Director, Commercialization and Sales Enablement

McKesson•Columbus, OH

About The Position

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 Director of Sales Enablement is responsible for developing, optimizing, and operationalizing the systems, processes, content, and tools that enable commercial teams to sell more effectively and efficiently. This role serves as the bridge between Product, Marketing, Sales, Sales, Sales Operations and Training to ensure the sales organization is equipped with the right information, resources, and workflows throughout the entire sales lifecycle. This leader acts as the architect of the sales enablement strategy, ensuring the sales force is prepared, aligned, and supported with best‑in-class materials, technology, and processes to meet revenue goals. In addition, this role will own the Commercialization and Go-to-Market workstream which will encompass development, buy-in, rollout and ongoing execution. This work can span organic growth and product development as well as acquisition/integration work. In this role, you will manage a team of two who will be responsible for day-to-day work including managing our sales enablement system, processes and commercialization/go-to-market work. To be successful in this role, you must be highly collaborative and influential across diverse stakeholder groups with excellent strategic planning and prioritization skills. Have a customer and seller centric mindset and be able to thrive in a fast-paced, evolving environment.

Requirements

7+ years of experience in sales enablement, revenue operations, sales strategy, or related fields.
Deep understanding of B2B sales motions, methodologies, and commercial processes.
Demonstrated success building or scaling sales enablement programs or functions.
Strong project management skills with the ability to manage multiple programs simultaneously.
Excellent communication and storytelling abilities, with skill in simplifying complex concepts.
Experience working with CRM systems (e.g., Salesforce) and modern enablement tools such as Highspot or Veeva.

Nice To Haves

Experience with inside and outside sales teams a plus.

Responsibilities

Sales Enablement Strategy & Execution: Develop and maintain a comprehensive sales enablement strategy that aligns with go-to-market and commercial priorities. Establish governance for sales content, ensuring accuracy, consistency, and accessibility. Create and maintain sales playbooks, competitive libraries, messaging guides, and value-based selling tools. Partner closely with Sales Training to ensure content and tools reinforce skill development and methodology.
Tools, Technology & Process Optimization: Own the sales tools technology ecosystem of enablement platforms, content hubs, and coaching tools. Examples include High spot or Veeva and determining which tool meets our business objectives as well as being the owner of this as product for sales enablement. Collaborate with Sales Operations and Effectiveness to streamline sales processes, optimize pipeline workflows, and reduce friction in the sales cycle. Manage implementation, adoption, and optimization of sales enablement tools to ensure high ROI and user satisfaction.
Commercial Readiness & Product Launch Support: Lead the commercial readiness and go-to-market process for product launches, updates, and strategic initiatives. This includes owning and enhancing the Commercialization Roadmap and ensuring that it is put into action with product and sales. Early work will include the creation of the process alongside cross-functional teams and our Product Lifecycle strategy, followed by business buy-in, rollout and ongoing execution. Collaborate with Product and Marketing to translate complex information into effective, seller-friendly materials. Ensure sales teams are prepared with updated messaging, positioning, and content for new offerings. Acquisition and integration support as one of the leads for Commercial related workstreams.
Performance Management and Insights: Define and track KPIs for sales enablement effectiveness, including content usage, sales productivity, and tool adoption. Provide actionable insights to cross-functional leaders on content performance, seller behaviors, and areas for improvement. Partner with Sales Leadership to identify performance gaps and develop targeted enablement solutions.
Cross-functional Collaboration: Partner with Product, Sales and Business Ops to ensure alignment on priorities and resources to support commercialization work. Work closely with Sales leaders to understand sales needs, feedback, and emerging challenges impacting sales success. Partner with Marketing to align messaging, content creation, and demand generation with sales motions. Collaborate with Training & Development peers to ensure enablement supports skills evolution and onboarding momentum.

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