Director of Sales, Retail Banner Group

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About the Role (Job Summary):

Reporting to the Sr. Director, Business Development, Sales & Member Experience, the Director of Sales, Retail Banner Group is responsible for leading regional sales strategy and execution for McKesson Canada’s Independent Retail Banner Network across Western Canada.

This role provides strategic leadership over account management, portfolio performance, and member success for Guardian, I.D.A., Remedy’sRx, and Enterprise banners. The Director leads and enables a regional account management team, drives consistent execution of banner programs, and partners cross‑functionally to deliver a best‑in‑class member experience. Success in this role requires strong people leadership, commercial acumen, and the ability to translate enterprise strategy into measurable regional results.

What You’ll Do (Responsibilities):

Sales Leadership & Team Management:

• Lead, coach, and develop a regional account management team, fostering a high‑performance, inclusive, and accountability‑driven culture.

• Set clear objectives, performance expectations, and success metrics for the team; provide ongoing coaching, feedback, and development planning.

• Attract, onboard, and retain talent while building team capability and bench strength.

• Drive disciplined execution through established sales and account management standards; remove barriers and support escalations as required.

Strategy, Execution & Portfolio Performance:

• Translate the Retail Banner Group strategy into regional execution plans aligned to business objectives.

• Own portfolio health and performance, including banner adoption, member engagement, retention, and growth.

• Drive implementation and utilization of Guardian, I.D.A., Remedy’sRx, and Enterprise programs.

• Monitor KPIs related to sales performance, program adoption, and member experience; identify risks and opportunities and implement corrective actions.

• Provide leadership oversight for contract renewals and negotiations; coach account managers and partner with internal stakeholders as needed.

Cross‑Functional Collaboration & Member Experience:

• Partner closely with Marketing, Category Management, Finance, Customer Care, Professional Affairs, Legal, and Communications to align strategy and execution.

• Integrate feedback from members and account teams to continuously improve programs, resources, and the overall member experience.

• Build and maintain senior‑level relationships with key members and industry stakeholders; support executive‑level engagement and escalations.

• Lead regional initiatives and projects that enhance processes, tools, and programs.

• Represent the organization at member events, conferences, and industry forums as required.

Basic Requirements:

• Bachelor’s degree in Business or a related field.

• Typically 10+ years of progressive professional experience in sales, account management, business development, or related commercial roles.

• Experience within pharmaceutical, healthcare, retail pharmacy, or regulated industries.

• Strong background in consultative selling, portfolio growth, and customer/member retention.

• Experience using CRM, analytics, and reporting tools (e.g., Salesforce, Power BI, SAP).

Preferred Skills/Experience:

• Proven success leading regional or multi‑unit sales/account management teams.

• Experience negotiating contracts and navigating complex commercial agreements.

• Familiarity with pharmacy operations and the Canadian pharmacy landscape.

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

$132,900 - $221,500

McKesson 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.

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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) [email protected] or (Canada) [email protected]. Resumes or CVs submitted to this email box will not be accepted.

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