Manager, Pricing Deal Management

McKesson•Alpharetta, GA

1d•$96,000 - $160,000

About The Position

McKesson’s Deal Management team brings together pricing and contracting work across Biopharma, Pharmacy, 3PL, Payer and Provider businesses. The team is building a scalable, consistent approach to structuring, governing and executing deals, using AI and automation to improve speed, insight and ease of execution. The Manager, Pricing Deal Management leads complex pricing and contracting deals for strategic new business and renewals; develops common processes, templates, pricing guardrails and approval workflows; and strengthens deal governance. The role manages renewal planning and pipeline, advances value-based pricing, and turns client and portfolio performance data into actionable recommendations. It also helps scale AI- and Copilot-based workflow solutions, develops team capabilities, and partners with functions across the business to make deals faster and easier to execute.

Requirements

Experience leading deal structuring, including pricing proposals, term sheets and commercial terms for complex, multi-year deals and renewals.
Experience applying pricing guardrails and leading deal reviews and approval processes.
Ability to build credibility with Sales, Account Management, Product, Finance and Legal and influence decisions without relying on direct authority.
Ability to develop negotiation strategies, walk-away positions and trade-off scenarios and support client negotiations.
Ability to design, document and implement repeatable processes, templates and controls.
Sound judgment and ability to prioritize multiple active deals, balance commercial opportunity with financial and contractual risk, and make timely decisions under tight deadlines.
Ability to coach team members, delegate meaningful ownership and develop capabilities across a deal management organization.

Nice To Haves

Pricing, contracting or deal-management experience in healthcare technology, biopharma services, pharmacy, 3PL, payer or provider markets.
Knowledge of WAC, gross-to-net, rebates and related drug-pricing concepts.
Experience with transaction-based, subscription and submission-based pricing structures.
Experience with Salesforce CPQ, pricing optimization platforms or related commercial tools.
Familiarity with contract compliance, billing terms and revenue recognition fundamentals.
Experience integrating teams, scaling a function or establishing new operating models during organizational change.
Experience conducting portfolio or customer profitability reviews and translating findings into specific pricing and commercial recommendations.

Responsibilities

Own pricing structures, deal reviews, negotiation strategies, term sheets and commercial contract terms for strategic new business and renewals.
Design and implement common deal-management processes, templates, pricing guardrails and approval workflows across business segments.
Establish financial term standards, improve deal review processes and develop decision-ready materials for leadership approval.
Lead renewal planning, manage the renewal pipeline and identify opportunities to improve pricing, contract terms and rate realization.
Advance value-based pricing using WAC-based price ranges, gross-to-net perspectives and portfolio profitability analysis.
Lead client and portfolio reviews and translate revenue, margin and pricing performance into actionable recommendations.
Partner with Pricing Optimization to move Copilot-based solutions, including fee sheets, pricing summaries, deal context and deck automation, from proof of concept into everyday workflows.
Coach analysts, delegate ownership of high-visibility deals, cross-train across segments and balance workloads to build a flexible, resilient team.
Collaborate with Sales, Account Management, Product, Finance, Legal, Contract Compliance and Deal Enablement to make deals faster and easier to execute.
Develop pricing proposals, term sheets and commercial terms for complex, multi-year new business and renewals.
Lead deal reviews and approval processes and prepare concise materials to support leadership decisions.
Develop negotiation strategies, walk-away positions and trade-off scenarios, and support client negotiations.
Design, document and implement repeatable processes, templates and controls across teams.
Prioritize active deals, balance commercial opportunity against financial and contractual risk, and make timely decisions under tight deadlines.