Vice President of Renewals – East Area

This is a fully remote position, open to applicants in Florida, +1 more state.

📋 Description

• Take ownership of and manage a portfolio of renewals for designated customer accounts on the East Coast.

• Work closely with clients and McKesson partners to grasp customer needs and goals.

• Establish renewal strategies aimed at successfully executing renewals while minimizing risks.

• Coordinate with Legal, Pricing, and Deal Development teams to ensure a uniform renewal process.

• Create and convey strategies to renew up to 30 key accounts.

• Execute a continuous renewal process.

• Gather and analyze data related to the renewal process to formulate efficiency-driven practices and procedures.

• Utilize customer experience and satisfaction insights to meet renewal objectives.

• Cultivate collaborative relationships with Finance, Deal Development, and Legal to enhance the renewal process and propel deals through the pipeline.

• Leverage insights from customer relationship owners to devise renewal strategies.

• Directly engage with customers as needed to streamline the process and achieve desired results.

• Travel 30-50% on the East Coast.

⛳️ Requirements

• A degree or equivalent, typically requiring over 10 years of relevant experience.

• Fewer years of experience may be accepted with relevant Master's or Doctorate degrees.

• A 4-year degree is mandatory, preferably with a focus on sales & marketing, strategic planning, or business management.

• Over 10 years of experience in sales, account management, business development, or renewals within the pharmaceutical distribution, healthcare, or a closely related field.

• A demonstrated history of successfully retaining and renewing large, complex customer accounts, including multi-year contracts.

• Significant C-Suite engagement experience along with the ability to build relationships, influence decisions, and navigate executive-level negotiations.

• Experience in managing complex, high-value deals, including multi-million-dollar renewals, contracts, and/or RFP processes.

• Strong business and financial acumen, encompassing understanding pricing, deal structure, financial implications, and customer business requirements.

• Proficient in consultative selling and negotiation techniques.

• Knowledge of healthcare/pharmaceutical distribution, including health system clients, distribution models, and market dynamics.

• Exceptional cross-functional leadership and influencing abilities within a matrixed environment.

• Skills in strategic account and renewal planning; capable of managing up to 30 key accounts.

• Strong project and process management capabilities.

• Outstanding communication, presentation, and relationship-building skills.

• Proven success in renewing and/or acquiring business.

• Experience in selling at C-Suite levels within healthcare systems.

• Familiarity and willingness to adhere to a defined sales process.

• Knowledge and experience with large, complex RFP processes.

• Strong analytical and problem-solving skills.

• Innovation and creativity.

• Must be authorized to work in the US without restrictions; this position is not eligible for sponsorship.

• Must be able to travel 30-50% on the East Coast.

• Must possess a valid driver's license with a clean, active, and unrestricted driving record/MVR.

• Must reside within the designated territory.

🏝️ Benefits

• Annual bonus or long-term incentive opportunities may be available.

• Competitive compensation package as part of the Total Rewards program.

• Reasonable accommodation support during the job search or application process.