La santé de demain commence par… L’engagement à en faire plus.

Company:CoverMyMeds, a division of McKesson Corporation
Role Type:Senior Individual Contributor | Strategic Accounts (PBM, Payer, Health Plan)

Overview:

CoverMyMeds(CMM) is seeking aVP, Regional Sales (Payer & Health Plan Renewals)toretainand grow revenueacross a designated portfolio ofmedium to large, complex, often national strategic accounts(PBMs, payers, health plans). Acting as thecommercial ownerfor assigned accounts, you will leadrenewal execution, pricing strategy, contract negotiations, proposal leadership, and disciplined forecasting, whileexpandingaccount value through consultative,solutionorientedselling across theCMM portfolio. The role requires strongmarket acumen,financial discipline, and the ability toinfluence senior executiveswithin a large, matrixed organization.

Key Responsibilities:

Renewal Ownership & Revenue Protection

• Own and execute theendtoendrenewal strategyfor assigned PBM, payer, and health plan accounts with full accountability forrevenue retention, contract continuity, timing, and customer satisfaction.

• Proactivelyidentifyretention risks, developmitigation plans, and escalatecrossfunctionallyto protect existing revenue.

Growth & New Opportunity Generation (Within Assigned Accounts)

• Prospect, qualify, and advanceexpansion,crosssell, upsell, and whitespaceopportunities within assigned accounts; leadexecutive presentationsand solution discussions that align CMM capabilities to clientobjectives.

• Partner with hunting teams (as applicable) to routenetnewlogos whileremainingtheprimary commercial point of contactfornew opportunitieswithin your portfolio.

• Achieve or exceedrenewal, expansion, and growth quotasas assigned.

Consultative Selling & Value Proposition

• Build executive awareness ofCMM solutions and offerings; lead aninnovative consultative/solution salesapproach that quantifies value, outcomes, and ROI.

• Develop and executeaccount specificrenewal and growth plansthat link customer strategies to CMM’svalue proposition, pricing frameworks, andlong-termpartnership roadmap.

Proposal Leadership

• Own the proposal development process—ensure deliverables areaccurate, compliant,customer specific,outcomes oriented, and delivered on time; coordinatecross-functionallyto reflect solution scope, implementation readiness, service levels, and commercial terms.

Negotiations & Contracting (CNBM)

• Lead renewal and expansionnegotiations(pricing, terms, scope) in close collaboration withContracting, Pricing, Legal, Finance, and Leadership, adhering to theContract Negotiations Boundaries Matrix (CNBM)and internal approval workflows.

Cross-FunctionalCollaboration

• Work acrossOperations, Product, Customer Success, Finance, Legal, Pricing, Sales Ops, IT, and Marketingto align renewal and growth strategies withdelivery capabilitiesandenterprise priorities; ensure smooth handoffs and successful execution.

Pipeline, Forecasting & Governance

• Maintain adisciplined pipelinein CRM (e.g., Salesforce): document sales stages, next steps, probabilities, risks, support requirements, andaccurateforecastsfor renewals and expansions.

• Providetimelyleadership updateson progress, blockers, and resourcing needs; ensure compliance withMcKessontravel, expense, and contracting policies.

Market & Customer Acumen

• Demonstrateadvanced knowledgeof PBM/Health Plan market dynamics, customer business models, contracting approaches, regulatory trends, and competitor positioning; translate insights into deal strategy, pricing guidance, andcommercial tradeoffs.

Market Presence & Events

• Lead/attend/supportindustry trade shows, vendor summits,company sponsoredevents, and educational webinarsto generate demand, nurture relationships, and advancepipeline.

Executive Relationships & Influence

• Serve as theprimary commercial point of contactfor renewal and expansion discussions; buildtrusted relationshipswith senior decisionmakers and cultivate anexternal networkto share insights andidentifyopportunities; apply stronginfluencing skillsto reach agreement.

Leadership & Mentorship

• Provideguidance/mentorshipto junior team members onproject management, proposal strategy, and strategic selling; plan your territory/account approach and contribute to team best practices.

Preferred Qualifications:

• 6+ years of relevant sales experience, includingsignificant experienceinpayer, PBM, or health planenvironments.

• Proven success managingcomplex renewal cyclesand negotiatinghigh-value, multiyear contracts.

• Deep understanding ofPBM/Health Plandynamics, contracting models, and financial drivers.

• Strongexecutive presencewith the ability to engage and influence senior client stakeholders.

• Highself-awareness,EQ, and soundjudgmentnavigating complex negotiations and competing priorities.

• Demonstrated successoperatingwithin alarge, matrixedorganization.

• ProficiencywithCRM (e.g.,Salesforce)and disciplinedpipeline management.

Critical Skills & Capabilities

• Extensivehands onexperience inrenewal strategy,proposal leadership, andcontract negotiations (CNBM).

• Strongfinancial acumen(pricing, margin, revenue retention, forecasting) anddata drivendecision making.

• Consultative/solution sellingacross abroad portfolio; ability to tailorvalue propositionsto executive priorities.

• Enterprise-firstmindset;cross-functionalcollaboration withLegal, Finance, Pricing, Operations, Product, IT, and Marketing.

• Consistenttrack recordofprotecting and extending existing revenuevia strategy, relationships, and disciplined execution.

• Ability torepresentCMMatindustry eventsand convert engagement into qualifiedpipeline.

• Commitment tocustomer satisfactionandlong-termstrategic partnerships.