Director - Market Access - Pricing and Contracting Strategy

Plainsboro, NJ

Ambulatory Health Care Services

About the position

Formulates, leads and executes the pricing and contracting strategy for a key Novo Nordisk product category. Collaborates with internal and external stakeholders to leverage and implement knowledge of reimbursement, managed care and healthcare policy to develop execution strategies and processes to ensure attainment of market access business objectives. Responsible for both inline and pipeline/launch products for aligned therapeutic / franchise area(s).

Responsibilities

• Develops the list price strategy for inline products and oversees its tactical execution
• Oversees and leads pricing and contracting strategy, playbook, and guideline development for all new product launches within responsible therapeutic area
• Works with New Product Commercialization, Marketing and Global Market Access to develop pricing scenarios and strategy for all pipeline products starting in Phase II clinical trials
• Leads assessment of investments in payer contracts and patient copay programs
• Leads the optimization of the contracting strategy and roadmap development for the Commercial, Part D and non-retail segments
• Actively contributes to development, approval, and execution of portfolio access and pricing strategies
• Responsible for ensuring newly developed pricing and contracting strategies get communicated well in advance of implementation to PCOR and Finance
• Monitors US list price and contracting environment for pharmaceutical products
• Develops pricing strategy consistent with customer and market indicators and overall portfolio strategy
• Leverages understanding of the competitive landscape to anticipate and pre-empt future competitor moves
• Works proactively and closely with Value Communications colleagues in supporting appropriate internal and external communication of pricing and contracting strategies
• Works closely with Strategy & Portfolio Innovation on how to design and implement innovative contracting concepts
• Co-Leads and supports the development of key payer engagement tools, programs, and execution plans
• Liaise with PCOR to monitor the existing deals - comparing actual results against projected KPIs
• Collaborates with Value Communication partners to ensure that access strategies are aligned with portfolio/brand segment positioning
• Works collaboratively with Contracting Strategy colleagues, Value Communications, Strategy & Portfolio Innovation, PCOR, Brands, Health Economics, Medical Affairs, Account Executives, Analytics, and Global Pricing
• Leads the analysis of the impact on pricing decisions/recommendations on Average Realized Price/profitability
• Leads and takes ownership of market research as it relates to specific payer/reimbursement issues
• Leads the yearly review of current pricing strategies and owns the process for developing recommendations for the next calendar year
• Proactively drives price sensitivity/price elasticity studies for new and in-line products
• Participates directly in key customer meetings, as appropriate
• Develops content for Pricing Committee meetings, as appropriate
• Develops and maintains relationships with key customer executives
• Develops and oversees implementation of key metrics
• Regularly reviews current program progress to accomplish goals
• Adheres to administrative policies and procedures and encourages others to do the same
• Contributes to practices that attract and retain the best people

Requirements

• A Bachelor's Degree in Business or equivalent experience; MBA or another advanced degree preferred
• A minimum of twelve (12) years of experience in pricing, contracting, managed markets strategy, or value communication
• A minimum of six (6) years of experience in the US or global healthcare or pharmaceutical industry
• A minimum of three (3) years of leadership experience preferred
• A minimum of three (3) years of experience in managed markets analytics, financial modeling of pricing and contracting scenarios
• Strong understanding of the US payer environment, payer market dynamics, payer marketing principles
• Strong interpersonal, communication, analytical and project management skills
• Ability to translate strategies into measurable tactical programs that have high ROI
• Requires leadership skills with the ability to develop and communicate a vision and engage people in that vision
• Ability to access and influence various functional areas and motivate groups to action without direct line management responsibility