Director, Contract Strategy

Regeneron Pharmaceuticals

8d

About The Position

The Contract Strategy team has responsibility for developing contracting strategies leveraging complex data analysis while identifying potential risks and balancing the needs of the business against Regeneron capabilities and compliance requirements. The Director, Contract Strategy will own specific accounts and business segments (either IDNs, GPOs, Payer) for the purpose of strategy development. The Director, Contract Strategy is a proven leader supporting the development, refinement of Payer/GPO contracting strategy for the Ophthalmology portfolio, including traditional rebate agreements and innovative value-based agreements; trains Account Managers on contracting strategy; partners closely with the Senior Director, Contract Strategy, Ophthalmology to review, prioritize, and respond to RFPs and other bid requests submitted directly or through Account Managers; owns and manages the development of financial analyses and pre-deal scenarios to develop bids and negotiation strategy; support internal and external negotiations and obtains approval of pricing decisions and negotiation sequencing; supports presentation development and obtains Pricing Committee approval of contracting strategies and individual bids; Supports customer negotiation, driving strategy and closing deals that maximize net revenue and product access; supports the redline process to commit agreed upon deal terms to executed contracts. A typical day may include: Contract Strategy Management and Development In partnership with the Senior Director, drive the Contract Strategy team’s development of contracting programs and strategies in partnership with all key stakeholders Deliver all projects / programs against targeted timelines Develop contracting communications (value summaries, etc.) that clearly outline contract value and position Regeneron for success Assemble key cross-functional stakeholders to ensure alignment on innovative contracting strategies / analytics Analyses Develop new analytical processes and frameworks to support contracting efforts including customer analyses, pre-deal and contract performance analytics that can be standardized for use by Contract Strategy, leveraging feedback from Account Management Perform ad hoc analyses as needed, and represent Contract Strategy in any broader data-related discussions or programs Strategic Thinking Leverage in-depth knowledge of complex customers, markets, and industry strategies to deliver value through proven contract strategies Deliver data-driven recommendations to Contract Strategy leads and other internal colleagues to drive implementation of new strategies Advanced knowledge of payer market dynamics, GPOs, institutional customers, knowledge of financial transactions across the pharmaceutical product distribution channel Provide guidance on the impact of pricing Propose recommendations to Contract Strategy Leads / Account Management / Operations on contract strategies and the development of contract while ensuring operationalization and compliance Relationship Management Foster relationships with internal partners such as Legal, Brand, Account Management, in order to successfully manage the contract development lifecycle Coach key stakeholders on contract strategy and management to provide contracting insights that drive business success Manage key account relationships and align on common business objectives; participate in key customer contract negotiations leading the Contract Strategy input developing critical relationships with external customers and partners Manage conflict with confidence while maintaining positive, productive relationships with internal stakeholders and external customers

Requirements

• Bachelor’s degree with a focus in Marketing, Business Administration, Science or Pharmacy, Accounting/ Finance preferred.
• Solid understanding of the U.S. Healthcare environment required.
• 12+ years of experience in US Pharma / biotech / healthcare industry, with experience in sales, marketing, financial analysis, contracting, and/or pricing preferred.
• Experience building impact models and what-if scenarios developing and representing overall business unit impact.
• Extensive customer-facing experience.
• Account management, negotiation experience and Provider contracting/buy and bill experience required.
• Extensive contract management and administration, contract strategy creation, contract authoring experience, and experience in leading negotiations are all critical characteristics for the successful candidate to possess.
• The position will require proficiency in translating business strategies and challenges into successful contract programs based in smart analytics.

Nice To Haves

• Master’s degree a plus.

Responsibilities

• In partnership with the Senior Director, drive the Contract Strategy team’s development of contracting programs and strategies in partnership with all key stakeholders
• Deliver all projects / programs against targeted timelines
• Develop contracting communications (value summaries, etc.) that clearly outline contract value and position Regeneron for success
• Assemble key cross-functional stakeholders to ensure alignment on innovative contracting strategies / analytics
• Develop new analytical processes and frameworks to support contracting efforts including customer analyses, pre-deal and contract performance analytics that can be standardized for use by Contract Strategy, leveraging feedback from Account Management
• Perform ad hoc analyses as needed, and represent Contract Strategy in any broader data-related discussions or programs
• Leverage in-depth knowledge of complex customers, markets, and industry strategies to deliver value through proven contract strategies
• Deliver data-driven recommendations to Contract Strategy leads and other internal colleagues to drive implementation of new strategies
• Advanced knowledge of payer market dynamics, GPOs, institutional customers, knowledge of financial transactions across the pharmaceutical product distribution channel
• Provide guidance on the impact of pricing
• Propose recommendations to Contract Strategy Leads / Account Management / Operations on contract strategies and the development of contract while ensuring operationalization and compliance
• Foster relationships with internal partners such as Legal, Brand, Account Management, in order to successfully manage the contract development lifecycle
• Coach key stakeholders on contract strategy and management to provide contracting insights that drive business success
• Manage key account relationships and align on common business objectives; participate in key customer contract negotiations leading the Contract Strategy input developing critical relationships with external customers and partners
• Manage conflict with confidence while maintaining positive, productive relationships with internal stakeholders and external customers

Benefits

• We have an inclusive culture that provides comprehensive benefits, which vary by location. In the U.S., benefits may include health and wellness programs (including medical, dental, vision, life, and disability insurance), fitness centers, 401(k) company match, family support benefits, equity awards, annual bonuses, paid time off, and paid leaves (e.g., military and parental leave) for eligible employees at all levels!
• For additional information about Regeneron benefits in the US, please visit https://careers.regeneron.com/en/working-at-regeneron/total-rewards/.
• For other countries’ specific benefits, please speak to your recruiter.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees