Sales Enablement Lead

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.

The Sales Enablement Lead is responsible for driving measurable improvements in sales performance by equipping sales teams and front-line managers with the tools, coaching frameworks, content, and learning experiences needed to succeed. This role partners closely with sales leadership to accelerate seller productivity, improve sales execution, increase adoption of sales methodologies, and drive consistent performance across the organization.

Success in this role is measured by business outcomes, including reduced ramp time, improved coaching effectiveness, increased adoption of sales tools and processes, enhanced pipeline quality, and stronger sales results.

• Design and execute sales enablement programs that support sellers before, during, and after key learning initiatives.
• Partner with sales leaders to align enablement strategies with business priorities, product launches, pipeline objectives, and revenue growth goals.
• Equip front-line sales managers with coaching tools, playbooks, observation frameworks, and reinforcement plans to improve seller performance.
• Develop and manage sales enablement programs focused on sales execution, buyer engagement, messaging, competitive differentiation, and deal progression.
• Collaborate with instructional design and business stakeholders to create and maintain sales playbooks, talk tracks, case studies, competitive insights, and other enablement resources.
• Drive adoption and effective utilization of sales technologies, including CRM, LMS, content management systems, conversation intelligence platforms, and sales analytics tools.
• Analyze sales performance data, enablement metrics, and adoption trends to identify opportunities for continuous improvement.
• Establish success measures and connect enablement programs to key business outcomes, including ramp time, quota attainment, win rates, and coaching effectiveness.
• Facilitate workshops, training sessions, and manager enablement programs that reinforce critical selling behaviors.
• Gather feedback from sales leaders and sellers to continuously improve content, learning experiences, and enablement strategies.

• Degree or equivalent experience and typically requires 4+ years of relevant experience.
• Experience in sales enablement, sales training, sales operations, revenue enablement, sales effectiveness, or related commercial roles.
• Experience in business-to-business (B2B) sales.
• Experience developing and facilitating training programs, workshops, or enablement initiatives.
• Experience partnering with sales managers and sales leaders to improve performance.
• Experience creating sales playbooks, learning content, coaching frameworks, or performance support tools.
• Demonstrated ability to analyze performance data and translate insights into actionable recommendations.

• Healthcare distribution sales experience.
• Experience supporting field sales, account management, or commercial teams.
• Knowledge of sales methodologies such as Challenger, MEDDICC, Miller Heiman, Sandler, or similar frameworks.
• Experience with CRM platforms (Salesforce preferred).
• Experience with learning management systems, conversation intelligence platforms, and sales enablement technologies.
• Knowledge of change management, adult learning principles, and performance consulting methodologies.
• Strong presentation, facilitation, coaching, and stakeholder management skills.
• Experience measuring enablement effectiveness through business impact metrics.

• Travel approximately 20-25% within the United States.