Role OverviewThe 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 RequirementDegree or equivalent experience. Typically requires 12+ years of professional experience and 4+ years of management experience.
EducationBachelor's 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 RequirementsGeneral 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 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$135,800 - $226,400
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