Manager, Pricing Deal Management

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. We are known for delivering insights, products, and services that make quality care more accessible and affordable. Here, we focus on the health, happiness, and well-being of you and those we serve – we care.

What you do at McKesson matters. We foster a culture where you can grow, make an impact, and are empowered to bring new ideas. Together, we thrive as we shape the future of health for patients, our communities, and our people. If you want to be part of tomorrow’s health today, we want to hear from you.

About The Team

Deal Management brings together pricing and contracting work across Biopharma, Pharmacy, 3PL, Payer and Provider into one integrated team. We’re building a scalable, consistent approach to structuring, governing and executing deals while using AI and automation to make the process faster, more insightful and easier to manage.

What You'll Do

• Lead complex deals: Own pricing structures, deal reviews, negotiation strategies, term sheets and commercial contract terms for strategic new business and renewals.
• Build a scalable deal management model: Design and implement common processes, templates, pricing guardrails and approval workflows across business segments.
• Strengthen deal governance: Establish financial term standards, improve deal review processes and develop clear, decision-ready materials for leadership approval.
• Manage renewals and pipeline: Lead renewal planning, manage the renewal pipeline and identify opportunities to improve pricing, contract terms and rate realization.
• Advance value-based pricing: Shift pricing conversations from activity to value by applying WAC-based price ranges, gross-to-net perspectives and portfolio profitability analysis.
• Generate portfolio insights: Lead client and portfolio reviews that translate revenue, margin and pricing performance into actionable recommendations.
• Scale AI and automation: Partner with Pricing Optimization to move Copilot-based solutions, including fee sheets, pricing summaries, deal context and deck automation, from proof of concept into everyday workflows.
• Develop the team: Coach analysts, delegate ownership of high-visibility deals, cross-train across segments and balance workloads to build a flexible, resilient team.
• Partner across the business: Collaborate with Sales, Account Management, Product, Finance, Legal, Contract Compliance and Deal Enablement to make deals faster and easier to execute.

Skills You’ll Need

• Lead deal structuring: Build pricing proposals, term sheets and commercial terms for complex, multi-year new business and renewals.
• Manage pricing governance: Apply pricing guardrails, lead deal reviews and approval processes, and prepare concise materials that enable leadership decisions.
• Influence cross-functionally: Build credibility with Sales, Account Management, Product, Finance and Legal and guide decisions without relying on direct authority.
• Support negotiations: Develop negotiation strategies, walk-away positions and trade-off scenarios, and provide effective support during client negotiations.
• Standardize processes: Design, document and implement repeatable processes, templates and controls across teams.
• Exercise sound judgment: Prioritize multiple active deals, balance commercial opportunity with financial and contractual risk, and make timely decisions under tight deadlines.
• Lead and develop others: Coach team members, delegate meaningful ownership and build capabilities across a deal management organization.

Preferred Skills

• Apply healthcare industry knowledge: Bring pricing, contracting or deal management experience within healthcare technology, biopharma services, pharmacy, 3PL, payer or provider markets.
• Understand pharmaceutical economics: Apply knowledge of WAC, gross-to-net, rebates and related drug-pricing concepts.
• Work across pricing models: Bring experience with transaction-based, subscription and submission-based pricing structures.
• Use pricing technology: Apply experience with Salesforce CPQ, pricing optimization platforms or related commercial tools.
• Understand contract economics: Demonstrate familiarity with contract compliance, billing terms and revenue recognition fundamentals.
• Lead through change: Bring experience integrating teams, scaling a function or establishing new operating models during organizational change.
• Turn analytics into action: Conduct portfolio or customer profitability reviews and translate findings into specific pricing and commercial recommendations.

We are proud to offer a competitive compensation package at McKesson as part of our Total Rewards. This is determined by several factors, including performance, experience and skills, equity, regular job market evaluations, and geographical markets. The pay range shown below is aligned with McKesson's pay philosophy, and pay will always be compliant with any applicable regulations. In addition to base pay, other compensation, such as an annual bonus or long-term incentive opportunities may be offered. For more information regarding benefits at McKesson, please click here.

Our Base Pay Range for this position

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McKesson is an Equal Opportunity Employer

McKesson provides equal employment opportunities to applicants and employees, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other legally protected category. For additional information on McKesson’s full Equal Employment Opportunity policies, visit our Equal Employment Opportunity page.

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