Director Pricing & Contracting Strategy

Company: GlaxoSmithKline
Location: Durham
Posted on: November 8, 2024

Job Description:

Site Name: Durham Blackwell Street, USA - Pennsylvania - PhiladelphiaPosted Date: Sep 6 2024Reporting to the Sr. Director Pricing & Contracting Strategy, the Director Pricing & Contracting Strategy is responsible for defining and designing short and long-term pricing & contracting strategies for a portfolio of products. The individual will develop, deploy, optimize, and monitor GSK's overall strategic direction within the key accounts sectors, including Payors, PBMs, Integrated Delivery Networks (IDNs), Integrated Health Systems (IHS), large group practices (community and institutional based), and other ancillary care providers impacting our business. Additional responsibilities include list pricing strategy for in-line and pipeline brands, management of ASP and reimbursement forecasting, and assessments of legislative changes to brands. These activities include helping shape value propositions, value evidence recommendations, environmental assessments and alignment with account-based resources, overall business planning, contracting, and other various activities across multiple customer channels. This role will coordinate closely with matrix stakeholders to ensure that the trends affecting the needs of our key customer base properly align with the brands' overall strategy and goals. This person will have a strong background in leading and presenting complex analytic projects, which will be used to influence brand strategy and ensure that contracting needs are incorporated. This person will provide marketing support to Account Leads, field teams, medical, and marketing as necessary. This individual will develop business cases to optimize short and long-term contract strategies where needed.Key Responsibilities:

• Define and design short and long-term pricing & contracting strategies for a portfolio of products
• Lead development of product launch pricing and contracting strategies
• Engage with all key stakeholders to effectively monitor current contract performance and inform on current/future state of business and competitive actions/offers impacted by competition and market trends
• Closely partner with all relevant stakeholders for tactical execution of contract strategy
• Focus on strong partnership with brand marketing and brand market access to ensure key account strategic and tactical alignment
• Partner with all stakeholders to help shape the annual business planning process for strategic customer engagement including pricing, contracting guidelines, and contract operations
• Develop business cases to support the contract review and approval processes including partnership with legal, brand marketing, market access, and finance
• Collaborate with other relevant stakeholders to ensure enablers for key customer and environmental strategies are in placeWhy You?Basic Qualifications:
  • BS/BA, 7+ years relevant pharmaceutical experience (e.g., Market Access, Pricing, Contract Analytics, Brand Marketing, Market Research, Finance, etc.)
  • Minimum of 3+ years of experience in navigating payer, provider, and legislative landscape and application of Pharmaceutical Marketing Competences (i.e., segmentation, customer insight, positioning, marketing mix)
  • Travel Required: 10-15%Preferred Qualifications:
    • MBA is preferred
    • Experience working with teams to develop payer and segment specific market insights and incorporating them into the brand/strategic planning process
    • Ability to combine data analysis with qualitative insights to identify and explain market access, brand, and above-brand drivers of business performance
    • Understanding of corporate finance fundamentals (gross & net sales, P&L inputs, gross margin, COGs, working capital, etc.)
    • Understanding of specialty trade channels, pricing, reimbursement, and appropriate market access strategies
    • Experience hiring and managing third-party vendors
    • Good understanding of provider reimbursement dynamics at a teach-it level to effectively guide team members (e.g., Average Sales Price [ASP], Net Cost Recovery [NCR], etc.)
    • Experience and understanding of US market access business dynamics and customer business models (PBMs, Health Plans, Providers, Pharmacies, Hospitals, Clinics, ASOCs etc.), mandated government pricing and US market access data analytics at a teach-it level
    • Experience working with a matrixed team in contract approval process, determining most efficient and effective way to operationalize strategy concepts, and liaising with Legal, Compliance, and Contract Operations groups to ensure contract strategies and operational considerations are fully vetted and documented
    • Excellent communication (written, verbal, and presentation), interpersonal influencing, and prioritization skills required with proven ability to influence across matrixed organizations including influencing without authority
    • Experience in the Specialty or Oncology space (exact area of responsibility to be determined based on organizational need and individual experience)
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Keywords: GlaxoSmithKline, Raleigh , Director Pricing & Contracting Strategy, Executive , Durham, North Carolina