Sr. Director, Master Sales

McKesson•Irving, TX

4d•Hybrid

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 Sr. Director of Sales provides enterprise level leadership for the Masters Drug Company sales organization. This role is accountable for defining and executing the Masters sales strategy, driving consistent performance outcomes, and developing sales leaders to deliver sustainable growth. The Sr. Director converts enterprise priorities into disciplined execution, establishes operating rigor across the organization, and represents Masters Sales in cross-functional and executive forums.

Requirements

Degree or equivalent experience.
Typically requires 13+ years of professional experience and 6+ years of diversified leadership, planning, communication, organization, and people motivation skills (or equivalent experience).
Bachelor’s degree in Business, Finance, Marketing, Operations, or a related field, or equivalent experience required.
Typically requires 13+ years of progressive experience in sales operations, sales support, commercial operations, sales enablement, or a related commercial function, with demonstrated progression in scope and impact.
6+ years progressive people leadership experience, including leading managers of managers and building leadership capability at scale
Experience operating at the enterprise or business ‑unit level, supporting large, complex sales organizations
Demonstrated accountability for sales operating cadence, performance management, forecasting rigor, and KPI governance
Proven success partnering with senior leaders across Sales, Marketing, Finance, Pricing, Supply Chain, and Customer Success to drive consistent execution and business outcomes
Enterprise Sales Support Leadership – Sets direction for sales support and operating mechanisms that enable scalable, disciplined execution across the organization
Strategic Execution & Performance Management – Translates growth priorities into clear operating plans, metrics, inspection routines, and accountability
Sales Operations & Enablement Expertise – Deep understanding of sales processes, forecasting, pipeline management, tools, and enablement levers that improve productivity and results
People Leadership & Talent Development – Builds strong leadership benches, drives succession planning, and develops managers and senior leaders
Executive Communication & Influence – Communicates clearly with senior leaders and influences outcomes across functions without direct authority
Cross-Functional Collaboration – Leads through partnership, aligning diverse stakeholders to shared priorities and execution standards
Deep expertise in complex B2B commercial environments, supporting multi‑stakeholder sales motions and large customer segments
Strong command of sales performance analytics, including forecasting accuracy, pipeline health, conversion metrics, and productivity indicators
Ability to design and scale sales operating models, including standard work, governance forums, and performance rhythms
Experience driving process improvement, change adoption, and tool utilization across distributed sales teams
Demonstrated ability to translate strategy into measurable outcomes and sustained execution
Experience representing the function in senior leadership and enterprise forums

Nice To Haves

Advanced degree (MBA or similar) preferred, particularly for roles involving enterprise strategy, operating model leadership, and cross-functional influence.

Responsibilities

Sales Strategy & Performance Leadership Define and execute the Masters Sales strategy aligned to enterprise priorities.
Own performance outcomes include active ordering customer growth, new ordering behavior, and expansion of customer value.
Establish clear operating plans, successful metrics, and execution cadence across sales teams.
People Leadership & Talent Development Lead, coach, and develop Directors, Managers, and frontline sales leaders.
Build a high-performance culture focused on accountability, capability development, and consistent execution.
Drive leadership readiness, succession planning, and talent pipeline health.
Sales Operating Cadence & Execution Rigor Establish and enforce standard sales operating mechanisms including business reviews, KPI inspections, and performance rhythms.
Ensure pipeline discipline, forecasting accuracy, and transparency of results.
Cross-Functional & Enterprise Leadership Serve as the senior representative for Masters Remote Sales across Marketing Customer Success, Supply Chain, Finance, Business Development, Sales Enablement, Pricing & Purchasing.
Influence outcomes with direct authority and remove barriers to execution.
Strategic Planning & Organizational Capability Partner with executive Leadership on long-range planning, growth initiatives, and investment decisions.
Drive improvements in sales processes, onboarding, tools, and enablement aligned to business expectations.