La santé de demain commence par… L’engagement à en faire plus.

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 Provider Business Sales Coach is a pivotal role focused on enhancing the performance and effectiveness of sales teams within the Specialty Healthcare Sector. This position demands a highly experienced professional certified in multiple sales methodologies, responsible for coaching and supporting retention and net new sales growth. The Sales Coach will design and deliver advanced selling skills coaching and course facilitation, leveraging their deep industry knowledge and sales expertise to drive sales excellence and achieve strategic business goals. As a member of the growing Revenue Operations team, you’ll be a trusted partner to our sales team, coaching them and equipping them with the resources, skills, and strategies they need to achieve their goals. Reporting to the Vice President of Revenue Operations, this role requires a blend of sales experience, sales enablement expertise, and facilitation skills to deliver measurable results.

Key Responsibilities

Sales Coaching and Training:

• Design and implement advanced selling skills courses tailored to the needs of net new business sales teams within the healthcare industry.

• Conduct one-on-one and group coaching sessions, focusing on developing strategic selling skills, relationship building, and advanced sales techniques.

• Utilize a variety of coaching methodologies (e.g., SPIN Selling, Challenger Sales, Miller Heiman, etc.) to address diverse learning styles and sales scenarios.

Performance Optimization:

• Assess individual and team performance through observation, role-playing, and review of sales and Learning Management System (LMS) metrics to identify strengths and areas for improvement, in partnership with sales enablement.

• Provide actionable feedback and strategic guidance to enhance sales skills, productivity, and overall performance.

Program Development and Delivery:

• Create and deliver selling skills seminars, workshops, and other educational experiences

• Integrate real-world case studies and interactive elements into training sessions to enhance learning and application.

• Stay updated on industry trends, emerging sales techniques, and competitive insights to ensure training content is relevant and impactful.

Collaboration and Integration:

• Partner with sales enablement and sales leadership to align training with business objectives and sales strategies.

• Collaborate with sales enablement to analyze performance data and identify trends, gaps, and opportunities for coaching intervention.

Advanced Methodologies and Tools:

• In partnership with Sales Enablement, leverage advanced tools and CRM systems to track progress, measure impact, and adjust coaching strategies.

• Where relevant, incorporate AI-powered analytics and predictive modeling to refine coaching techniques and enhance sales outcomes.

• Utilize multimedia and interactive technologies to create immersive coaching experiences.

Continuous Improvement and Innovation:

• Foster a culture of continuous learning and improvement within the sales team, encouraging the adoption of best practices and innovative approaches.

• Regularly update coaching methodologies and materials to reflect the latest industry developments and sales strategies.

• Actively participate in professional development opportunities to maintain certifications and expand expertise in sales coaching.

Minimum Requirement

Degree or equivalent and typically requires 7+ years of relevant experience.

Education

Bachelor’s degree in Business, Marketing, Communications, or a related field; advanced degree preferred.

Critical Skills

• 7+ years of experience in sales coaching or sales management within the healthcare industry.

• Certifications in more than one sales methodology supporting net new business selling (e.g., SPIN Selling, Challenger Sales, Miller Heiman, Sandler Training) are required.

• Proven track record of successfully coaching and developing high-performing net new business sales teams.

• Understanding of the healthcare industry, including market dynamics, regulatory environment, and competitive landscape.

• Proficiency as a user in sales enablement tools and CRM systems (e.g., Salesforce, Highspot, HubSpot, Seismic).

• Exceptional communication, presentation, and interpersonal skills, with the ability to inspire and motivate sales professionals.

Preferred Skills

• Advanced degree in a relevant field (e.g., MBA).

• Experience with AI-powered sales tools and analytics.

• Experience with Highspot and Salesforce

• Proven ability to develop and deliver immersive, multimedia coaching experiences.

Key Competencies

• Sales coaching and development

• Strong needs analysis capability

• Adaptability to learner needs

• Excellent collaboration skills with support teams to measure progress and drive results

• Virtual and in-person coaching excellence

• Drive for continuous self-development of skills

Travel: Up to 50%

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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