Vice President of Renewals-East Area

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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.
• Must be authorized to work in the US unrestricted – This position is not eligible for sponsorship. 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 Total Target Cash (TTC) Pay Range for this position:

Total Target Cash (TTC) is defined as base pay plus target incentive.

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Originally posted on Himalayas