Lead, Commercial Expansion – Over‑the‑Counter (OTC) & Consumer Health

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.

This role offers location flexibility and is open to candidates across the United States.

Candidates based in the Dallas–Fort Worth (DFW) area will be hired in a hybrid capacity and are expected to work onsite 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 based on team needs and business priorities.

About the Role (Job Summary):

This Lead Product Manager, Commercialization role within the McKesson OTC/CPG team is responsible for accelerating revenue growth and expanding distribution for Foster & Thrive, McKesson’s private label OTC/CPG brand. This role owns the omnichannel selling strategy and execution across key customer segments and new retail channels—working in close partnership with Category Management, Marketing, Business Intelligence, Supply Chain/Operations, and Customer/Field/Inside Sales teams. The role will translate brand strategy and customer/consumer needs into account plans, sales plays, and scalable programs that grow adoption, conversion, unit volume, and gross profit.

What You'll Do (Responsibilities):

Growth Strategy & Sales Execution

• Develop and execute an omnichannel sales plan that grows Foster & Thrive across priority channels (e.g., independent/community pharmacy, health systems, strategic national accounts, online marketplaces and new retail channels)

• Identify, pursue, and secure third‑party and GPO contract opportunities to expand distribution and drive incremental revenue through effective bid strategy and pricing alignment

• Translate brand strategy into scalable sales plays, messaging frameworks, and customer-facing value narratives.

• Ensure consistent execution across channels while tailoring approaches by customer type, lifecycle stage, and growth potential.

Cross‑Functional Partnership & Execution

• Act as the commercial voice of the customer, partnering with Category Management, Marketing, Supply Chain, Operations, Pricing and Field/Inside Sales teams to remove barriers to growth.

• Ensure readiness across pricing, item setup, availability, service levels, and ordering pathways to support customer commitments and sales conversion.

• Influence roadmap decisions by sharing field insights related to assortment gaps, customer needs, and competitive dynamics.

• Partner cross-functionally to support RFPs, that convert opportunities into long-term revenue streams.

• Partner with marketing to synchronize promotional calendars, campaigns, and content to drive awareness, and conversion.

Performance Management & KPIs

• Own commercial performance for the portfolio, including sales pipeline health, conversion rates, and revenue growth.

• Use performance insights to continuously refine account strategies, sales plays, and channel focus.

Basic Requirements:

• Degree or equivalent and typically requires 10+ years of relevant experience. Less years required if has relevant Master’s or Doctorate qualifications.

Critical Skills/Experience:

• 7+ years of experience in sales, business development, or key account management within OTC, CPG, consumer health, healthcare distribution, or retail

• Proven track record of winning new business and expanding existing accounts

• Strong negotiation, relationship management, and executive communication skills

• Ability to travel up to 15% of the time.

Preferred Skills/Experience:

• Financial literacy, including understanding of margin drivers, P&L basics, and pricing architecture

• Skilled at developing value‑based narratives that articulate the role of private label in customer strategies

• Strong prioritization, planning, and execution discipline to deliver results across multiple workstreams

• Familiarity with Group Purchasing Organization (GPO) contracting models, including competitive bidding processes, RFP/RFI response development, and contract evaluation

• Familiarity with private‑label sourcing models, global API and finished‑goods supply chains, and cost drivers

• Ability to translate brand strategy into commercial tactics, pricing strategies, and customer‑facing narratives

• Demonstrated consultative selling experience, with ability to deliver compelling pitches and customer presentations

• Experience developing and executing omnichannel sales strategies across retail pharmacy, eCommerce, grocery, convenience, and emerging channels

• Familiarity with ClarusONE formulary access models to support formulary consideration and adoption

McKesson complies with all applicable U.S. immigration laws and regulations. The Company does not provide employer support or sponsorship for any immigration related employment benefit for this role.

Applicants must be currently authorized to work in the United States on a fulltime basis without the need for employer support or sponsorship now or in the future. This includes having the legal right to work in the United States without the need for McKesson support or sponsorship for any immigration related employment authorization (e.g., H1B, O1, E3, H1B1, TN, F1 OPT, F1 STEM OPT, F1 CPT, etc.) now or in the future.

If you will require McKesson to provide immigration support or sponsorship now or in the future, you should not apply for this position.

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

$151,200 - $252,000

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.

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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