Sales Enablement Manager, AC - Richmond, VA

McKesson•Richmond, VA

About The Position

The Sales Enablement Manager is responsible for developing and executing strategies that improve the effectiveness of McKesson’s sales team in the Ambulatory Care (AC) sector. The role aligns sales enablement efforts with broader business, sales, marketing, and product strategies and revenue objectives, equipping sales teams with the resources, tools, processes, and training needed to improve performance. The position oversees sales content and resources, including collateral, playbooks, scripts, presentations, case studies, product information, and legal and regulatory messaging. It manages enablement platforms and materials, monitors engagement metrics in Highspot, tracks key performance indicators, and makes data-driven recommendations to increase usage and improve sales outcomes. The manager works across sales, marketing, product, customer success, and other functions to support consistent messaging, go-to-market alignment, customer engagement, and retention. The role also tracks trends, regulations, challenges, technologies, and sales methodologies relevant to the AC market and shares insights and best practices with the sales team.

Requirements

Degree or equivalent.
Typically requires 4 or more years of relevant experience.
At least 3 years of experience in sales enablement, sales operations, or a related field, with a demonstrated record of driving sales performance.
Experience managing stakeholders and collaborating with and supporting sales organizations.
Demonstrated success collaborating with cross-functional sales, marketing, and product teams to align initiatives and support sales growth.
Exceptional written and oral communication skills, including the ability to develop clear, concise, and compelling messaging.
Ability to excel in dynamic environments with competing priorities.
Strong project management skills and exceptional attention to detail.

Responsibilities

Develop and implement a strategic sales enablement plan aligned with business goals, revenue objectives, and sales, marketing, and product strategies.
Equip sales teams with tools, processes, resources, and training to improve performance and support revenue goals.
Create and maintain sales collateral, playbooks, scripts, presentations, case studies, product information, and other enablement resources.
Manage sales content platforms and ensure sales materials are organized, available, and up to date.
Monitor sales-team engagement with enablement materials and Highspot metrics; establish and track KPIs and recommend improvements based on data.
Collaborate with marketing to align sales collateral with current branding, messaging, and product positioning.
Partner with sales, marketing, MBPs, PSSP, project management, communications, and operations to ensure consistent messaging and alignment.
Work with customer success teams to improve engagement and retention strategies for AC customers.
Represent sales-team perspectives and customer needs in marketing strategies, campaigns, and content development.
Lead cross-functional enablement efforts and foster a culture of continuous learning.
Stay informed about AC market trends, regulations, challenges, emerging technologies, and sales methodologies; share insights and best practices with the sales team.