Sales Enablement Manager, AC - Richmond, VA

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This role will be responsible for developing and executing strategies that enhance the effectiveness of the sales team in the Ambulatory Care (AC) sector.

Primary Responsibilities

• Strategy development to create and implement a strategic sales enablement plan that aligns with overall business goals and objectives.
• Content Management- oversees the creation, organization, and distribution of sales content, including presentations, case studies, product information, legal and regulatory messaging, etc. within the Ambulatory Care segment.
• Collaborating closely with AC sales, marketing, and product teams to ensure alignment and consistency in messaging and go-to-market strategies.
• Monitors and analyzes engagement metrics within Highspot to provide actionable insights to drive process improvements and optimize sales outcomes.
• Supports the sales team in achieving their revenue goals by ensuring they have the right resources, training, and tools at their disposal.
• Establish performance metrics and track key performance indicators (KPIs) to measure the effectiveness of sales enablement initiatives and make data-driven recommendations for improvement.
• Facilitate communication and information sharing across teams to drive cohesive marketing efforts.
• Staying abreast of AC industry trends and market dynamics.

Strategic Planning and Execution

• Align enablement efforts with broader sales, marketing, and product strategies laddering up to the overall business goals and revenue objectives.
• Ensure sales teams are equipped with tools, processes, and resources to improve performance.

Content & Resource Management

• Create and maintain sales collateral, playbooks, scripts, and other enablement resources.
• Manage content platforms and ensure the availability of up-to-date sales materials.
• Cross-functional collaboration to ensure alignment across teams, messaging and sales strategies.
• Collaborates with marketing to ensure that sales collateral is aligned with current branding, messaging, and product positioning.
• Monitors enterprise sales team engagement with enablement materials and metrics related to sales collateral and makes recommendations for how to increase usage.

Cross-functional Collaboration

• Partner with sales, marketing, MBPs, PSSP, project management, communications and operations to ensure consistent messaging and alignment across functions.
• Work with customer success teams to improve engagement and retention strategies for AC customers.
• Serve as a liaison between sales teams and marketing functions, ensuring the sales team’s voice and customer needs are clearly communicated and integrated into marketing strategies, campaigns, and content development.
• Lead cross-functional enablement efforts and foster a culture of continuous learning.

Market Knowledge and Thought Leadership

• Stay informed of the latest trends, regulations, and challenges in the ACS market.
• Share insights and best practices with the sales team to improve customer interactions and market positioning.
• Stay updated on emerging technologies, and sales methodologies to continuously evolve enablement strategies and maintain relevance in a dynamic market.

Minimum Requirements

Degree or equivalent and typically requires 4+ years of relevant experience.

Critical Skills

• 3+ years in sales enablement, sales operations, or a related field, with a proven track record of driving sales performance.
• Previous experience managing stakeholders and collaborating with and supporting Sales organizations.
• Demonstrated success in collaborating with cross-functional teams (sales, marketing, product) to align initiatives and support sales growth.
• Exceptional written and oral communications with a demonstrated ability to develop clear, concise, and compelling messaging.
• Excels in dynamic environments with competing priorities.
• Strong project management skills with exceptional attention to detail

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.

Our Base Pay Range for this position

$79,500 - $132,500

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