Director, Specialized Care Pharmacy Pricing

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Role Overview

The Director of Specialized Care Pharmacy Pricing leads pricing strategy deal development financial modeling and pricing execution for the Specialized Care Pharmacy portfolio. This leader partners across Sales Finance FP&A Legal Credit Procurement Generics Product Operations and executive leadership to evaluate new business renewals RFPs GPO arrangements and ongoing customer profitability. The role is accountable for translating customer and market dynamics into competitive financially responsible pricing constructs; strengthening deal governance and protections; and developing a high-performing team capable of end-to-end deal ownership.

Key Responsibilities

• Lead pricing strategy and execution for Specialized Care Pharmacy customers and channels including specialty infusion alternate-site emerging and digital pharmacy models and related GPO or network arrangements.

• Direct complex deal modeling for new business renewals RFPs supply agreements market correction forms amendments and other pricing actions across brand specialty plasma and biologics generics over-the-counter drop-ship 340B and other relevant product categories.

• Assess customer utilization product mix contract eligibility cost-to-serve payment terms rebates administrative fees procurement economics and global income to develop a complete view of deal profitability and risk.

• Design competitive pricing constructs and customer-specific protections including tiered or matrix pricing cross-subsidized and decoupled structures volume and compliance commitments product-level guardrails rebates and repricing mechanisms.

• Lead scenario analysis and stress testing to quantify sensitivities related to product mix WAC and contract changes generic utilization leakage payment terms rebates administrative fees and other profitability drivers.

• Serve as the Pricing leader and subject matter expert in customer strategy discussions sales pipeline reviews deal workshops executive reviews approval meetings and cross-functional negotiations.

• Prepare clear executive summaries financial recommendations approval requests and decision materials that articulate strategy economics risks alternatives and required actions.

• Oversee pricing governance and adherence to delegation-of-authority requirements; ensure material assumptions approvals contract terms and implementation requirements are documented and aligned before execution.

• Partner with Sales Legal Credit Finance FP&A Procurement Generics Product Operations and account teams to resolve deal issues align contract language with modeled economics and support timely implementation.

• Monitor customer and portfolio performance after implementation; identify profitability leakage compliance gaps product-mix changes and opportunities to reprice optimize or strengthen contractual protections.

• Own and continuously improve Specialized Care pricing processes trackers reporting standard operating procedures playbooks templates service-level expectations and deal comparables.

• Use market intelligence customer feedback competitive insights and internal performance data to advise leadership on segment trends pricing strategy and emerging risks or opportunities.

• Lead coach and develop the Specialized Care Pricing team; set priorities allocate resources review analytical work promote cross-training and enable end-to-end deal ownership at the appropriate level.

• Champion consistent adoption of pricing tools workflow systems and standardized modeling practices while identifying opportunities to simplify work improve data quality and increase speed and transparency.

• Contribute to broader pricing transformation and operating-model initiatives representing the needs of Specialized Care Pharmacy pricing and helping translate enterprise strategy into practical ways of working.

• Lead and developed a team of pricing managers and analysts while partnering with executive leaders across Finance and Sales.

Minimum Requirement

Degree or equivalent experience. Typically requires 12 years of professional experience and 4 years of management experience.

Education

Bachelors degree in Finance Accounting Economics Business or a related field or equivalent experience.

M.B.A. M.S. Finance or other relevant advanced degree preferred.

Critical Skills

• 12 years of finance pricing analytics strategy or relevant market experience including 4 years of people leadership or managerial experience.

• Advanced financial modeling and analytical skills including the ability to work with large complex datasets and translate findings into business decisions.

• Deep understanding of pricing strategy customer profitability deal structures contract economics and governance in a complex distribution or healthcare environment.

• Demonstrated ability to evaluate both sell-side and buy-side economics product mix rebates fees payment terms cost-to-serve and contractual protections.

• Advanced Microsoft Excel and PowerPoint skills; experience with pricing CRM workflow reporting or business intelligence tools.

Additional Knowledge & Skills

• Strong executive communication skills with the ability to distill complex analyses into concise recommendations and influence senior decision makers.

• Proven cross-functional leadership and business partnership skills across Sales Finance Legal Procurement Operations Product and other stakeholder groups.

• Sound judgment and decision-making under ambiguity with the ability to challenge assumptions identify risk and develop practical alternatives.

• Excellent organizational and prioritization skills in a fast-paced environment with concurrent deals short deadlines and competing stakeholder needs.

• Ability to lead coach and develop a team while maintaining high standards for analytical rigor documentation accountability and customer responsiveness.

• Healthcare pharmaceutical distribution specialty pharmacy infusion alternate-site GPO or related industry experience preferred.

• Knowledge of pharmaceutical product categories manufacturer and GPO contracts reimbursement dynamics and customer purchasing behavior preferred.

• Experience leading process improvement standardization automation or pricing transformation initiatives preferred.

• Highly motivated self-starter with strong follow-through intellectual curiosity and a results-oriented mindset.

Physical Requirements

General office demands.

This role is a hybrid position. The selected candidate is expected to work on-site at our Las Colinas office a minimum of two (2) days per week with the remaining days worked remotely. Specific in-office days may be designated based on team needs and business priorities.

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 McKessons 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 pleaseclick here.

Our Base Pay Range for this position

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