Sr. Sales Excellence Manager

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.

This position is tasked with optimizing account planning and sales engagement to drive bookings and revenue growth. It involves aiding in the development of segmentation and personas, and strategically applying these insights to the product mix both within accounts and across various territories. Responsibilities include planning the account product mix to meet annual sales goals, generating sales reports, and overseeing KPIs and pricing strategies. The role also entails working with cross-functional teams and leadership on product planning to leverage market insights, such as standardized pricing, market demand, and optimizing the product mix to maximize revenue and bookings. Furthermore, it supports the strategy and planning for territory management and incentive compensation. Collaboration with the sales team and leadership on go-to-market portfolio offerings and launch strategies is also a key component. 

Key Responsibilities

• Account Strategy: Develop segmentation and personas to strategically enhance the product mix across accounts and territories.

• Sales Enablement: Equip sales teams with customer-focused strategies and tools to boost engagement and target the right customers.

• Pricing Innovation: Lead the charge in creating groundbreaking pricing strategies for key customers and implement these in Salesforce.

• Market & Product Strategy: Collaborate with marketing and strategy teams to define the best routes to market and tailor product solutions.

• Territory Management: Ensure alignment in sales territories and assist in quota planning.

• Incentive Coordination: Work with the IC team to execute incentive plans, SPIFFs, and reporting.

• Data-Driven Insights: Provide crucial data and insights to influence strategic decisions and guide leaders.

• Forecasting & Planning: Offer monthly sales forecasts and assist finance with both short and long-term planning.

• Sales Reporting: Deliver comprehensive presentations that give leadership a clear view of financial outcomes using tools like PowerBI.

• Pipeline Analysis: Aggregate and analyze data to uncover trends, risks, and opportunities, and prepare for quarterly reviews.

• Cross-Functional Collaboration: Build strong relationships with internal teams to enhance sales efficiency and keep leaders informed on potential risks and solutions.

Minimum Requirement

Degree or equivalent and typically requires 7+ years of relevant experience.

Education

Bachelor’s/Master’s Degree or equivalent experience.  

Critical Skills

• Proven ability to communicate effectively both verbally and in writing with strong attention to detail

• Strong analytical, problem-solving, and organizational skills, with a demonstrated focus on driving sales and account growth

• Comfortable navigating a fast-paced, constantly evolving environment with the flexibility to adapt to changing priorities

• Proficient in data analytics and reporting tools such as Salesforce and Power BI (or similar platforms)

• Self-starter who works well independently and collaboratively in cross-functional team environments

• Excellent time management skills with the ability to prioritize and manage multiple projects simultaneously

• Brings a digital-first mindset and a continuous drive for innovation and process improvement

Additional Skills  

Prior healthcare or oncology experience is a plus.