Vice President of Renewals-East Area

McKesson • Usa, NJ

13d • Remote

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, then develops strategies that drive successful executed renewals while minimizing risk. The position works closely with Legal, Pricing, and Deal Development to apply a consistent renewal process and reduce revisions and variability. The ideal candidate lives on the East Coast; the position is described as a remote/home-office role based in Florida, with the employee living within the territory. Travel on the East Coast is 30–50%.

Requirements

• Degree or equivalent; typically requires 10 or more years of relevant experience. Fewer years may be required with relevant master's or doctorate qualifications.
• A four-year degree is required; preferably in sales and marketing, strategic planning, or business management.
• At least 10 years of sales, account management, business development, or renewals experience in pharmaceutical distribution, healthcare, or a closely related industry.
• Proven ability to retain and renew 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 multimillion-dollar renewals, contracts, and/or RFP processes.
• Strong business and financial acumen, including understanding of pricing, deal structure, financial implications, and customer business needs.
• Consultative selling and negotiation skills, including the ability to uncover customer objectives and develop retention-focused renewal strategies.
• Healthcare or pharmaceutical distribution knowledge, including familiarity with health system customers, distribution models, and market dynamics.
• Cross-functional leadership and influencing skills, especially with Legal, Finance, Pricing, Deal Development, Sales, and other stakeholders in a matrixed environment.
• Strategic account and renewal planning skills, including managing up to 30 key accounts and identifying renewal risks and opportunities proactively.
• 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.
• Must be authorized to work in the United States without current or future employer immigration support or sponsorship.
• Must be able to travel 30–50% and hold a valid driver's license with a clean, active, unrestricted driving record/MVR.
• Must work from a remote/home office in Florida and 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 of 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 approach to customer renewals through a continuous renewal process.
• Collect and analyze renewal-process data to develop and implement practices and procedures that improve efficiency.
• Use customer experience and satisfaction feedback to achieve renewal targets.
• Maintain collaborative relationships with Finance, Deal Development, and Legal to optimize the renewal process and move deals through the pipeline.
• Leverage customer relationship owners’ insight and expertise to develop renewal strategies.
• Engage directly with customers when appropriate and needed to facilitate the process and drive the expected outcome.
• Collaborate with customers and internal partners to understand customer requirements and objectives, develop renewal strategies, and minimize renewal risks.

Benefits

• Competitive compensation package, including base pay and target incentive; annual bonus or long-term incentive opportunities may also be offered.
• Benefits are referenced, but specific benefit offerings are not listed in the provided description.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive