Director, Strategic Pricing and Contracting

Ipsen•Cambridge, MA

2d•$190,500 - $260,000

About The Position

The Director, Strategic Pricing & Contracting is a key member of the Pricing & Contracting team within the broader Value & Access organization and is primarily responsible for the negotiation and execution of Commercial, Medicare and Managed Medicaid Payer contracts. They will provide leadership and management oversight of Value & Access Contract processes by facilitating pre-and post-deal analytics, legal and financial negotiations, and ongoing oversight of timelines, RFP cycles and strategy changes. This role will serve as the primary contact/support for Ipsen Business Development team’s US product pricing, access and GTN evaluation activities. This role will also be the lead for the Rare Disease product portfolio Strategic Pricing & Contracting activities. The Director will be a strong partner with: Brand, Account Management, Finance GTN team, Business Development, Government Pricing & Rebate Operations, Legal and Payer Marketing to ensure appropriate identification and evaluation of contracting opportunities.

Requirements

5 years minimum Payer Contracting, Strategic Pricing and/or GTN analytics experience in the Pharmaceutical Industry
Progressive business experience in either: Finance, Payer Account Management, Government Pricing, Contracting, or other related area
Experience with both Pharmacy and Medical benefit products, with knowledge of Rare Disease, Oncology and Neurology preferred
Understanding of pharmaceutical pricing government programs and associated regulations and the ability to determine the resulting impact of Contract Strategies on GTN
Working knowledge of Gross-to-Net forecasting as it relates to customer contracts and segments
Strong project management skills, setting and executing against deadlines and delivering on commitments
Excellent communication and collaboration skill
Excellent strategic orientation and agility, with strong working knowledge of the pharmaceutical and biotechnology industries
Deep working knowledge of the pharmaceutical and managed care industry including market dynamics, competitive landscape of formulary coverage, market share and profitability
Outstanding communication and presentation skills, with polished written and verbal communication skills, good listening skills and an ability to present complex and detailed information in an easy-to-understand manner
Strong influencing and negotiation skills with proven ability in effectively influence others without authority
Outstanding partnering skills, has exceptionally strong and highly effective working relationships with internal and external partners/stakeholders
Highly analytical and detail oriented, with the ability to define problems, research proposed solutions, analyze the short- and long-term implications, propose and present the results to key stakeholders and implement solutions
Advanced Microsoft Excel, Word and PowerPoint skills
Strong organizational and project management skills
Strong interpersonal skills, customer service commitment, and detail orientation with the ability to work across the organization and external subject matter experts
Be self-motivated, requiring minimal supervision, and able to contribute as a team player
Ability to multitask, shift gears and pivot when necessary, and be comfortable working under constant deadlines
BA/BS in a related field is required

Nice To Haves

Experience with Pricing Research projects is a plus
Master’s or MBA

Responsibilities

Lead negotiation of Commercial, Medicare and Managed Medicaid Contracting, including contracts with Payers, Pharmacy Benefit Managers (PBMs/GPOs)
Own the contract development process, including working with cross-functional partners on pre-deal analytics, negotiations, and post-deal analytics/account GTN forecast
Partner with Legal to draft and review multiple documents including, Bid Offers, Contracts, Amendments and Letters of Intent
Participate directly in key customer meetings, as appropriate
Develop, maintain and strengthen internal processes and documentation, working across the Brand, Finance, Legal and Value & Access teams
Maintain a tracking calendar of bids/offers/renewals and coordinate communication of contract activities and execution status
Facilitate the transition of executed contracts to the appropriate operational team for implementation and/or adjudication, including outlining key terms and providing detailed explanations, as necessary
Provide insights to the business that inform GTN forecasting, contracting, and pricing decisions and strategies, and general business planning
Assist Account Managers with ad-hoc analysis, business planning, and contract performance review
Use financial models to perform and verify calculations for business scenarios, as needed
Advise on strategic and operational issues and requirements related to contract administration including any matters relating to rebate analysis and payments, as well as resolution of disputes on rebate claims
Support development and execution of Rare Disease Product Portfolio Pricing and Contracting strategies, aligned with brand objectives, competitive environment and goal of ensuring optimal access
Research and analyze the legislative and managed care environment and coordinate with Field Directors to provide innovative contracting recommendations for existing product strategies and new launches that align with business objectives.
Understand the prescription drug distribution channels, the economics of all stakeholders, and the rules and regulations concerning healthcare programs (including Medicare, Medicaid, 340B, and the Federal Supply Schedule (VA/DOD)
Partner with Finance and Analytics departments to forecast volume and discounts by channel throughout the various financial forecasting and budgeting cycles
Collaborate with Finance to assess GTN impact of various pricing & contracting strategies in development
Evaluate effectiveness of contracting strategies and recommend adjustments to maximize performance
Provide customer contract performance updates
Key point of contact with BD team for evaluating product/portfolio opportunities within the US market
Provide urgent Gross-to-Net estimate and potential WAC & Net Price recommendation to BD team, using analog database, market knowledge and GTN assumptions
Able to consult on the potential impacts of Laws and Regulations (current and pending) with regard to current product portfolio and BD opportunities