Manager, Sales Enablement (Enterprise)

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.

McKesson Medical-Surgical (MMS) is seeking a dynamic and experienced Manager of Sales Enablement in the Richmond, VA area to lead our efforts within the enterprise segment and equipping our sales team with the tools and resources they need to be successful. The ideal candidate will have a strong background in sales enablement, training, and sales operations, with a proven track record of driving sales performance through effective enablement strategies.  This role will report directly to the Director, Sales Enablement and will collaborate closely with Sales, Marketing, and support teams across MMS. 

This role will be responsible for developing and executing strategies that enhance the effectiveness of the sales team in the Enterprise sector.

Primary responsibilities include: 

• Strategy development to create and implement a strategic sales enablement plan that aligns with overall business goals and objectives.

• Content Management- oversees the creation, organization, and distribution of sales content, including presentations, case studies, product information, legal and regulatory messaging, etc. within the Enterprise segment.

• Collaborating closely with enterprise sales, marketing, and product teams to ensure alignment and consistency in messaging and go-to-market strategies.

• Monitors and analyzes engagement metrics within Highspot to provide actionable insights to drive process improvements and optimize sales outcomes.  

• Supports the sales team in achieving their revenue goals by ensuring they have the right resources, training, and tools at their disposal.  

• Establish performance metrics and track key performance indicators (KPIs) to measure the effectiveness of sales enablement initiatives and make data-driven recommendations for improvement.

• Facilitate communication and information sharing across teams to drive cohesive marketing efforts. 

• Staying abreast of enterprise care industry trends and market dynamics. 

Focus & Responsibilities  

1. Strategic Planning and Execution: 

• Align enablement efforts with broader sales, marketing, and product strategies laddering up to the overall business goals and revenue objectives.

• Ensure sales teams are equipped with tools, processes, and resources to improve performance.

2. Content & Resource Management:

• Create and maintain sales collateral, playbooks, scripts, and other enablement resources.

• Manage content platforms and ensure the availability of up-to-date sales materials.

• Cross-functional collaboration to ensure alignment across teams, messaging and sales strategies. 

• Collaborates with marketing to ensure that sales collateral is aligned with current branding, messaging, and product positioning.  

• Monitors enterprise sales team engagement with enablement materials and metrics related to sales collateral and makes recommendations for how to increase usage.

4. Cross-functional Collaboration

• Partner with marketing, MBPs, PSSP and operations to ensure consistent messaging and alignment across functions.

• Work with customer success teams to improve engagement and retention strategies for enterprise care customers.

• Serve as a liaison between sales teams and marketing functions, ensuring the sales team’s voice and customer needs are clearly communicated and integrated into marketing strategies, campaigns, and content development.

• Lead cross-functional enablement efforts and foster a culture of continuous learning.

5. Market Knowledge and Thought Leadership 

• Stay informed of the latest trends, regulations, and challenges in the enterprise market.

• Share insights and best practices with the sales team to improve customer interactions and market positioning.

• Stay updated on emerging technologies, and sales methodologies to continuously evolve enablement strategies and maintain relevance in a dynamic market.

Minimum Requirements

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

Critical Skills 

• 3+ years in sales enablement, sales operations, or a related field, with a proven track record of driving sales performance.  

• Previous experience managing stakeholders and collaborating with and supporting Sales organizations. 

• Demonstrated success in collaborating with cross-functional teams (sales, marketing, product) to align initiatives and support sales growth.

• Exceptional written and oral communications with a demonstrated ability to develop clear, concise, and compelling messaging. 

• Excels in dynamic environments with competing priorities.

• Strong project management skills with exceptional attention to detail 

Education 

• Bachelor’s degree in Business, Marketing, or similar relevant degree, required 

• Minimum of 4 years of B2B and/or B2C Marketing or communication experience 

Travel 

• Must be located within a 100-mile range of Richmond-based MMS office 

• Minimal travel for professional development / business meetings (~5%) 

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

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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