Lead, Commercial Expansion Counter; OTC & Consumer Health

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.

• 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.

• 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.

• 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.

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

• 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.

• 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 work streams
• 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

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 see the benefits package.

$151,200 - $252,000