VP, Regional Sales

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

Overview:

CoverMyMeds (CMM) is seeking a VP, Regional Sales (Payer & Health Plan Renewals) to retain and grow revenue across a designated portfolio of medium to large, complex, often national strategic accounts (PBMs, payers, health plans). Acting as the commercial owner for assigned accounts, you will lead renewal execution, pricing strategy, contract negotiations, proposal leadership, and disciplined forecasting, while expanding account value through consultative, solutionoriented selling across the CMM portfolio. The role requires strong market acumen, financial discipline, and the ability to influence senior executives within a large, matrixed organization.

Key Responsibilities:

Renewal Ownership & Revenue Protection

• Own and execute the endtoend renewal strategy for assigned PBM, payer, and health plan accounts with full accountability for revenue retention, contract continuity, timing, and customer satisfaction.

• Proactively identify retention risks, develop mitigation plans, and escalate crossfunctionally to protect existing revenue.

Growth & New Opportunity Generation (Within Assigned Accounts)

• Prospect, qualify, and advance expansion, crosssell, upsell, and whitespace opportunities within assigned accounts; lead executive presentations and solution discussions that align CMM capabilities to client objectives.

• Partner with hunting teams (as applicable) to route netnew logos while remaining the primary commercial point of contact for new opportunities within your portfolio.

• Achieve or exceed renewal, expansion, and growth quotas as assigned.

Consultative Selling & Value Proposition

• Build executive awareness of CMM solutions and offerings; lead an innovative consultative/solution sales approach that quantifies value, outcomes, and ROI.

• Develop and execute account specific renewal and growth plans that link customer strategies to CMM's value proposition, pricing frameworks, and long-term partnership roadmap.

Proposal Leadership

• Own the proposal development process-ensure deliverables are accurate, compliant, customer specific, outcomes oriented, and delivered on time; coordinate cross-functionally to reflect solution scope, implementation readiness, service levels, and commercial terms.

Negotiations & Contracting (CNBM)

• Lead renewal and expansion negotiations (pricing, terms, scope) in close collaboration with Contracting, Pricing, Legal, Finance, and Leadership, adhering to the Contract Negotiations Boundaries Matrix (CNBM) and internal approval workflows.

Cross-Functional Collaboration

• Work across Operations, Product, Customer Success, Finance, Legal, Pricing, Sales Ops, IT, and Marketing to align renewal and growth strategies with delivery capabilities and enterprise priorities; ensure smooth handoffs and successful execution.

Pipeline, Forecasting & Governance

• Maintain a disciplined pipeline in CRM (e.g., Salesforce): document sales stages, next steps, probabilities, risks, support requirements, and accurate forecasts for renewals and expansions.

• Provide timely leadership updates on progress, blockers, and resourcing needs; ensure compliance with McKesson travel, expense, and contracting policies.

Market & Customer Acumen

• Demonstrate advanced knowledge of PBM/Health Plan market dynamics, customer business models, contracting approaches, regulatory trends, and competitor positioning; translate insights into deal strategy, pricing guidance, and commercial tradeoffs.

Market Presence & Events

• Lead/attend/support industry trade shows, vendor summits, company sponsored events, and educational webinars to generate demand, nurture relationships, and advance pipeline.

Executive Relationships & Influence

• Serve as the primary commercial point of contact for renewal and expansion discussions; build trusted relationships with senior decisionmakers and cultivate an external network to share insights and identify opportunities; apply strong influencing skills to reach agreement.

Leadership & Mentorship

• Provide guidance/mentorship to junior team members on project 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, including significant experience in payer, PBM, or health plan environments.

• Proven success managing complex renewal cycles and negotiating high-value, multiyear contracts.

• Deep understanding of PBM/Health Plan dynamics, contracting models, and financial drivers.

• Strong executive presence with the ability to engage and influence senior client stakeholders.

• High self-awareness, EQ, and sound judgment navigating complex negotiations and competing priorities.

• Demonstrated success operating within a large, matrixed organization.

• Proficiency with CRM (e.g., Salesforce) and disciplined pipeline management.

Critical Skills & Capabilities

• Extensive hands on experience in renewal strategy, proposal leadership, and contract negotiations (CNBM).

• Strong financial acumen (pricing, margin, revenue retention, forecasting) and data driven decision making.

• Consultative/solution selling across a broad portfolio; ability to tailor value propositions to executive priorities.

• Enterprise-first mindset; cross-functional collaboration with Legal, Finance, Pricing, Operations, Product, IT, and Marketing.

• Consistent track record of protecting and extending existing revenue via strategy, relationships, and disciplined execution.

• Ability to represent CMM at industry events and convert engagement into qualified pipeline.

• Commitment to customer satisfaction and long-term strategic partnerships.