Director, US Market Access Payer Contracting

MSD•North Wales, PA

3d•Hybrid

About The Position

This position sits within the National Contract Operations and Supply Chain Team (NCOSC), which delivers best-in-class, end-to-end services aimed at providing affordable patient access, insightful customer experiences, and enriching employee experiences for IAM Contract Management, Service Agreement, Account Management, and Channel Strategy lifecycles. The Integrated Account Management (IAM) Team manages direct account and contract responsibility across the entire US health care system. The Director, US Market Access Payer Contracting reports to the Executive Director, US Market Access Contracting within the NCOSC Team. The Director will lead a team of Customer Managers to achieve profitable product access for all discounted/rebated customers across our company’s portfolio. This position oversees the contracts, contract systems, contracting process, and internal and external (vendor and customer) interactions associated with our contracts and contract proposals. The Director will help establish and implement the contract strategies for the following customer types: National and regional health plans (HP) and pharmacy benefit managers (PBM) in the Commercial, Managed Medicaid, and Medicare Part D segments Fee for Service Medicaid The US Market Access Payer Contracting Team acts as a unique and critical connection point in a dynamic environment to bridge field and internal stakeholders for the purpose of reaching mutually beneficial customer contracts. In close partnership with IAM Field Teams, Payer Marketing, and other key stakeholders, this role relies on deep customer knowledge, close collaboration with internal stakeholders, and analytical acumen to serve as the internal-facing customer advocate with fiduciary accountability. The team manages the end-to-end contract lifecycle from the development through implementation in coordination with field personnel for complex, integrated customers, including HP/PBM accounts who have a large national impact important to our company's portfolio of products. Incumbents in this role must have advanced proficiency in both cross-functional (e.g., communication, project management) and domain-specific (e.g., access strategy, financial acumen) competencies.

Requirements

BA/BS degree or equivalent
Minimum of 10 years’ experience in the pharmaceutical/healthcare industry engaged with marketing or account management
5+ years direct account management, customer contracting and financial analysis, customer marketing, and/or pharmaceutical supply chain experience
Deep working knowledge of PBMs and payers
Demonstrated ability to build strong external customer and internal relationships
Demonstrated ability to deliver on key initiatives and meet deadlines
Demonstrated ability to prioritize and work effectively in a fast-paced, dynamic environment
Demonstrated ability to negotiate, execute, and implement contracts
Demonstrated ability in strategic, relational, business-minded, analytical, and operational capabilities
Prior headquarters experience
Experience leading teams
Based in Upper Gwynedd, but able and willing to travel nationally and internationally, approximately 25%
340b Drug Pricing Program
Account Management
Brand Marketing
Business Risk Management
Channel Partner Marketing
Collaborative Development
Commercial Account Management
Contracting Strategies
Contract Management
Customer-Focused
Customer Marketing
Customer Relationship Management (CRM)
Data Analysis
Fast-Paced Environments
Financial Acumen
Financial Analysis
Interpersonal Relationships
Legal Interpretation
Marketing
Medicare Part D
Oncology Marketing
Payer Marketing
People Management
Pharmacy Benefits Management (PBM)

Nice To Haves

Advanced degree in a related discipline (e.g., MBA, Finance, Health Administration)
Field sales experience

Responsibilities

Set objectives and manage a team of Customer Managers who complete financial analyses, develop proposals, negotiate terms, and implement contracts with assigned customers to achieve profitable product access.
Staff the team and all other responsibilities of people management and leadership including professional and career development.
Establish and maintain meaningful relationships with contract decision makers inclusive of internal and external stakeholders.
Effectively build trust with the customer and internal personnel to drive timely business decisions.
Ensure contract strategies are implemented effectively and in compliance with required obligations (e.g., legal, financial).
Responsible for compliance with all relevant laws, regulations, and policies.
Work closely with the IAM Field Team leaders to ensure contracts are achieving their objectives.
Interpret legal language and understand its implications including identifying business-related areas of risk and exposure, in partnership with commercial attorneys or other internal counsel.
Drive collaboration among company stakeholders (e.g., CCE, Finance, Payer Marketing, GMAX, Legal) to work toward agreements that are mutually beneficial to the customer and our company.
Work closely with leaders in Payer Brand Marketing to provide input into product access contract strategy development or evolution over the product life cycle of our portfolio.
Oversee account performance and forecasting to meet contract forecast objectives.
Engage with senior leaders to provide business reviews and/or communicate financial contract scenarios.
Monitor marketplace trends and regulatory changes that could influence contracts.
Demonstrate awareness of and sensitivity by creating experiences for all customers and coworkers.
Utilize strengths and acceptance of team members, customers, or other individual stakeholders (e.g., in background or experience) to improve own performance and that of the team.