Director of Sales, Retail Banner Group

McKesson

24d

About The Position

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.

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).

Nice To Haves

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.

Responsibilities

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.
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.
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.