Director, Sales Strategy & Effectiveness

  • McKesson
  • Remote
  • Oct 03, 2020
Full time Healthcare

Job Description

Be part of the team that’s poised to transform the fight against cancer. Backed by the strength of a Fortune 8 company, our entrepreneurial organization develops technologies used by the oncology community to deliver evidence-based, personalized care, as well as insights used by Life Sciences companies to accelerate drug development and support the entire treatment journey. Our work powers informed decision-making at every pivotal moment in oncology – from the treatment options presented to patients, to the operational considerations for oncology practices, to the design of clinical trials, to the commercial launch plans for new therapies.

Position Description

We are looking for a strategic, self-motivated individual who is comfortable with ambiguity, can deliver results, and most importantly, is passionate about advancing oncology and improving patient outcomes. The Director, Sales Strategy & Effectiveness, Life Sciences will bring the vision of McKesson Data, Evidence & Insights (DEI) to the forefront of our customers by creating strategies and tactics to support the success of customer-facing teams. The successful candidate can seamlessly oscillate between details and the big picture and has a strong ability to create simple yet effective processes and solutions, all while motivating and enabling a high-performing team. Ultimately, the successful candidate understands our customers’ needs and how to close deals; and does anything and everything necessary to help our team sell better.

Key Responsibilities

Sales Force Strategy & Effectiveness:

  • Partner with Sales Operations to develop DEI sales play book, sales onboarding, training and continuous learning program (s)
  • Defines key competencies required for the sales team to develop strategic relationships and apply a consultative selling approach; develops training, tools and resources for the sales team to learn those competencies
  • Provides and/or initiates sales analysis affecting year-over-year revenue product growth, brand promotional strategy, selling tools, trend analysis of efficiencies and effectiveness of resource allocation/utilization.
  • Develops strategy and associated tools / presentations for important annual National Sales Conference
  • Works with VP, Sales for the creation and implementation of sales force objectives and ensure appropriate training, education, and action-planning to drive revenue growth through onboarding, sales training, clinical certification, and continuous development.
  • Identifies opportunities to translate new offerings or strategic partnerships into sales opportunities and collaborates with marketing to develop new accompanying sales tools
  • Drive cross-functional strategy to support execution of the broader DEI commercial strategy and Understands broader commercial strategy, identifies implications for sales effectiveness, and develops tools, training and approaches to maximize the sales teams’ ability to deliver on the commercial strategy.
  • Identify and advise on appropriate conferences and educational resources to support ongoing sales training and market expertise development

Sales Force Strategy

  • Advise on Life Sciences account enterprise offering needs and determine appropriate engagement opportunities (ex. ensure pricing parity, balanced offering, engagement strategy enterprise wide, etc.)
  • Develop plans and strategies for growing both new and existing business (share of wallet).
  • Works with finance to develop field sales plan allocation, territory alignment and incentive structures for optimized results

Partner to Marketing, Strategy & Operations teams

  • Collaborate with Strategy counterpart to assess the market for revenue generating partnerships and define strategy and path to revenue realization; ensure sales team is equipped to maximize partnerships as appropriate
  • Partner closely with Marketing team to drive awareness and differentiation of our products/services and define requirements and solutions for all tools and deliverables that support the sales team (sales enablement tools, communications, competitive talking points, etc.)
  • Work closely with Product Management team to ensure that the right life sciences customer requirements are incorporated into the product roadmap
  • Collaborate with Strategic Alliances team to bring customer lens into capability discussions and collaborative go to market opportunities
  • Collaborate effectively with the Segment leaders and functional leaders (ex. Sales Ops, Marketing, Finance, HR, IT, etc.) to build a cohesive sales effectiveness strategy that meets the demands for today as well as creates capacity for the future

Minimum Requirements

Typically requires 10+ years of relevant experience. Less years required if has relevant Master’s or Doctorate qualifications.

Critical Skills

  • 10-12 years’ experience product, sales strategy and enablement
  • 5 years’ experience Sales Effectiveness/ sales training
  • Life Sciences / Pharmaceutical/biotech (or adjacent) industry experience, with oncology preferred
  • Strong Life Sciences business and data & analytics/market insights / digital technology acumen
  • Deep level of understanding of sales effectiveness strategies and execution
  • Deep level of understanding of Life Sciences business structure, operations, budget cycling, etc.
  • Ability to work with CRM system; ability to create presentations using Microsoft PowerPoint and ease of use with applications including, but not limited to, Microsoft Excel and Word.

Specialized Knowledge / Skills

  • Outstanding judgment, intuition, self-starter/strong initiative, and quick learner.
  • Strong business acumen with the ability to anticipate company and team needs.Excellent organization and project management skills and a demonstrated ability to manage multiple complex projects to budget and schedule.
  • Demonstrated ability to develop strong partnerships with all facets of the organization to develop and execute plans, leveraging various teams across the organization.
  • Ability to develop rapport and credibility internally and externally, promote ideas and proposals persuasively
  • Ability to navigate complex organizations with shifting priorities
  • Understanding of Healthcare industry, it’s key stakeholders, trends, economic drivers and policy across healthcare landscape.
  • Executive Presence and Acumen: ability to engage with senior executives, influence without authority, and hold your ground / defend your opinions. Ability to make difficult decisions, esp. with imperfect information.


BA or BS degree in business, life science disciples or equivalent experience. Advanced degree strongly preferred


Estimated travel 25%

Working Conditions

General office demands

  • Located out of The Woodlands, TX office or remote may be an option.

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.



Sales Role

Inside Sales