Sales Operations Analyst
McKesson · Richmond · $88,900–$148,100 (stated in the posting)
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.
Sales Operations Analyst
About the Role
The Sales Operations Analyst transforms data into insights, recommendations, and scalable solutions that improve sales performance and operational effectiveness.
This role goes beyond reporting. You will define business problems, identify root causes, evaluate solutions, recommend actions, and help implement repeatable business playbooks. You will partner with Sales Leadership, Finance, HR, Compensation, IT, and other teams to support territory management, quota processes, performance reporting, account alignment, data governance, and process improvement.
As our analytics capabilities evolve, you will also leverage tools such as Google Looker, Gemini, and other AI-powered technologies to improve reporting, analysis, and decision-making.
We are looking for someone who is analytical, curious, adaptable, and comfortable turning ambiguity into clear business action.
What You'll Do
Analytics & Business Insights
- Develop and maintain dashboards, reports, and visualizations using Looker and other BI tools.
- Analyze sales performance, quotas, territory productivity, customer trends, and operational metrics.
- Translate data into actionable insights, risks, opportunities, and recommendations.
- Use SQL, Excel, and reporting tools to validate and analyze data.
- Present findings and recommendations to business leaders and stakeholders.
Problem Solving & Recommendations
- Investigate business challenges, identify root causes, and recommend practical solutions.
- Explain not only what happened, but why it happened, what should happen next, and how success should be measured.
- Balance analytical findings with business priorities and operational realities.
- Partner with stakeholders to implement and evaluate recommendations.
Process Improvement & Playbooks
- Create playbooks, decision frameworks, SOPs, and implementation plans.
- Improve processes through automation, standardization, and governance.
- Develop scalable solutions that reduce manual effort and improve consistency.
- Translate one-time fixes into sustainable business practices.
Sales Operations Support
- Support territory planning, account ownership changes, sales hierarchy updates, and coverage models.
- Assist with quota administration, governance, and performance processes.
- Validate organizational changes impacting reporting and incentive compensation.
- Support sales incentive programs, data validation, and request management.
Data Quality, Technology & Automation
- Perform data audits, testing, reconciliations, and root-cause investigations.
- Identify issues before they impact reporting, territories, quotas, or incentives.
- Support system enhancements, reporting improvements, and process automation.
- Utilize AI tools responsibly to increase analytical efficiency and operational effectiveness.
Core Qualifications
- Demonstrated ability to use data to solve business problems and support decision-making.
- Experience developing dashboards, reports, or visualizations using Looker, Power BI, Tableau, or similar BI platforms.
- Strong Excel skills and experience working with complex datasets.
- Ability to investigate data issues, determine root causes, and recommend solutions.
- Strong analytical, critical-thinking, and problem-solving skills.
- Ability to translate analysis into actionable recommendations, processes, or playbooks.
- Strong communication and stakeholder management skills.
- Ability to manage competing priorities and thrive in ambiguous environments.
- Continuous learner with a passion for business improvement and technology.
Preferred Qualifications
- Experience with Google Looker, LookML, Looker Studio, SQL, or similar analytics tools.
- Experience with CRM platforms such as Salesforce.
- Exposure to sales operations, territory management, quota planning, forecasting, incentives, or reporting.
- Experience with AI-powered tools, automation, process improvement, or governance frameworks.
- Experience building playbooks, SOPs, decision frameworks, or scalable business processes.
- Background in healthcare, distribution, medical products, or other complex B2B environments.
Who Will Thrive in This Role
You enjoy solving complex business problems, learning new technologies, and working in a fast-paced environment where priorities evolve. You are naturally curious, challenge assumptions, and have the ability to move from analysis to action.
The ideal candidate doesn't stop at identifying problems. They uncover root causes, recommend solutions, implement changes, and create repeatable processes that improve business performance.
What Success Looks Like
Successful candidates will:
- Deliver accurate, actionable reporting and insights.
- Recommend practical actions that improve business outcomes.
- Build playbooks and scalable solutions that drive consistency and efficiency.
- Address root causes instead of repeatedly solving symptoms.
- Partner effectively with stakeholders to implement and measure results.
- Improve business processes through data, automation, and technology.
- Continuously expand their business, analytical, and technical expertise.
We're looking for someone who can move from data to insight, insight to recommendation, and recommendation to action. The right candidate will help build repeatable business playbooks while continuously improving how the business operates, competes, and grows.
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
$88,900 - $148,100McKesson has become aware of online recruiting-related scams in which individuals who are not affiliated with or authorized by McKesson are using McKesson’s (or affiliated entities, like CoverMyMeds or RxCrossroads) name in fraudulent emails, job postings or social media messages. In light of these scams, please bear the following in mind:
McKesson Talent Advisors will never solicit money or credit card information in connection with a McKesson job application.
McKesson Talent Advisors do not communicate with candidates via online chatrooms or using email accounts such as Gmail or Hotmail. Note that McKesson does rely on a virtual assistant (Gia) for certain recruiting-related communications with candidates.
McKesson job postings are posted on our career site: careers.mckesson.com.
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.
McKesson is committed to being an Equal Employment Opportunity Employer and offers opportunities to all job seekers including job seekers with disabilities. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to (United States) Disability_Accommodation@McKesson.com or (Canada) Accessibility@mckesson.ca. Resumes or CVs submitted to this email box will not be accepted.
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