Tomorrow’s health is… The dedication to accomplish more.

McKesson is seeking a Sales Enablement & Training Director.Reporting to the Vice President, Sales Enablement & Optimization, the Director, Sales Training & Enablement leads a team that develops and facilitates all sales training and employee onboarding for multiple sales organizations within McKesson. This role involves working with various segments and sales leaders to understand their priorities and objectives, and integrating these into a comprehensive sales training curriculum, followed by creating an execution plan.

This role needs a contemporary understanding of the issues each segment faces and embracing the sales experience to provide the best recommendations. This role provides strategic leadership in learning and development, focusing on instructional design, learning management systems, and facilitation methods to enhance sales training delivery. It also explores external options to support these objectives. Sales training includes new hires, experienced reps, and sales leaders. 

This leader will also be responsible for embedding a data-driven mindset across the sales organization, ensuring Salesforce (SFDC) is adopted as the single source of truth for pipeline management, forecasting, and performance tracking. The Director will champion the use of sales metrics and analytics to drive behavior, improve funnel health, and ensure rigorous top-of-funnel prospecting discipline.

Key Responsibilities 

• Collaborates closely with each segment’s senior sales leaders to understand their priorities and objectives as well as competency and skill gaps for their sales teams.Uses that insight to develop a holistic training plan that is agreed to by each segment that is executed with the involvement of cross-functional SMEs, including marketing to create successful sales enablement.

• Leads the execution of training plans through effective communication to all stakeholders including but not limited to a master training calendar that is set in conjunction with each segment’s calendar priorities and is aligned with proper learning and development best practices.

• Leads strategic discussions around skill development for sales across all levels; new hires, tenured reps, and sales leaders to align around a set of priorities. Content to support priorities utilizes internal and external sources and is tailored to the unique business model for each segment and integrated within an effective learning management system.

• Works with corporate LMS team or external vendors to ensure training is easily accessible and trackable with robust reporting to key stakeholders based on agreed to KPIs and metrics that track and measure effectiveness via a published scorecard.

• Develops comprehensive new hire onboarding programs that are unique to each segment (and sub-segment where applicable). The program is developed based on collaborative discussions with segment leaders with clear milestones that are aligned with time-to-proficiency objectives. The program tracks and reports feedback for corrective action for the new hire as well as optimization of the program itself.

• Creates a framework from which skill development for sales reps and sales leaders is developed in conjunction with segment priorities and is offered on a regular basis throughout the year.Skill development includes the necessary selling and soft skills for sales personnel as well as coaching for sales leaders.

• Ability to effectively build, develop and lead a team of learning and development professionals by setting clear goals and objectives, providing coaching and delivering feedback, and creating a trust-based inclusive work environment.

• Drives adoption and standardization of Salesforce (SFDC) as the central platform for managing the sales funnel, ensuring data integrity, visibility, and accountability across all sales teams.

• Implements a rigorous, metrics-driven approach to sales enablement, including regular funnel reviews, top-of-funnel prospecting analysis, and performance diagnostics to identify gaps and opportunities.

• Partners with sales leaders to define, track, and report on key sales metrics and KPIs that inform training priorities and sales effectiveness strategies.

Minimum Requirement

Degree or equivalent experience. Typically requires 12+ years of professional experience and 4+ years of management experience.

Critical Skills

• 12+ years of learning & development with a minimum of 5 years of direct selling or training sales experience.

• 5+ years of managing training, instructional design, and learning technology resources.

• 4+ years of direct people management and building a highly engaged and fun work culture.

• Proven experience building, executing, and measuring the success of sales training programs.

• Operationally focused with minimum 5 years working cross-functionally to document end-to-end sale process and maniacally focused on continuous improvement that enables the sales teams to sell more and faster.

• Proven track record of implementing Salesforce (SFDC) as a core sales enablement tool and driving adoption across large sales teams.

• Demonstrated ability to bring scientific rigor to the sales process through data analysis, funnel metrics, and structured performance reviews.

• Experience leading top-of-funnel strategy and ensuring consistent prospecting discipline across sales teams.

Additional Skills

• Strong communication skills with the ability to create alignment with a diverse set of managers.

• Prior industry experience with healthcare, drug distribution, or other related industries is a plus.

• Demonstrated ability to synthesize complex facts and insights into concrete actionable recommendations.

• In-depth knowledge of best practices for learning & development technologies, methodologies and tracking metrics, as well as experience implementing those within a sales organization.

• Ability to track and prioritize multiple concurrent deliverables in a cross-functional team environment.

• Demonstrated leadership as a team leader managing multiple functions and diverse backgrounds.

• Strong project and process management skills.

• Experience navigating matrixed organizations.