Vice President of Sales Operations and Enablement
McKesson, Irving, TX, United States
Position Summary
The Vice President of Sales Operations for Community Pharmacy & Health is the senior executive accountable for driving collaboration and continuously improving how the CPH sales organization operates. This role removes friction from the field, standardizes and simplifies sales processes, and provides leadership with clear, actionable insights that enable better decisions and stronger execution. The VP serves as the operational counterbalance to CPH Sales Leadership—owning day‑to‑day business operations—while leaders focus on customer relationships, growth strategy, and market engagement. A core expectation is to drive SFDC adoption and utilization while leveraging data, automation, AI, and Microsoft Copilot to modernize workflows, eliminate manual effort, and scale best practices across the organization.
Key Responsibilities
Sales Operating Model & Execution Excellence:
Influence the end‑to‑end CPH field sales operating model, establish clear, repeatable execution standards and operating rhythms that drive consistent execution, accountability, and adoption across regions, segments, and customer types, while providing visibility and best‑practice coaching to field leadership where gaps exist.
Success looks like:
Sales leaders and field teams clearly understand expectations, spend more time with customers, and experience less operational noise.
Performance Visibility, Forecasting & Insights:
Partner with VPS and Finance leadership to establish credible, explainable forecasting, while owning SFDC‑based sales performance reporting and dashboards that provide a single source of truth and translate data into actionable, execution‑ready insights to anticipate risk and course‑correct early.
Success looks like:
Leadership trusts the data and uses it to make proactive decisions.
Sales Technology, Process Automation & AI Enablement:
Own the CPH sales technology ecosystem in partnership with MT, Sales Effectiveness, and Marketing by driving CRM and Highspot adoption, data quality, and standardized usage, while leveraging AI, analytics, and Microsoft Copilot to automate workflows, scale digital solutions, and reduce non‑selling and administrative work for VPS leaders and field teams.
Success looks like:
High adoption, fewer shadow systems, faster workflows, and measurable time savings for sales leadership.
Cross‑Functional Operational Leadership:
Serve as the operational liaison between CPH Sales and key enterprise partners, translating cross‑functional priorities and constraints into clear, actionable guidance for the field. Own and curate the monthly All Field Call agenda to sequence initiatives and maintain focus on CPH business priorities. Actively contribute to the CPH Retail Council to drive alignment, reduce friction, and enable faster decision‑making.
Success looks like:
Fewer escalations, faster resolution, and cleaner handoffs between teams.
Minimum Requirement Degree or equivalent and typically requires 10+ years of relevant experience. Less years required if has relevant Master’s or Doctorate qualifications.
Education • Bachelor’s degree in business, Sales, Operations, or related field required.
• MBA or advanced degree preferred.
Critical Skills
10+ years of experience in Sales Operations, Revenue Operations, Sales Enablement, or related leadership roles.
Proven experience supporting large, distributed field sales organizations.
Experience in healthcare, wholesale, retail, or highly regulated industries strongly preferred.
Additional Knowledge & Skills
Deep expertise in sales operating models, forecasting, and performance management.
Strong analytical and problem‑solving skills with the ability to bring structure to ambiguous challenges.
Demonstrated success simplifying complex processes and driving operational discipline.
Experience leveraging CRM platforms, analytics tools, and automation technologies.
Working knowledge of AI‑enabled tools (including Copilot or similar capabilities) to improve productivity and decision‑making.
Executive‑level communication skills with the ability to influence without direct authority.
Comfort navigating matrixed organizations and partnering across multiple functions.
Working Conditions Environment Professional office / remote office environment.
Physical Requirements Primarily, computer‑based work.
Travel Travel may be required on a limited basis ( Compensation Our Base Pay Range for this position: $135,300 - $225,500.
Equal Opportunity McKesson is an Equal Opportunity Employer. McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including those with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us.
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Key Responsibilities
Sales Operating Model & Execution Excellence:
Influence the end‑to‑end CPH field sales operating model, establish clear, repeatable execution standards and operating rhythms that drive consistent execution, accountability, and adoption across regions, segments, and customer types, while providing visibility and best‑practice coaching to field leadership where gaps exist.
Success looks like:
Sales leaders and field teams clearly understand expectations, spend more time with customers, and experience less operational noise.
Performance Visibility, Forecasting & Insights:
Partner with VPS and Finance leadership to establish credible, explainable forecasting, while owning SFDC‑based sales performance reporting and dashboards that provide a single source of truth and translate data into actionable, execution‑ready insights to anticipate risk and course‑correct early.
Success looks like:
Leadership trusts the data and uses it to make proactive decisions.
Sales Technology, Process Automation & AI Enablement:
Own the CPH sales technology ecosystem in partnership with MT, Sales Effectiveness, and Marketing by driving CRM and Highspot adoption, data quality, and standardized usage, while leveraging AI, analytics, and Microsoft Copilot to automate workflows, scale digital solutions, and reduce non‑selling and administrative work for VPS leaders and field teams.
Success looks like:
High adoption, fewer shadow systems, faster workflows, and measurable time savings for sales leadership.
Cross‑Functional Operational Leadership:
Serve as the operational liaison between CPH Sales and key enterprise partners, translating cross‑functional priorities and constraints into clear, actionable guidance for the field. Own and curate the monthly All Field Call agenda to sequence initiatives and maintain focus on CPH business priorities. Actively contribute to the CPH Retail Council to drive alignment, reduce friction, and enable faster decision‑making.
Success looks like:
Fewer escalations, faster resolution, and cleaner handoffs between teams.
Minimum Requirement Degree or equivalent and typically requires 10+ years of relevant experience. Less years required if has relevant Master’s or Doctorate qualifications.
Education • Bachelor’s degree in business, Sales, Operations, or related field required.
• MBA or advanced degree preferred.
Critical Skills
10+ years of experience in Sales Operations, Revenue Operations, Sales Enablement, or related leadership roles.
Proven experience supporting large, distributed field sales organizations.
Experience in healthcare, wholesale, retail, or highly regulated industries strongly preferred.
Additional Knowledge & Skills
Deep expertise in sales operating models, forecasting, and performance management.
Strong analytical and problem‑solving skills with the ability to bring structure to ambiguous challenges.
Demonstrated success simplifying complex processes and driving operational discipline.
Experience leveraging CRM platforms, analytics tools, and automation technologies.
Working knowledge of AI‑enabled tools (including Copilot or similar capabilities) to improve productivity and decision‑making.
Executive‑level communication skills with the ability to influence without direct authority.
Comfort navigating matrixed organizations and partnering across multiple functions.
Working Conditions Environment Professional office / remote office environment.
Physical Requirements Primarily, computer‑based work.
Travel Travel may be required on a limited basis ( Compensation Our Base Pay Range for this position: $135,300 - $225,500.
Equal Opportunity McKesson is an Equal Opportunity Employer. McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including those with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us.
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