Customer Segment Strategy, Director

Genentech•South San Francisco, CA

52d•Hybrid

About The Position

In this position, you will be responsible for leading the development of access and contracting strategy recommendations across Genentech's portfolio of products for key customers within a managed care segment, as well as leading high-impact cross-portfolio strategies. Specifically, this individual will be responsible for supporting the development and implementation of channel strategies (including traditional channels such as wholesalers, specialty distribution, Group Purchasing Organizations (GPOs), and emerging Direct to Patient (DTP)/Hybrid models). This role acts as a critical subject matter expert within a segment, providing analytical rigor, strategic recommendations and thought partnership, and negotiation strategy to Customer Engagement (CE) Account Teams and Market Access leaders. This role serves as a liaison between CE Account Teams, Squads, and Pricing, Contracting, and Distribution (PCD) leads for a product or Therapeutic Area (TA), and plays a crucial part in developing and executing customer segment strategy, utilizing a customer-centric approach to assess access and pricing impacts. This work includes effectively leading cross-functional strategy development teams in a dynamic environment, establishing clear and effective priorities and communication across the organization,and building collaborative relationships with senior leaders within Customer Engagement, Public Affairs & Access, Squads, and others. The outputs of this work have direct and meaningful impacts on GNE's P&L, patient access for products across GNE's portfolio, account engagement and partnership, and on GNE's ability to compete effectively. This work requires considerable managed care and contracting expertise, deep subject matter expertise in a particular segment, and a customer-centric approach.

Requirements

Bachelor's Degree in relevant discipline
You have 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
Demonstrated success collaborating with and influencing amongst cross functional teams
Strategic mindset for proactively identifying problems and generating solutions across a complex and changing environment
Excellent verbal and written communication skills with an ability to effectively present to and engage with a wide range of audiences
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

Nice To Haves

MBA or other advanced degree

Responsibilities

Leads the development of access & contracting strategies and recommendations, from strategy through execution, to maximize patient access and protect Genentech's profitability across all products and multiple key customers within a segment.
Serves as a liaison between CE Account Teams, PCD, and Squad/Access Business Partners to develop customer strategies aligned with Brand/TA priorities.
Navigates substantial ambiguity and leads high-impact, cross-portfolio initiatives to develop access and contracting strategies for new customer types, new segments, and/or TAs or segments requiring innovative access approaches or where GNE has limited experience.
Articulates and incorporates operational feasibility & complexities, as well as cross-portfolio implications, into strategic recommendations.
Informs contracting strategies with execution and pull-through recommendations
Provides negotiation support to account teams by clarifying the rationale behind access strategies, anticipating customer reactions and needs, and providing relevant negotiation talking points as appropriate
Participates in customer-facing engagements and negotiations, as appropriate
Synthesizes key contract performance insights across multiple key customers within a segment, and identifies and shares scalable insights or key learnings with relevant leaders (e.g., Squad Leads, CE National and Regional VPs, Access Steering Committee, and others as appropriate) to inform contract decision-making and influence product-level contracting strategies.
Supports strategic account planning with key customers, considering future customer capabilities, brand and portfolio objectives and evolution, and shared priorities across both Genentech and key customers in the near- and mid-term.
Leverages customer insights and incorporates the customer's perspective to shape the account landscape concerning access and contracting challenges, then translating these insights into actionable solutions to address and resolve these issues
Exploring, developing and maintaining access and contracting strategies that span multiple customer segments (including national and regional payers, Community Providers, hospitals, 340B entities, channel, etc).
Identifies and analyzes key internal or external trends (including customer evolution, policy reform, industry shifts, and other events) to anticipate unforeseen challenges and translate these insights into customer-level impact
Leading and/or supporting ongoing market research efforts to inform access and contracting strategies, which may include selecting, contracting, managing, and providing strategic direction for a vendor team.
Supporting US Leadership Team (USLT) deliverables and ensuring collaboration across multitude of US Commercial Units (USLT, CELT, Account Managers, Squad Leaders, Access Partners, CCM LT, External Affairs, PCD and Policy, Evidence, & Access LT)
Collaborates closely with multiple CSS leaders as strategies may have implications to and interdependencies with other customers and segments, often influencing priorities, flowing and evolving work, and partnering across teams on strategic points of view
Collaborates closely with broad sets of stakeholders across multiple functions, including CE Account Teams, Policy and External Affairs, PCD, CCM colleagues (Managed Care Contracts, Customer SI, Government Programs, etc. as appropriate), SAI, Marketing, and others to generate insights and develop holistic customer solutions that align with organizational/TA goals
Partnering with and influencing CE Leadership (NAMs/HEDs/HDs), Squad Leads, Access Business Partners, Channel & Contract Management teams, Marketing, Legal, and others on access and contracting strategies for key customers within a segment
Providing guidance to USLT members as appropriate on key customer engagements and contracting approaches to inform contracting-related strategy decisions for the portfolio.
Providing strategic input / guidance on policy efforts led by External Affairs, Legal and Govt Pricing that may impact pricing and contracting efforts
Connects with Segment and Regional account leadership in assigned areas to build alliances with targeted customer engagements, address any practice or facility specific reimbursement challenges and identify areas of partnership supporting current and future Genentech products
Upskill Access knowledge across both CE, Marketing, and Squads