Sr Sales Operations Analyst / Customer Implementation Readiness

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.

McKesson Provider Solutions is seeking an experienced Sales Operations Analyst who supports customer-facing sales operations, implementation readiness, and client program execution. This role partners closely with Business Development Directors, prospective customers, and cross-functional teams to help ensure projects and services are delivered effectively, customer expectations are met, and new opportunities are positioned for successful transition and ongoing support.

Position Description

The Sales Operations Analyst is an experienced individual contributor supporting Business Development Directors and cross-functional partners in the planning, coordination, and execution of customer acquisition, onboarding, and client program activities. This role supports day-to-day operational relationships with prospective customers and internal stakeholders during the active sales process, helping ensure timelines, deliverables, dependencies, and service expectations are met. The analyst works independently under limited direction, uses judgment within defined policies and practices, determines and develops approaches to solutions, and provides resolution to a diverse range of complex operational issues.

Compensation: The target salary for this role is between $110,000 and $115,000 yearly with a 20% bonus.

Key Responsibilities

• Coordinates and tracks sales operations activities across the active sales process and post-award onboarding to help secure new accounts and ensure contractual, timeline, and service expectations are met.
• Serves as a liaison between Business Development, internal support teams, and prospective customers to align mutual objectives and maintain a consistent customer experience.
• Develops, reviews, and monitors prospective account success plans with leadership, using milestones, service-level expectations, risks, and dependencies to assess progress and support completion of objectives.
• Identifies, evaluates, and recommends process improvements, including proposed solutions, timelines, and change impacts, using judgment within defined policies and business practices.
• Engages directly with prospective customers to gather information, clarify requirements, address questions, and support completion of sales and onboarding deliverables.
• Provides timely, accurate responses to prospective customer and Business Development Director questions, escalating complex issues as appropriate and coordinating follow-up through completion.
• Builds and maintains strong prospect-facing communications that support customer satisfaction, confidence, and engagement with McKesson Provider Solutions.
• Maintains accurate Salesforce administration, opportunity tracking, customer activity updates, and reporting to support visibility into pipeline, risks, and implementation readiness.
• Tracks cross-functional dependencies, schedules, and milestone progress for dedicated Business Development markets, anticipating barriers and coordinating resolution.
• Represents Provider Solutions as a liaison to the RFP support team, helping coordinate accurate, timely, and customer-focused responses that align with prospective customer needs.
• Validates that implementations are completed timely and accurately in collaboration with onboarding, project management, customer care, and other support teams.
• Leads Aggregator implementation activities and provides ongoing support for aggregator related additions and /or removals, including building / maintaining a SharePoint site for Aggregator groups with current documentation, intake materials, status updates, reference resources, and stakeholder visibility. Coordinates with internal stakeholders to ensure accurate execution, timely completion, and consistent customer experiences.
• Change Network Owner for S4 by coordinating stakeholder engagement, readiness activities through UAT, communication needs, and operational inputs that enable successful change adoption.
• Assists with contract draft requests and related customer documentation by coordinating required inputs, dependencies, and stakeholder reviews.
• Develops practical solutions to a diverse range of complex operational problems and supports process improvements that improve customer experience, team efficiency, and implementation quality.
• Applies market knowledge, physician practice dynamics, customer needs, and distribution conversion considerations to support future opportunities and effective customer engagement.
• Serves as a knowledgeable resource to colleagues by sharing process knowledge, supporting training needs, and helping reinforce consistent customer-facing standards.

Minimum Requirements

7+ years of experience in sales operations, customer success, client program support, project coordination, implementation support, or related fields; healthcare distribution experience preferred.

Critical Skills

• Ability to travel occasionally to support customer, sales, or cross-functional business needs.
• Advanced Salesforce proficiency, including opportunity tracking, activity documentation, pipeline visibility, and customer data accuracy.
• Strong written and verbal communication skills with the ability to engage customers, sales leaders, and cross-functional partners clearly and professionally.
• Demonstrated ability to work independently under limited direction, manage competing priorities, determine appropriate approaches, and make sound decisions in a complex environment.
• Proficiency with Microsoft Office programs, especially Excel, to analyze data, track progress, and support executive-ready reporting.
• Experience with Kaia, Outreach, HighSpot, Tableau, Smartsheet, or other workflow and reporting tools preferred.
• Intermediate to advanced knowledge of SAP EP1 and/or S4 required, including the ability to support operational readiness, process alignment, and change-related activities.
• Experience managing SharePoint sites or shared collaboration spaces, including organizing content, maintaining documentation, supporting user access, and ensuring information is accurate, easy to navigate, and aligned to business processes.
• Strong interpersonal, resource coordination, and stakeholder management skills with the ability to align work across internal teams and customer-facing processes.

Additional Knowledge/Skills

• Experience in healthcare distribution, physician practice operations, clinic settings, hospital settings, or customer implementation environments preferred.
• Demonstrated ability to cultivate relationships across organizational levels and support customer satisfaction through proactive communication and follow-through.
• Ability to navigate a matrixed organization, align competing priorities, and coordinate internal or external resources to accomplish defined objectives.

Travel Requirements

This position requires periodic travel, averaging approximately 6 days per quarter. Increased travel may be expected at the start of the role to support onboarding, training, and the integration of new team members.

Position offers the possibility of a hybrid work arrangement based on recent updates to our in-office/work‑from‑home model. If located in DFW area, the selected candidate may be expected to work on‑site at our Las Colinas office a minimum of two (2) days per week, with the remaining days worked remotely. Specific in‑office days may be designated according to team needs and business priorities.

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

$90,500 - $150,800

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McKesson is an Equal Opportunity Employer

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

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