Vice President of Renewals-East Area
About The Position
The Vice President of Renewals owns and executes a portfolio of renewals across assigned East Coast customer accounts. The role collaborates with customers and McKesson partners to understand customer requirements and objectives, develop renewal strategies, and drive successful renewal execution while minimizing risk. The Vice President works with Legal, Pricing, and Deal Development to apply a consistent process and reduce revisions and variability throughout renewals. The position manages strategies for up to 30 key accounts and may engage directly with customers when appropriate. The ideal candidate lives on the East Coast; the working environment is a remote/home office in Florida, and the employee must live within the territory. Travel on the East Coast is 30–50%.
Requirements
- Degree or equivalent; typically 10+ years of relevant experience. Fewer years may be required with relevant master’s or doctorate qualifications.
- Four-year degree required, preferably emphasizing sales and marketing, strategic planning, or business management.
- 10+ years of sales, account management, business development, or renewals experience in pharmaceutical distribution, healthcare, or a closely related industry.
- Demonstrated success retaining and renewing large, complex customer accounts, including multi-year contracts.
- Strong C-suite engagement, relationship-building, influencing, and executive negotiation skills.
- Experience managing complex, high-value deals, including multi-million-dollar renewals, contracts, and/or RFP processes.
- Business and financial acumen, including understanding pricing, deal structure, financial implications, and customer business needs.
- Consultative selling and negotiation skills, including uncovering customer objectives and developing retention-focused renewal strategies.
- Healthcare or pharmaceutical distribution knowledge, including health system customers, distribution models, and market dynamics.
- Cross-functional leadership and influencing skills in a matrixed environment, particularly with Legal, Finance, Pricing, Deal Development, Sales, and other stakeholders.
- Strategic account and renewal planning skills, including managing up to 30 key accounts and proactively identifying renewal risks and opportunities.
- Project and process management skills to manage complex renewals through a defined sales process and drive deals to execution.
- Excellent communication, presentation, and relationship-building skills.
- Authorized to work in the United States without employer immigration support or sponsorship, now or in the future.
- Able to travel 30–50%.
- Valid driver’s license with a clean, active, unrestricted driving record/MVR.
- Must live within the territory.
Nice To Haves
- Proven track record of renewing and/or winning business.
- Experience selling at C-suite levels in healthcare systems.
- Knowledge of and willingness to work with a defined sales process.
- Hospital supply chain executive experience.
- Knowledge or experience with large, complex RFP processes.
- Analysis and problem-solving skills.
- Innovation and creativity.
Responsibilities
- Develop and communicate strategies to renew up to 30 key accounts.
- Apply a consistent, continuous renewal process across customer renewals.
- Collect and analyze renewal-process data and develop and implement practices and procedures to improve efficiency.
- Use customer experience and satisfaction feedback to achieve renewal targets.
- Manage collaborative relationships with Finance, Deal Development, and Legal to optimize renewals and move deals through the pipeline.
- Use the customer relationship owner’s insight and expertise to develop renewal strategies.
- Engage directly with customers when appropriate to facilitate the process and achieve expected outcomes.
- Collaborate with customers and McKesson partners to understand customer requirements and objectives, drive successful renewal execution, and minimize risks.
- Work with Legal, Pricing, and Deal Development to ensure consistent renewal processes and reduce revisions and variability.
- Travel 30–50% on the East Coast.
Benefits
- Competitive compensation package; annual bonus or long-term incentive opportunities may be offered.
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What This Job Offers
Job Type
Full-time
Career Level
Executive
