Director, Strategic Pricing & Contracting — GTN & Access

Director, Strategic Pricing & Contracting

The Director, Strategic Pricing & Contracting is a key member of the Pricing & Contracting team within the broader Value & Access organization and is primarily responsible for the negotiation and execution of assigned contracts related Payer, Institutional, GPO/Clinic contracts. They will provide leadership and management oversight of Value & Access Contract processes by facilitating pre-and post-deal analytics, legal and financial negotiations, and ongoing oversight of timelines, RFP cycles and strategy changes.

The Director will be a strong partner with:
Brand, Account Management, Finance GTN team, Business Development, Government Pricing & Rebate Operations, Legal, and Payer Marketing to ensure appropriate identification and evaluation of contracting opportunities.

This role requires active engagement with senior leaders, cross functional partners and the entire V&A team to communicate opportunities for increased efficiency and effectiveness and to establish and administer key business processes.

• Lead negotiation of assigned Customer Contracts:
  Institutional/Hospital, GPO/Clinics, PBM/GPO Commercial, Medicare and Managed Medicaid Payers
• Own the contract development process, including working with cross-functional partners on pre-deal analytics, negotiations, and post-deal analytics/account GTN forecast
• Own the Contract development process, including working with cross-functional partners on pre-deal analytics, negotiations, and post-deal analytics/account GTN forecast
• Partner with Legal to draft and review multiple documents including, Bid Offers, Contracts, Amendments and Letters of Intent relating to various Customers
• 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
• Maintain a tracking calendar of bids/offers/renewals and coordinate communication of contract activities and execution status
• 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

• Support development and execution of Product Portfolio Pricing and Contracting strategies, aligned with brand objectives, competitive environment and goal of ensuring optimal access
• Research and analyze the legislative environment and coordinate with Field Directors to provide innovative contracting recommendations for existing product strategies and new launches that align with business objectives.
• Understands the prescription drug distribution channels, the economics of all stakeholders, and the rules and regulations concerning healthcare programs (including Medicare, Medicaid, 340B, and the Federal Supply Schedule (VA/DOD)

• 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

• Previous experience with a focus on customer contracting and pricing preferred, 5-8 years desired
• Working knowledge of Gross-to-Net forecasting as it relates to customer contracts and segments
• Progressive business experience in either:
  Finance, Payer Account Management, Government Pricing, Contracting, or other related area
• Understanding of pharmaceutical pricing government programs and associated regulations and the ability to determine the resulting impact of Contract Strategies on GTN
• Experience with Pricing Research projects is a plus
• Experience with both Pharmacy and Medical benefit products, with knowledge of Rare Disease, Oncology and Neurology preferred
• Strong project management skills, setting and executing against deadlines and delivering on commitments
• Excellent communication and collaboration skill

• Excellent strategic orientation and agility, with strong working knowledge of the pharmaceutical and biotechnology industries
• Deep working knowledge of the…