VP, Enterprise Retail Category Management North America

Pailin Group Executive Search

VP, Enterprise Retail Category Management North America

Dallas, TX metropolitan area.


The VP, Enterprise Retail Category Management for North America is responsible for developing enterprise strategies for and management of the portfolio of global retail products. The leader will work with local retail and category management teams, and executive sponsors to evaluate which categories and products should be handled at a global vs. local level. This leader sets the long- term enterprise course and plans for category analytics, category and product growth and profitability strategies, differentiated location strategy, range architecture, demand-based pricing, own brand strategy, supplier partnership and negotiation, and category execution. The leader will ensure program adoption within the local markets and cross-functional teams.  

The leader helps create the organization’s retail category management go to market approach, including identifying which categories to prioritize and capability requirements for long term success. Over time, this leader will be responsible for growing the team and refining the global category management function.

The leader works closely with global category management counterparts in the North America  and the local market category management and business leaders to develop and implement the enterprise program. In addition, the leader coordinates with the leader of global Own Brand / Private label in developing category plans. For select opportunities the leader works collaboratively with the Medical Surgical’ s category management team to maximize enterprise value.


  • Setting strategies to maximize growth and profitability of global retail product and category portfolio for $XB business.

  • Lead high level enterprise negotiations with manufacturers for global products.

  • Deliver buy side profit.

  • Develop innovative tools and programs to drive preferred product portfolio.

  • Align stakeholders and collaborate across a matrix of McKesson resources, including local retail business leaders and category managers, global sourcing, sales, marketing, finance and operations to implement growth strategies, manage supplier behavior and maximize operational efficiency.

  • Develop talent and create a high performing team


  • 8-10 years of progressive business experience in a related field

  • Experience in building new strategies, capabilities, and organization.

  • Entrepreneurial mindset

  • Deep knowledge of retail category -Commercial and Supplier- management in North America

  • Expert knowledge on the 8 step retail category process

  • Strong collaboration skills; able to effectively lead and influence in a matrix environment, partner with sales and marketing, to coordinate growth and deliver on the promises made to manufacturers.

  • Strong capability in long range strategic planning, driving execution and team accountability for results.

  • Experience at inspiring, leading and developing senior level leaders and their teams.

  • Brave negotiator; able to develop bold negotiation strategies that benefit our business and partnerships

  • Creative and solution oriented, demonstrating ability to gain leverage on sales year over year.

  • Sales and profit forecasting and strong budget management experience.

  • Good understanding of the business and ability to identify and influence/impact the financial levers.

  • Product development and marketing experience.

  • Versed in merchandising and driving growth in a differentiated way

  • Global sourcing and international trade experience.


  • Bachelor’s degree required.

  • Advanced degree strongly preferred.

  • Travel: Approximately 25-40%

What’s in it for you:  

  • Rewarding career with a fortune 10 company that allows you to do great things for patients around the world

  • Competitive pay and incentive programs

  • Trendy new office space

  • Diverse and Inclusive Collaborative environment

  • Medical, Dental and Vision Health plans including a great Wellness plan that reduces your premium costs and encourages your best healthy self

  • Health Fairs and free biometrics screenings

  • Onsite Fitness Centers with locker rooms and outdoor trails near by

  • Generous PTO and paid Holidays

  • 401K with Company Match

  • Career development, trainings, tuition reimbursement

  • Additional discount programs and more


Please forward resume and compensation requirements in complete confidence to Debra Hartmann at dhartmann@pailingroup.com