Senior Sales Performance Coach

McKesson

2d•Remote

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. We are seeking a Senior Sales Performance Coach to support our Provider Business Development team by improving seller effectiveness across the full sales cycle. This role is highly focused on hands-on coaching, sales process improvement, and using conversation intelligence tools such as Gong and/or Kaia to identify coaching opportunities, improve selling behaviors, and drive measurable performance improvement. The ideal candidate brings strong sales coaching capability, experience using call intelligence technology in a practical coaching environment, and credibility with experienced business development sellers.

Requirements

Degree or equivalent and typically requires 4+ years of relevant experience.
Experience coaching sales professionals in a performance-focused environment
Hands-on experience using Gong and/or Kaia to coach reps, improve selling process, and track measurable improvement
Ability to coach sales conversations across the full sales cycle, including later-stage selling
Strong communication skills with the ability to provide direct, constructive feedback
Comfortable working in a fast-paced, high-performance sales environment

Nice To Haves

Prior experience as a quota-carrying, full-cycle sales representative
Background in sales coaching, sales performance, sales effectiveness, or revenue enablement
Experience supporting business development or provider-facing sales teams
Ability to establish credibility with experienced sellers and sales leaders

Responsibilities

Provide direct coaching to Provider BD reps focused on discovery, objection handling, deal progression, negotiation, and closing behaviors
Review calls and selling activity to identify coaching opportunities and improve rep effectiveness
Deliver practical, behavior-based coaching that strengthens execution across the sales cycle
Partner with sales leaders to reinforce coaching priorities and improve sales consistency across the team
Use Gong and/or Kaia to evaluate sales calls, identify skill gaps, and uncover opportunities to improve sales execution
Translate call insights into actionable coaching that improves seller behavior and selling process
Track improvement over time and assess the impact of coaching interventions
Identify recurring themes across calls and recommend process, messaging, or coaching adjustments
Coach reps beyond top-of-funnel activity, with emphasis on later-stage selling and deal advancement
Support sellers in improving how they navigate objections, decision-makers, deal momentum, and close strategy
Help strengthen rep confidence and execution in complex sales conversations
Partner with Business Development leadership to align coaching efforts with team priorities and performance gaps
Collaborate with enablement and leadership partners as needed to support seller development and sales effectiveness
Provide feedback on trends, challenges, and opportunities observed through call reviews and rep coaching