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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.
The primary role of the Senior Director, Sales Operations and Effectiveness, is to provide strategic oversight of operations and effectiveness efforts to support the CoverMyMeds Commercial teams. As a member of the Strategic Commercial Enablement team, this Senior Director will lead a team focused on the business’ sales compensation and administration plans, sales support and pipeline management, executive and financial reporting and commercial contract operations. The Senior Director and their team will work with each commercial sales leader and their respective teams to oversee the sales and renewal pipeline, support key financial forecast inputs, drive quarterly business reviews, help streamline processes or bottlenecks, and act as the internal control tower between sales and various functions enabling sales to focus on selling.
This role will partner extensively with stakeholders across the business including Sales, Account Management, Product, Operations, Analytics, Pricing, Technology, Legal and Finance to drive innovation and process improvement to support our commercial efforts. Commercial Operations is considered the “control tower” for our client-facing teams and this role will be a key contributor in the strategic direction and execution of critical activities.
To be successful in this role you must be results oriented with a drive for execution yet possess the ability to effectively manage and delegate to a team so that you may focus on higher level initiatives and strategy to support sales and account management.
Key Responsibilities:
Leadership:
- Lead a team focused on supporting our sales and account management organization spanning multiple sales teams. This work will include general sales support as well as contract processes for the commercial organization.
- Develop team members through collaborative and on-going feedback, coaching and stretch assignments creating bench strength within the team.
Cross-Functional Collaboration:
- This team is a central pillar in our Commercial Operations function and will often be directing multiple projects and activities cross-functionally. You must be able to work in partnership across a matrixed environment and be able to influence others via communication and approach.
- Act as a liaison to various teams to ensure sales and account management are supported. This includes Product, Operations, Salesforce, Training, Finance, Compensation and Marketing.
- Work directly with leaders and other stakeholders to develop and execute against our long-term strategic plans.
- Operate cross-functionally across multiple business units and develop a robust process for sharing information across those verticals. Resolution and escalation to senior leaders as needed on business and project risks and issues.
Business Analytics:
- In this role, you will lead a team to support all sales/account management teams. You and members of the team will act as a “right hand” to Commercial and sales/account management leadership providing presentations, reporting, and sales support amongst other things as agreed upon with each respective sales leader you support.
- You and your team will consolidate information across the teams and report up to leadership enabling a picture of the health of the business. The team will bring a consolidated viewpoint for sales pipeline and insights into where deals are in the life cycle providing a business lens.
- A view towards continuous improvement and automation is key.
- This role is a key player in our annual budgeting and LRP process providing sales team insights and aggregating the data across our teams to provide one roll up. You will work closely with finance, analytics and product.
- The support team you manage will work hand-in-hand with sales/account management and analytics on our sales/renewal pipelines including continual updates and maintenance as well as structured reporting aimed at providing visibility and direction to leadership.
- Ensures that reports and other internal intelligence are provided to the organization in an efficient and effective manner to drive actionable plans for improvement in business plans. This may include examining and implementing automation, dashboards and other tools.
- Work with sales leadership to develop and implement sales/account manage scorecards. This includes KPI creation, reporting and implementation.
Sales Compensation:
- Manage the variable compensation/sales incentive plan (SIP) process in partnership with our Compensation COE. Your role is the business leader and liaison to the COE providing oversight on approximately 10 different plans. Your team will support the SIP process by reviewing pay statements for accuracy, triaging sales questions and providing insights and guidance on plan design ensuring that our plans are designed to achieve business objectives.
- You and your team will work with Sales leadership and finance to oversee the equitable assignment of sales team quotas and ensuring the company financial goals are optimally allocated to the sales channels through the team and individual sales plans. This includes consistent management of the territories and assignments.
- Oversee the monthly reporting and triage any questions or issues that arise. Work to consistently improve the plans each year working with the COE and ensuring on-time deployment of the plans.
Process Improvement and Project-based Initiatives:
- The Senior Director and team will represent sales/account management and leadership through work with IT and commercial operations leadership to implement new technology that enables the sales and account management teams to work more effectively. This may include working on the creation of business cases, ROI analysis and financial modeling.
- Oversee your team’s work with sales leadership on devising sales strategies aimed at improving sales productivity focused on sales process standardization, digital tool adoption, sales reporting (pipeline, performance)
Contracting Optimization:
- In this role, you will manage a Contracts Optimization team who acts as a liaison between legal, sales/account management and our clients. This team will ensure that contracts move through our processes smoothly and that all key stakeholders are aware of the progress and status of these contracts. This includes assisting in our deal management process for in-contract services.
- Your team will serve in an administrative capacity for our contract lifecycle management (CLM) tool and will prioritize and implement enhancements and new requirements as needed. This also includes making timely updates to workflow based on any personnel or requirement changes.
- Proactively identifies opportunities for sales/renewal process improvement and optimization. Works closely with sales/account management and legal to inspect sales/renewal process quality and prioritize opportunities for improvement. Assists management in understanding process bottlenecks and works to improve processes.
- Provide reporting to Commercial and business on status of contracts.
Qualifications:
- 10+ years’ experience with sales operations, commercial operations, with project management, business analysis and execution components or equivalent is required. Experience in the healthcare industry is preferred.
- Must be proactive yet comfortable working with ambiguous specifications and capable of thinking outside the box to come up with innovative solutions to complex problems.
- Experience in leading various initiatives across a heavily matrixed organization. Must be able to influence others in order to advocate and complete projects and initiatives.
- Effectively lead and motivate people creating a high-performing team focused on execution and results
- Strong presentation and storytelling skills with an expertise in translating what is happening in the business to management in a clear and concise manner
- Excellent written and verbal communication skills. Ability to communicate clearly and in a concise manner enabling you to distill information to a digestible format for others.
- Strong organizational skills with an attention to detail and the ability to manage multiple priorities at once
- Willingness to learn and grow with the role and organization.
- Travel 25%
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 Base Pay Range for this position
$149,800 - $249,600
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.
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