Customer Segment Strategy Director, 340B

Roche•South San Francisco, CA

23d•Remote

About The Position

This Customer Segment Strategy - 340B, Director position is responsible for leading the development and implementation of access and contracting strategy recommendations, including high-impact cross-portfolio strategies, with a specific focus on 340B strategies. The role acts as a critical subject matter expert, providing strategic recommendations, analytical rigor, thought partnership, and negotiation support to Customer Engagement (CE) Account Teams and Market Access leaders. Serving as a key liaison between CE, Squads, and Pricing, Contracting, and Distribution (PCD), this individual is crucial for executing customer segment strategy with a customer-centric approach to assess access and pricing impacts. This work, which includes effectively leading cross-functional strategy teams, has direct and meaningful impacts on GNE’s P&L and patient access, and requires considerable managed care and contracting expertise, deep segment subject matter expertise, and a customer-centric mindset. Key Job Responsibilities Functional Expertise & Strategic Planning Leads the development and execution of access and contracting strategies for all products across multiple key customers within the 340B segment to maximize patient access and protect profitability. Leads high-impact, cross-portfolio initiatives for new customer types or segments requiring innovative access approaches. Serves as a key liaison between CE Account Teams, PCD, External Affairs, Legal, and Squad/Access Business Partners to align customer strategies with Brand/TA priorities. Articulates and incorporates operational feasibility, complexities, and cross-portfolio implications into strategic recommendations. Provides direct negotiation support to account teams, including anticipating customer reactions and providing relevant talking points. Synthesizes key contract performance insights across 340B customers to identify scalable insights for leaders to inform contract decision-making. Identifies and analyzes key internal or external trends (e.g., customer evolution, policy reform) and leads market research to inform access and contracting strategies. Cross-functional Collaboration and Education Collaborates closely with multiple CSS leaders to manage strategic interdependencies across customer segments. Collaborates with broad sets of stakeholders across multiple functions (CE, Policy/External Affairs, PCD, CCM, SAI, Marketing, etc.) to generate insights and develop holistic customer solutions. Partners with and influences CE Leadership, Squad Leads, and other cross-functional teams (Legal, External Affairs, etc.) on access and contracting strategies for key customers. Provides guidance to USLT members on key customer engagements and contracting approaches to inform portfolio strategy decisions. Provides strategic input/guidance on policy efforts led by External Affairs, Legal, and Govt Pricing that may impact pricing and contracting. Connects with Segment and Regional account leadership to build alliances, address reimbursement challenges, and identify partnership areas. Upskills Access knowledge across Customer Engagement (CE), Marketing, and Squads. We are looking for people who are strong leaders ready to make a difference in how Genentech approaches access, and to drive and influence cross functional decision making. We are also looking for someone who is comfortable tackling the unknown, collaborative, agile, and able to ruthlessly prioritize. Critical skills you will bring to the role include: Commercial Strategist: Ability to identify potential threats, mitigate risks and leverage emerging opportunities in a constantly-evolving landscape Data-Driven: Demonstrates analytical dexterity; utilizes data and trends to inform a strategic direction Influences Without Authority: Ability to influence a broad set of stakeholders; strong negotiation skills Excellent Communicator, with demonstrated ability to flex communication styles and tactics to resonate with various audiences Customer-Minded: Balances customer needs and internal priorities to create win-win solutions Segment Expert: Expert understanding of managed care, and subject matter expert within relevant customer segment

Requirements

Bachelor’s Degree in relevant discipline
8-12 years of relevant work experience in the pharmaceutical industry, such as: direct customer experience in relevant segment (PREFERRED), payer or contracting strategy, account management, consulting, market analysis, health economics, distribution strategy, and/or managed care finance
5+ years of work experience in a Market Access function
Broad and diversified US Market Access experience to include multiple therapeutic areas
Expert in pricing, contracting, distribution and/or policy strategies within US segment landscape
Significant experience in developing and executing access strategies
Excellent communication skills, and demonstrated ability to guide development of messaging to both internal stakeholders and external facing customers
Deep understanding of reimbursement environment and strategy within a segment
Ability to identify potential threats, mitigate risks and leverage emerging opportunities in a constantly-evolving landscape
Demonstrates analytical dexterity; utilizes data and trends to inform a strategic direction
Ability to influence a broad set of stakeholders; strong negotiation skills
Expert understanding of managed care, and subject matter expert within relevant customer segment

Nice To Haves

MBA or other advanced degree

Responsibilities

Leads the development and execution of access and contracting strategies for all products across multiple key customers within the 340B segment to maximize patient access and protect profitability.
Leads high-impact, cross-portfolio initiatives for new customer types or segments requiring innovative access approaches.
Serves as a key liaison between CE Account Teams, PCD, External Affairs, Legal, and Squad/Access Business Partners to align customer strategies with Brand/TA priorities.
Articulates and incorporates operational feasibility, complexities, and cross-portfolio implications into strategic recommendations.
Provides direct negotiation support to account teams, including anticipating customer reactions and providing relevant talking points.
Synthesizes key contract performance insights across 340B customers to identify scalable insights for leaders to inform contract decision-making.
Identifies and analyzes key internal or external trends (e.g., customer evolution, policy reform) and leads market research to inform access and contracting strategies.
Collaborates closely with multiple CSS leaders to manage strategic interdependencies across customer segments.
Collaborates with broad sets of stakeholders across multiple functions (CE, Policy/External Affairs, PCD, CCM, SAI, Marketing, etc.) to generate insights and develop holistic customer solutions.
Partners with and influences CE Leadership, Squad Leads, and other cross-functional teams (Legal, External Affairs, etc.) on access and contracting strategies for key customers.
Provides guidance to USLT members on key customer engagements and contracting approaches to inform portfolio strategy decisions.
Provides strategic input/guidance on policy efforts led by External Affairs, Legal, and Govt Pricing that may impact pricing and contracting.
Connects with Segment and Regional account leadership to build alliances, address reimbursement challenges, and identify partnership areas.
Upskills Access knowledge across Customer Engagement (CE), Marketing, and Squads.