Vice President of Renewals-East Area

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.

The Vice President of Renewals is accountable for owning and executing a portfolio of renewals across assigned customer accounts on the East Coast. Collaborates with customers and partners across McKesson to develop a holistic, deep view of customer requirements and objectives and define a strategy to drive the renewal process to a successful executed renewal while minimizing risks. The Renewal VP will work collaboratively with Legal, Pricing and Deal Development to ensure a consistent process is utilized and thus reduce revisions/variability throughout the renewal process.

Ideal candidate will live on the East Coast.

Key Responsibilities

Strategic Management

• Develops and communicates the strategy to renew up to 30 key accounts
• Implements a consistent approach to customer renewals through consistent application of a continuous renewal process

Process Management

• Collects and analyzes existing renewal process data to initiate, develop, and implement practices and procedures that focus on enhanced efficiency.

Project Management

• Capitalizes on customer experience and satisfaction feedback to achieve renewal targets.
• Manages ongoing collaborative relationships with finance, deal development and legal to optimize the renewal process and facilitate movement through the deal pipeline

Field Team Engagement

• Leverages the customer relationship owner’s insight and expertise to develop the renewal strategy
• When appropriate and to the extent needed will engage directly with the customer to facilitate process and drive expected outcome

Travel

Ability to travel 30-50% on the East Coast.

Minimum Requirement

Degree or equivalent and typically requires 10+ years of relevant experience. Less years required if has relevant Masters or Doctorate qualifications.

Education

4-year degree required, preferably with an emphasis in sales & marketing, strategic planning, or business management.

Critical Skills

• 10+ years of sales, account management, business development, or renewals experience within pharmaceutical distribution, healthcare, or a closely related industry.
• Proven track record of successfully retaining and renewing large, complex customer accounts, including multi-year contracts.
• Strong C-Suite engagement experience and ability to build relationships, influence decisions, and navigate executive-level negotiations.
• Experience managing complex, high-value deals, including multi-million-dollar renewals, contracts, and/or RFP processes.
• Strong business and financial acumen, with the ability to understand pricing, deal structure, financial implications, and customer business needs.
• Consultative selling and negotiation skills, with the ability to uncover customer objectives and develop renewal strategies that drive retention.
• Healthcare/pharmaceutical distribution knowledge, with an understanding of health system customers, distribution models, and market dynamics.
• Strong cross-functional leadership and influencing skills, particularly working with Legal, Finance, Pricing, Deal Development, Sales, and other stakeholders in a matrixed environment.
• Strategic account and renewal planning skills, including the ability to manage a portfolio of up to 30 key accounts and proactively identify renewal risks and opportunities.
• Strong project and process management skills, with the ability to manage complex renewals through a defined sales process and drive deals to execution.
• Excellent communication, presentation, and relationship-building skills.

Additional Knowledge & Skills

• Proven track record of renewing,and/or winning business
• Experience selling at C-Suite levels in healthcare systems
• Knowledge and willingness to work with defined sales process
• Hospital supply chain executive experience preferred
• Large, complex RFP process knowledge/experience
• Analysis/Problem solving
• Innovation/Creativity

Working Conditions

• Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship.

• Able to travel 30-50%

• Must have a valid driver's license with a clean, active, unrestricted driving record/MVR.

• Remote/Home Office work environment in Florida & must live within the territory.

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