ASM will be responsible for coordinating and managing sales executives whose responsibilities are focused on selling to our buyers; VP Care Management, VP Revenue Cycle, CFO, and/or CIO.  The ASM will strategize and create region/territory business plans, provide strategic input into our future direction and have exposure to executives within MHS.  The ASM will be responsible for mentoring and coaching sales executives in the most effective deployment of sales strategies to drive market penetration and meet financial targets. 

Position Description

Key Responsibilities (Include % of time spent on each responsibility)


Minimum Requirements

8+ years of sales and/or sales support and /or sales operation experience or relevant experience


Critical Skills


  • Knowledge of financial and operational strategies for hospitals, physicians and specialty providers
  • Understand the essential elements of sales territory management to closely align activities toward the sales team.
  • Strong self-management, conflict management & customer service skills.
  • Ability to manage multiple, diverse projects and sales events simultaneously.
  • Knowledge of current information systems technology and of healthcare industry and trends.
  • Strategic selling and presentation skills.
  • Experience within or in support of healthcare patient financial and revenue cycle operations in acute, ambulatory and/or ancillary environments.
  • Ability to rapidly adapt to emerging industry, business and product change.

Additional Knowledge & Skills

  • Experience presenting to diverse customer audiences, including C-suite and other hospital executives including Director of Patient Services, VP of Revenue Cycle and CFO and business office/registration Managers, Leads and Staff
  • Strong technical PC skills in managing demonstration environments, connecting to wireless, wired and mobile internet sources, connectivity to projectors and other peripheral devices.
  • Demonstrated understanding of hospital revenue cycle concepts
  • Strong oral and written communication skills.
  • Strong skills with Microsoft Office Suite, specifically PowerPoint, Word and Excel
  • expertise and experience


4-year degree in business or related field or equivalent experience

Physical Requirements
Extensive Travel - 60-80%.  General Office Demands

Benefits & Company Statement
McKesson believes superior performance – individual and team – that helps us drive innovations and solutions to promote better health should be recognized and rewarded. We provide a competitive compensation program to attract, retain and motivate a high-performance workforce, and it’s flexible enough to meet the different needs of our diverse employee population.

We are in the business of better health and we touch the lives of patients in virtually every aspect of healthcare. We partner with payers, hospitals, physician offices, pharmacies, pharmaceutical companies and others across the spectrum of care to build healthier organizations that deliver better care to patients in every setting.

But we can’t do it without you. Every single McKesson employee contributes to our mission—whatever your title, whatever your role, you act as a catalyst in a chain of events that helps millions of people all over the globe. Talented, compassionate people are the future of our company—and of healthcare. At McKesson, you’ll collaborate on the products and solutions that help us carry out our mission to improve lives and advance healthcare. Working here is your opportunity to shape an industry that’s vital to us all.

McKesson is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities.

Qualified applicants will not be disqualified from consideration for employment based upon criminal history.

Agency Statement
No agencies please.

A little about us:
You’re mission driven and so are we. Your military experience aligns to open jobs at McKesson, and we need you to help deliver our mission of helping millions of people get more from their healthcare.

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