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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing complex customer renewals and strategic account planning within the healthcare and pharmaceutical distribution sectors. Proven ability to engage C-Suite executives, drive successful negotiations, and optimize renewal processes through data analysis and cross-functional collaboration.
Highest-signal resume keywords
10+ Years Of Sales ExperienceC-Suite Engagement ExperienceStrategic Account PlanningConsultative Selling SkillsHealthcare/Pharmaceutical Distribution Knowledge
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Renewal Strategy DevelopmentContract ManagementFinancial AcumenProject ManagementData Analysis
Soft Skills
Relationship BuildingInfluencing SkillsCommunication SkillsNegotiation SkillsProblem Solving
Certifications & Qualifications
4-Year DegreeMasters Or Doctorate Preferred
Industry Keywords
Pharmaceutical DistributionHealthcare SystemsSales ProcessRFP ProcessMarket Dynamics
About the role
Key responsibilities & impact- Own and execute a portfolio of renewals across assigned East Coast customer accounts
- Collaborate with customers and McKesson partners to understand customer requirements and objectives
- Define renewal strategies that drive successful executed renewals while minimizing risks
- Collaborate with Legal, Pricing, and Deal Development to ensure a consistent renewal process
- Develop and communicate strategies to renew up to 30 key accounts
- Implement a continuous renewal process
- Collect and analyze renewal process data to develop efficiency-focused practices and procedures
- Use customer experience and satisfaction feedback to achieve renewal targets
- Manage collaborative relationships with Finance, Deal Development, and Legal to optimize the renewal process and advance deals through the pipeline
- Leverage customer relationship owners' insight to develop renewal strategies
- Engage directly with customers when appropriate to facilitate the process and achieve expected outcomes
- Travel 30-50% on the East Coast
Requirements
What you’ll need- Degree or equivalent and typically requires 10+ years of relevant experience
- Less years required if has relevant Masters or Doctorate qualifications
- 4-year degree required, preferably with an emphasis in sales & marketing, strategic planning, or business management
- 10+ years of sales, account management, business development, or renewals experience within pharmaceutical distribution, healthcare, or a closely related industry
- Proven track record of successfully retaining and renewing 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 multi-million-dollar renewals, contracts, and/or RFP processes
- Strong business and financial acumen, including understanding pricing, deal structure, financial implications, and customer business needs
- Consultative selling and negotiation skills
- Healthcare/pharmaceutical distribution knowledge, including health system customers, distribution models, and market dynamics
- Strong cross-functional leadership and influencing skills in a matrixed environment
- Strategic account and renewal planning skills; ability to manage up to 30 key accounts
- Strong project and process management skills
- Excellent communication, presentation, and relationship-building skills
- Proven track record of renewing and/or winning business
- Experience selling at C-Suite levels in healthcare systems
- Knowledge and willingness to work with a defined sales process
- Large, complex RFP process knowledge/experience
- Analysis/problem solving
- Innovation/creativity
- Must be authorized to work in the US unrestricted; position is not eligible for sponsorship
- Must be able to travel 30-50% on the East Coast
- Must have a valid driver's license with a clean, active, unrestricted driving record/MVR
- Must live within the territory
Benefits
Comp & perks- Annual bonus or long-term incentive opportunities may be offered
- Competitive compensation package as part of Total Rewards
- Reasonable accommodation support for job search or application