Director, Strategic Pricing and Contracting

Main Responsibilities

• Oversight of Market Access Contracts: Lead negotiation of Commercial, Medicare and Managed Medicaid Contracting, including contracts with Payers, Pharmacy Benefit Managers (PBMs/GPOs)
• Own the contract development process, including working with cross-functional partners on pre-deal analytics, negotiations, and post-deal analytics/account GTN forecast
• Participate directly in key customer meetings, as appropriate
• Develop, maintain and strengthen internal processes and documentation, working across the Brand, Finance, Legal and Value & Access teams
• Facilitate the transition of executed contracts to the appropriate operational team for implementation and/or adjudication, including outlining key terms and providing detailed explanations, as necessary
• Provide insights to the business that inform GTN forecasting, contracting, and pricing decisions and strategies, and general business planning
• Assist Account Managers with ad-hoc analysis, business planning, and contract performance review
• Use financial models to perform and verify calculations for business scenarios, as needed
• Advise on strategic and operational issues and requirements related to contract administration including any matters relating to rebate analysis and payments, as well as resolution of disputes on rebate claims
• Oversight of Pricing Strategy: Support development and execution of Rare Disease Product Portfolio Pricing and Contracting strategies, aligned with brand objectives, competitive environment and goal of ensuring optimal access
• Research and analyze the legislative and managed care environment and coordinate with Field Directors to provide innovative contracting recommendations for existing product strategies and new launches that align with business objectives
• Forecasting / GTN / Contracting Performance: Partner with Finance and Analytics departments to forecast volume and discounts by channel throughout the various financial forecasting and budgeting cycles
• Collaborate with Finance to assess GTN impact of various pricing & contracting strategies in development
• Evaluate effectiveness of contracting strategies and recommend adjustments to maximize performance
• Provide customer contract performance updates
• Business Development Evaluations: Key point of contact with BD team for evaluating product/portfolio opportunities within the US market
• Provide urgent Gross-to-Net estimate and potential WAC & Net Price recommendation to BD team, using analog database, market knowledge and GTN assumptions
• Able to consult on the potential impacts of Laws and Regulations (current and pending) with regard to current product portfolio and BD opportunities

Knowledge & Experience

• 5 years minimum Payer Contracting, Strategic Pricing and/or GTN analytics experience in the Pharmaceutical Industry
• Progressive business experience in either: Finance, Payer Account Management, Government Pricing, Contracting, or other related area
• Experience with both Pharmacy and Medical benefit products, with knowledge of Rare Disease, Oncology and Neurology preferred
• Understanding of pharmaceutical pricing government programs and associated regulations and the ability to determine the resulting impact of Contract Strategies on GTN
• Working knowledge of Gross-to-Net forecasting as it relates to customer contracts and segments
• Experience with Pricing Research projects is a plus
• Strong project management skills, setting and executing against deadlines and delivering on commitments
• Excellent communication and collaboration skill
• Strong influencing and negotiation skills with proven ability in effectively influence others without authority
• Outstanding partnering skills, has exceptionally strong and highly effective working relationships with internal and external partners/stakeholders
• Highly analytical and detail oriented, with the ability to define problems, research proposed solutions, analyze the short- and long-term implications, propose and present the results to key stakeholders and implement solutions
• Advanced Microsoft Excel, Word and PowerPoint skills
• Strong organizational and project management skills
• Strong interpersonal skills, customer service commitment, and detail orientation with the ability to work across the organization and external subject matter experts
• Be self-motivated, requiring minimal supervision, and able to contribute as a team player
• Able to multitask, shift gears and pivot when necessary, and be comfortable working under constant deadlines