McKesson Corporation is a global leader in healthcare supply chain management solutions, retail pharmacy, community oncology and specialty care, and healthcare information solutions. McKesson partners with pharmaceutical manufacturers, providers, pharmacies, governments and other organizations in healthcare to help provide the right medicines, medical products and healthcare services to the right patients at the right time, safely and cost-effectively. United by our ICARE shared principles, our employees work every day to innovate and deliver opportunities that make our customers and partners more successful - all for the better health of patients. McKesson has been named a " Most Admired Company " in the healthcare wholesaler category by FORTUNE, a " Best Place to Work " by the Human Rights Campaign Foundation, and a top military-friendly company by Military Friendly. For more information, visit www.mckesson.com .
Reporting to the Vice President, Sales & Sales Enablement, the Vice President, Strategic Commercial Execution will direct the support investments in sales force effectiveness and will manage function essential to sales force productivity. These include planning, reporting, quota setting and management, sales process optimization and sales Program Implementation. All in support of all sales across the newly created CMM business segment. To do that, this organization smooths out processes, makes better use of numbers and research, provides the sales teams what they need to approach and close deals.
Designs, implements, and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization. Ensures planning, forecasting, and budgeting efforts are appropriately integrated with other planning processes such as strategy finance.
Responsible for equitably assigning sales force quotas and ensuring financial objectives are optimally allocated to all sales channels and resources through the quota program. * Accountable for the timely assignment of all sales organization objectives.
Partners with senior sales leadership to identify opportunities for sales process improvement. Facilitates successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales process is in place for launch.
Fosters an organization of continuous process improvement. * Prioritizes investments in enabling technologies in support of sales organization productivity. Works closely with the Senior VP Sales and Chief Technology Officer to understand the sales technology strategy. Recommends changes and enhancements to the company Customer Relationship Management technology platform
Ensures sales reports and other internal intelligence is provided to the sales organization. Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives. *
Working with Human Resources and senior sales leadership, designs sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives. * Accountable for the on-time implementation of sales organization quotas and performance objectives.
Proactively builds strong and diverse leadership teams through external hiring and internal moves. Holds self and others accountable for developing high performing teams and building a strong leadership bench; upgrades talent with each hiring decision and manages underperformance quickly. Develops highly competitive and motivating sales incentive plans designed to attract the best talent and deliver above market results.
Clearly communicates and keeps team focused on highest priority goals and objectives. Sets clear and challenging goals for self and team; holds self and others accountable for delivering on expectations; acts with a sense of urgency. Anticipates challenges; establishes contingency plans to address issues before they impact performance
Role models positivity and resilience throughout the change journey; maintains awareness of others to continually move the team forward
Cultivate enterprise relationships that drive best practice sharing and resource optimization; participate in and encourages team to join enterprise activities. Proactively shares information, best practices, networks, and resources across the enterprise.
Adopts an owner's mentality, treats the company's assets as if their own and orients the team and resources to solving customer problems
Holds self-accountable for building a high-performance team; demonstrates discipline and data-based decision making when identifying high potential talent; retains top talent and upgrades talent with each hiring decision. Takes quick and decisive action to manage underperformance.
15+ years commercial experience in Sales Management in a business-to-business sales environment.
Experience successfully managing analytically rigorous and transformative sales initiatives.
Experience creating and leveraging sales processes, sales automation, and CRM systems, e.g. salesforce.com
Direct experience creating and deploying biopharmaceutical commercialization strategies
Strong contract and negotiations experience required
This is not about building or leading a current sale team
Ideally located at one of our CMM Business hub locations:
McKesson is an Equal Opportunity/Affirmative Action employer.
All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.Qualified applicants will not be disqualified from consideration for employment based upon criminal history.
McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to McKessonTalentAcquisition@mckesson.com . Resumes or CVs submitted to this email box will not be accepted.
Current employees must apply through the internal career site.
Join us at McKesson!
Internal Number: JR0044327
About McKesson Corporation
We deliver careers with purpose and potential. Our focus on better health starts with creating an inclusive environment with strong values where you can build a fulfilling career. You can count on us to provide you with resources and opportunities to grow and be your best, while contributing to our pursuit of improving lives. Every day, McKesson’s employees deliver products to healthcare providers that make a difference in the care and life of a patient. We work to distribute medical supplies, bandages, syringes, vials of flu vaccine, and pharmaceutical drugs to help real patients like Jack, an eight-year-old boy battling cancer. We take that job seriously. Together, the work we do is shaping the future of healthcare. If you are passionate about combining a meaningful career with a balanced life, join us on this journey and apply for a job with McKesson today. Every day, McKesson’s employees deliver products to healthcare providers that make a difference in the care and life of a patient.