The Senior Manager, Pricing & Business Development is a strategic people leader responsible for advancing modern, scalable pricing strategies while delivering measurable financial impact across the business 6grounded in a deep, practical understanding of health system customer economics.
This leader operates with a transformation mindset 6moving the organization from manual, fragmented processes to standardized, model driven pricing and deal support that scales. The role partners closely with Sales, Finance, Legal, and Insights teams to build and operationalize customer models that directly inform pricing strategy, targeting, and negotiation.

Key Responsibilities

Modern Pricing & Business Development Leadership

• Lead the development and execution of pricing strategies that drive profitable growth, improve deal quality, and support new and existing business development.

• Translate complex customer, product, and market dynamics into clear pricing recommendations that balance competitiveness, risk, and margin.

• Own pricing outcomes across core customers, with accountability for financial performance and economic value realization.

Scalable Tools & Technology Enablement

• Champion adoption and evolution of modern pricing tools, including Product Level Model (PLM) and Power BI, to operationalize health system customer models and replace manual processes 6improving speed, accuracy, and consistency.

• Partner with insights, technology, and analytics teams to embed customer model insights directly into pricing (e.g., segmentation, comparable customers, scenario impacts), enabling repeatable selfadservice decision support at scale.

• Advance the use of AIadassisted and Copilotadstyle tools to reduce administrative burden, accelerate customer scenario modeling, and improve deal decisions.

Health System Customer Modeling & InsightadDriven Decisions

• Establish customer modeling as a core component of pricing and business development 6not an overlay 6by integrating segmentation, contracta0considerations, and scenario simulations into day-to-day execution.

• Ensure model outputs translate into clear actions (e.g., target price corridors, give/get tradeoffs, and recommended deal structures) aligned to defined business questions and health system customer behaviors.

• Set and manage success metrics to track customer model quality, field adoption, and measurable impact on margin, win rate, and deal cycle time.

Measurable Financial Impact

• Drive clear, quantified financial outcomes including margin improvement, revenue growth, risk mitigation, and productivity gains.

• Partner with Sales and Finance to ensure transparency, rigor, and credibility in pricing economics.

Autonomous, TransformationadOriented People Leadership

• Lead, coach, and develop a team of pricing professionals, fostering accountability, ownership, and continuous improvement.

• Empower individual contributors to operate autonomously within clear guardrails, reducing dependency on escalations and manual reviews.

• Model change leadership by challenging legacy ways of working, prioritizing simplification, and driving adoption of new tools and processes.

Minimum Requirement

Degree or equivalent experience. Typically requires 9+ years of professional experience and 1+ years of supervisory and/or management experience.

Qualifications & Experience

• 9+ years of experience in pricing, finance, analytics, or business development within complex, matrixed organizations.

• Proven people leader with experience building, developing, and scaling highadperforming teams.

• Demonstrated success leading transformation initiatives, including technology adoption, process redesign, and analytics enablement.

• Strong financial acumen with the ability to translate data into business decisions and measurable outcomes.

• Advanced experience with Power BI, pricing models, and dataaddriven decision tools; familiarity with PLM or similar pricing platforms strongly preferred.

• Executive presence and the ability to influence senior stakeholders across Pricing, Sales, Finance, and Legal.

What Success Looks Like

• Pricing teams operate with modern, scalable tools and customer models that reduce manual effort and enable faster, higheradquality decisions.

• Teams are empowered, accountable, and focused on continuous improvement.

• Pricing is viewed as a strategic growth lever 6not just a transactional function 6across the organization.

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, pleasea0

Our Base Pay Range for this position