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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, negotiation strategies, and contract management, with a strong ability to develop decision-ready materials for leadership. Proven experience in coaching teams and implementing pricing governance across business segments.
Highest-signal resume keywords
Pricing Structures ManagementNegotiation Strategies DevelopmentDecision-Ready Material PreparationCoaching Team MembersHealthcare Industry Pricing Experience
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 TermsPricing GovernancePortfolio Profitability AnalysisWAC KnowledgeGross-To-Net PerspectivesNegotiation StrategiesContract ComplianceRevenue Recognition Fundamentals
Soft Skills
Influencing Without AuthorityPrioritizationBalancing Commercial OpportunityTeam DevelopmentCollaboration
Tools & Technologies
Salesforce CPQPricing Optimization PlatformsCopilot-Based Solutions
Industry Keywords
Healthcare IndustryContractingDeal ManagementBilling TermsPharmaceutical Economics
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 common 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 and manage the renewal pipeline
- Identify opportunities to improve pricing, contract terms and rate realization
- Apply 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 recommendations
- Move 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
Requirements
What you’ll need- Experience leading pricing structures, deal reviews, negotiation strategies, term sheets and commercial contract terms for complex, multi-year new business and renewals
- Experience designing and implementing pricing guardrails, approval workflows, templates and repeatable processes
- Ability to apply pricing governance and prepare decision-ready materials for leadership
- Ability to influence Sales, Account Management, Product, Finance and Legal without direct authority
- Experience developing negotiation strategies, walk-away positions and trade-off scenarios
- Ability to prioritize multiple active deals and balance commercial opportunity with financial and contractual risk under tight deadlines
- Experience coaching team members and developing capabilities
- Preferred: healthcare industry pricing, contracting or deal management experience
- Preferred: knowledge of WAC, gross-to-net, rebates and pharmaceutical economics
- Preferred: experience with transaction-based, subscription and submission-based pricing
- 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 functions or establishing operating models during organizational change
- Preferred: portfolio or customer profitability analysis experience
Benefits
Comp & perks- Competitive compensation package
- Annual bonus may be offered
- Long-term incentive opportunities may be offered
- Benefits through McKesson’s Total Rewards program
- Reasonable accommodation for applicants with disabilities