Manager, Pricing Deal Management

McKesson•Columbus, OH

About The Position

McKesson’s Deal Management team brings pricing and contracting work across Biopharma, Pharmacy, 3PL, Payer and Provider into an integrated organization. The team is building a scalable, consistent approach to structuring, governing and executing deals, while applying AI and automation to make the process faster, more insightful and easier to manage. The Manager, Pricing Deal Management leads complex strategic new-business deals and renewals, including pricing structures, deal reviews, negotiation strategies, term sheets and commercial contract terms. The role establishes scalable processes, pricing guardrails, approval workflows and governance standards; manages renewal planning and pipeline; and advances value-based pricing and portfolio profitability insights. It also partners with Pricing Optimization to scale Copilot-based solutions and develops team members through coaching, delegation and cross-training. The manager works closely with Sales, Account Management, Product, Finance, Legal, Contract Compliance and Deal Enablement.

Requirements

Ability to build pricing proposals, term sheets and commercial terms for complex, multi-year new business and renewals.
Ability to apply pricing guardrails, lead deal reviews and approval processes, and prepare concise materials for leadership decisions.
Ability to build credibility with Sales, Account Management, Product, Finance and Legal and guide decisions without relying on direct authority.
Ability to design, document and implement repeatable processes, templates and controls across teams.
Sound judgment in prioritizing multiple active deals, balancing commercial opportunity with financial and contractual risk, and making timely decisions under tight deadlines.
Ability to coach team members, delegate meaningful ownership and build capabilities across a deal management organization.

Nice To Haves

Pricing, contracting or deal management experience within 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 turning 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 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 by applying WAC-based price ranges, gross-to-net perspectives and portfolio profitability analysis.
Lead client and portfolio reviews, translating revenue, margin and pricing performance into actionable recommendations.
Partner with Pricing Optimization to scale Copilot-based solutions, including fee sheets, pricing summaries, deal context and deck automation, into everyday workflows.
Coach analysts, delegate ownership of high-visibility deals, cross-train across segments and balance workloads.
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 deals and renewals.
Develop negotiation strategies, walk-away positions and trade-off scenarios, and support client negotiations.
Prioritize active deals, balance commercial opportunities with financial and contractual risk, and make timely decisions under tight deadlines.