Director, Strategic Pricing & Contracting, Value and Access

Director, Strategic Pricing & Contracting

Ipsen is a mid-sized global biopharmaceutical company with a focus on transformative medicines in three therapeutic areas:
Oncology, Rare Disease and Neuroscience. Supported by nearly 100 years of development experience, with global hubs in the U.S., France and the U.K, we tackle areas of high unmet medical need through research and innovation.

Our passionate teams in more than 40 countries are focused on what matters and endeavor every day to bring medicines to patients in 88 countries. We build a workplace that champions human-centric leadership and fosters a culture of collaboration, excellence and impact. At Ipsen, every individual is empowered to be their true selves, grow and thrive alongside the company's success. Join us on our journey towards sustainable growth, creating real impact on patients and society!

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.

• Oversight of Market Access Contracts:
• 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
• 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
• Oversight of Pricing Strategy
• 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)
• 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

Required Experience (essential):

• 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…