Senior Sales Performance Coach

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 a Senior Sales Performance Coach to support our Provider Business Development team by improving seller effectiveness across the full sales cycle. This role is highly focused on hands-on coaching, sales process improvement, and using conversation intelligence tools such as Gong and/or Kaia to identify coaching opportunities, improve selling behaviors, and drive measurable performance improvement.

The ideal candidate brings strong sales coaching capability, experience using call intelligence technology in a practical coaching environment, and credibility with experienced business development sellers.

Sales Coaching & Performance Improvement

• Provide direct coaching to Provider BD reps focused on discovery, objection handling, deal progression, negotiation, and closing behaviors

• Review calls and selling activity to identify coaching opportunities and improve rep effectiveness

• Deliver practical, behavior-based coaching that strengthens execution across the sales cycle

• Partner with sales leaders to reinforce coaching priorities and improve sales consistency across the team

Conversation Intelligence & Sales Process Optimization

• Use Gong and/or Kaia to evaluate sales calls, identify skill gaps, and uncover opportunities to improve sales execution

• Translate call insights into actionable coaching that improves seller behavior and selling process

• Track improvement over time and assess the impact of coaching interventions

• Identify recurring themes across calls and recommend process, messaging, or coaching adjustments

Late-Stage Sales Coaching

• Coach reps beyond top-of-funnel activity, with emphasis on later-stage selling and deal advancement

• Support sellers in improving how they navigate objections, decision-makers, deal momentum, and close strategy

• Help strengthen rep confidence and execution in complex sales conversations

Cross-Functional Partnership

• Partner with Business Development leadership to align coaching efforts with team priorities and performance gaps

• Collaborate with enablement and leadership partners as needed to support seller development and sales effectiveness

• Provide feedback on trends, challenges, and opportunities observed through call reviews and rep coaching

Success Metrics / KPIs

• Improvement in seller performance across the sales cycle

• Increased effectiveness in discovery, objection handling, and deal progression

• Improved stage conversion and win rate trends

• Demonstrated behavior change tied to coaching interventions

• Effective use of Gong and/or Kaia insights to improve rep execution

Minimum Requirement

Degree or equivalent and typically requires 4+ years of relevant experience.

Critical Skills

• Experience coaching sales professionals in a performance-focused environment

• Hands-on experience using Gong and/or Kaia to coach reps, improve selling process, and track measurable improvement

• Ability to coach sales conversations across the full sales cycle, including later-stage selling

• Strong communication skills with the ability to provide direct, constructive feedback

• Comfortable working in a fast-paced, high-performance sales environment

Preferred Experience

• Prior experience as a quota-carrying, full-cycle sales representative

• Background in sales coaching, sales performance, sales effectiveness, or revenue enablement

• Experience supporting business development or provider-facing sales teams

• Ability to establish credibility with experienced sellers and sales leaders

This role offers location flexibility and is open to candidates across the United States.

Candidates based in the Dallas–Fort Worth (DFW) area will be hired in a hybrid