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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in pricing structures, deal management processes, and negotiation strategies, with a strong focus on financial term standards and actionable recommendations for leadership. Proven ability to collaborate across departments and coach team members while managing complex renewal pipelines and pricing optimization.
Highest-signal resume keywords
Pricing StructuresDeal Management ProcessesNegotiation StrategiesWAC-Based Price RangesSalesforce CPQ
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Deal ReviewsTerm SheetsCommercial Contract TermsFinancial Term StandardsPortfolio Profitability AnalysisPricing ProposalsApproval WorkflowsRevenue Margin AnalysisContract CompliancePricing Optimization
Soft Skills
CoachingDelegationInfluencing Without AuthorityPrioritizationCollaboration
Tools & Technologies
Salesforce CPQPricing Optimization PlatformsCommercial Tools
Industry Keywords
Healthcare TechnologyBiopharma ServicesPharmacy3PLPayer MarketsProvider MarketsGross-To-NetRebatesRevenue RecognitionCustomer Profitability Reviews
About the role
Key responsibilities & impact- Own pricing structures, deal reviews, negotiation strategies, term sheets and commercial contract terms for strategic new business and renewals
- Design and implement scalable deal management processes, templates, pricing guardrails and approval workflows across business segments
- Establish financial term standards and improve deal review processes
- Develop clear, decision-ready materials for leadership approval
- Lead renewal planning, manage the renewal pipeline and identify opportunities to improve pricing, contract terms and rate realization
- Apply WAC-based price ranges, gross-to-net perspectives and portfolio profitability analysis to advance value-based pricing
- Lead client and portfolio reviews and translate 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
- 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
Requirements
What you’ll need- Experience leading complex pricing structures, deal reviews, negotiation strategies, term sheets and commercial contract terms for strategic new business and renewals
- Experience designing and implementing common processes, templates, pricing guardrails and approval workflows
- Experience establishing financial term standards and improving deal review processes
- Experience leading renewal planning and managing renewal pipelines
- Experience applying WAC-based price ranges, gross-to-net perspectives and portfolio profitability analysis
- Experience translating revenue, margin and pricing performance into actionable recommendations
- Experience with 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 leadership decision materials
- Ability to influence Sales, Account Management, Product, Finance and Legal without direct authority
- Experience developing negotiation strategies, walk-away positions and trade-off scenarios
- Experience designing, documenting and implementing repeatable processes, templates and controls
- Ability to prioritize multiple active deals and balance commercial opportunity with financial and contractual risk
- Experience coaching team members, delegating ownership and building organizational capabilities
- Preferred: pricing, contracting or deal management experience in healthcare technology, biopharma services, pharmacy, 3PL, payer or provider markets
- Preferred: knowledge of WAC, gross-to-net, rebates and related drug-pricing concepts
- Preferred: experience with transaction-based, subscription and submission-based pricing structures
- Preferred: experience with Salesforce CPQ, pricing optimization platforms or related commercial tools
- Preferred: familiarity with contract compliance, billing terms and revenue recognition fundamentals
- Preferred: experience integrating teams, scaling a function or establishing new operating models during organizational change
- Preferred: experience conducting portfolio or customer profitability reviews and translating findings into pricing and commercial recommendations
Benefits
Comp & perks- Competitive compensation package
- Annual bonus or long-term incentive opportunities may be offered
- Benefits included in McKesson's Total Rewards