Manager, Sales Performance Strategy

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 Manager, Sales Performance Strategy to lead the design, implementation, and management of incentive compensation plans within our Commercial Services function. This highly visible role partners with Sales Leadership, Finance, HR, and McKesson’s Sales Compensation Center of Excellence (COE) to drive strategic growth through effective incentive programs.

Key Responsibilities

Sales Incentive Planning & Execution

• Work cross-functionally across a matrix environment.  Act as a partner with commercial and product leadership to develop sales compensation plans that drive growth, protect existing revenue, and meet annual business goals. This role will work together with our Sales Compensation Center of Excellence and Finance in designing and continuing to refine our sales incentive plans.
• Act as the project lead annual Sales Incentive Plan (SIP) process: define milestones, manage timelines, and coordinate cross-functional collaboration.
• Co-develop and facilitate SIP documentation for Commercial Teams, including executive presentations, FAQs, and other supporting documentation and signoffs needed.
• Responsibility for Presidents Club, including reporting, determining award winners, and all accompanying processes
• Support sales spiff programs by designing meaningful initiatives, tracking results and providing documentation to the Compensation COE for payouts

Quota & Territory Management

• Collaborate with Sales, Finance, and Enablement to develop and optimize quota models and customer coverage.
• Manage the sales quota process: align quotas to budgets, adjust territories, and deliver quota documentation to commercial teams

Stakeholder Engagement

• Act as a trusted advisor to Sales Leadership, providing insights and resolving compensation-related inquiries within defined SLAs.
• Facilitate education and training on incentive plans across Commercial Services teams.
• Lead approvals for plan changes, exceptions, and dispute resolution.

Governance & Compliance

• Support the Compensation COE by validating commission statements and maintaining accurate reporting.
• Support the Compensation COE by maintaining compliance with corporate governance through standardized operating procedures and audit processes.

Reporting & Analytics

• Create robust incentive reporting to evaluate plan effectiveness and drive continuous improvement.
• Prepare performance reports and dashboards to support sales leadership decision-making.

Qualifications

Required:

• Bachelor’s degree in Business, Finance, Accounting, or Economics (required)
• 7+ years of experience in sales incentive compensation or business/sales analysis
• Proven expertise in incentive plan design, administration, and analytics
• Strong Excel and PowerPoint skills
• Excellent communication and presentation abilities
• Experience working cross-functionally in a matrixed organization

Preferred:

• Background in healthcare or technology industries
• Familiarity with SFDC, Tableau, or other data visualization tools
• Advanced degree or certification in finance, accounting, or economics

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

McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees and is committed to a diverse and inclusive environment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age or genetic information. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

Join us at McKesson!