Senior Director, Customer Segment Strategy - Channel & Distribution

Roche•South San Francisco, CA

1d•$217,400 - $403,700•Hybrid

About The Position

The Access and Contracting Segment Strategy Leader (Team Lead or IC) serves as an organizational leader and subject matter expert for the CMG organization and Genentech for a key customer segment (e.g., Channel & Distribution). They shape, evaluate and monitor the company’s respective access and contracting segment strategy. Within the Customer Segment Strategy organization, they play a critical role in the overall development and management of the function, overseeing individual(s) and/or directly creating access and contracting strategies for key customers. This includes providing contracting decision support and rationale, insights and recommendations on discounts, rebates, trends, negotiation strategies, and cross-portfolio considerations to national and regional/ecosystem account teams. Within the broader Commercial organization, they will be responsible for leading and influencing across Commercial (including CE leaders, Access Business Partners and Squad Leads, PA&A leadership, and others) on key customer segment risks, the “strategic fit” of opportunities, and aligning priorities while creating overarching segment level access strategies with proactive and insightful feedback loop between customer needs and product needs. They shape current and future access strategies across Genentech’s portfolio for their specific customer segment. To maximize their impact, the Segment Strategy Leaders must consider the short- and long-term impact of key trends, market events, and customer evolution on Genentech, thus providing support to the business to establish executable strategies for Customer Engagement that will positively impact Genentech’s bottom line.

Requirements

Bachelor’s Degree
10-15 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
8+ years of work experience in a Market Access function, and demonstrated leadership experience within the function
Broad and diversified US Market Access experience to include multiple therapeutic areas
Proven success in managing high performing teams, while acting as a coach and mentor to team members
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
Ability to mobilize cross-functional teams and deploy resources with an enterprise mindset
Deep understanding of reimbursement environment and strategy within a segment
Knowledgeable about the role of evidence generation in access
Strategic mindset for proactively identifying problems and generating solutions across a complex and changing environment

Nice To Haves

MBA or other advanced degree preferred

Responsibilities

Leads a team of individual(s) responsible for account-level access and/or contracting strategies within a customer segment, including insights and recommendations on discounts, rebates, trends, negotiation strategies, and cross-portfolio considerations to national and regional/ecosystem account teams and Squads.
Leads a cross-functional segment “pod” in the creation of access and contract strategies and decisions that balance GNE’s product access and financial goals. These pods are composed of senior leaders across relevant CE field teams, CCM (operations/ implementation) leaders, E4A leads, Access Business Partners, Account and Access Marketing, SAI, and others to identify, prioritize, and address key business questions within a priority segment.
Expertly advises Genentech senior leaders on contracting opportunities and risks related to account and segment strategy development and implementation, including contracting spend, trends, and competitive dynamics across accounts, and provides expert insights, guidance, and advice regarding strategic options to optimize portfolio performance within a specific customer segment.
Acts as conduit between managed care account management teams and home office strategic partners, including Squads and PCD, to align strategic planning efforts and ensure optimal outcomes between portfolio field teams and home office partner functions in account excellence and execution
Helps develop and manage the overall Policy, Evidence, and Access Strategy (PEAS) organization; taking a leadership role in defining, developing and overseeing implementation of a longer-range vision, strategy, plan and associated objectives for the overall function and team
Provides vision and strategic direction to your team, considering Genentech's overall business priorities in conjunction with brand and customer specific priorities when making decisions
Shapes and informs goals and priorities within the team, and with other parts of the organization, to develop and facilitate near-term and mid-term solutions, and facilitates implementation of these initiatives across the commercial organization.
Brings a collective leadership mindset to Policy, Evidence, and Access Strategy (PEAS), flowing work across CSS verticals, and across PEAS teams as appropriate, to ensure robustness of strategies and holistic perspectives.
Creates and fosters a culture that facilitate idea/knowledge sharing across team, and enables and requires employees at all levels to live our Operating Principles in all aspects of their work
Leads the development of strategies and recommendations to optimize Genentech's contracting effectiveness, patient access, and competitive advantage for all products within a customer segment.
Synthesizes key contract performance insights at an above-brand and cross-customer level within a segment, and shares those insights and perspectives with key stakeholders (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.
Identifies, analyzes, and monitors GNE’s portfolio contracting and external customer trends within a segment, and utilizes those insights to shape and influence contract decision-making and segment-level contracting strategy.
Stays abreast of macro trends in the healthcare environment and understands the implications of a rapidly-evolving marketplace that potentially impact current and/or future contracting activities and customer needs across Genentech’s product portfolio.
Anticipates market access and pricing/contracting risks and opportunities within Genentech, across a segment, and with key customers.
Creates a 3-5 year vision and contracting strategy that takes into account input from CE leaders, Access Business Partners, SAI, E4A (HEOR/evidence generation) leads, marketing, operations, and other key partners
Incorporates and aligns on key assumptions supporting customer contracting strategies and forecasts, and the ultimate strategy recommendation.
Leads or sponsors broader, above-brand strategic efforts impacting overall portfolio contracting strategies.
Actively participates in customer interactions as appropriate; and is “at the table” with key customer senior leaders (VP and above) in critical negotiations
Achieves specific and measurable targets for impact delivered through novel contracting solutions and channel expansion strategies, working with and on behalf of national and regional/ecosystem account teams
Partners closely with NAD and NS&CD Leaders, CE RVPs, HED/HDs, PEAS Leadership, and other cross-functional teams and internal stakeholders to inform contract decision-making and apply insights to build alignment on customer segment tailored access and contracting strategies
Advises CE Leadership, GPAA Leadership, Squads and Access Business Partners on account contracting and negotiation strategies
Partners with PCD colleagues on segment- and product-level contracting and distribution strategies and with field and operational teams to execute strategies in the marketplace
Develops and provides contracting education to CE partners, helping them to position an appropriate response to the customer and assess opportunities, ensure that they can embed access expertise within their own respective teams
Creates alignment with strategic thought partners, identifies pull-through opportunities, supports the teams development of account analytics, and creates space for effective contract execution and long-term access strategy work by customer segments
Provides a broader contracting POV delivering value back to the organization using Customer Segment’s unique vantage point
Anticipates competitive and customer reactions to negotiating tactics and strategy through competitive and customer negotiating game theory modeling and strategy development
Provides contracting support and customer segment insights to Customer Engagement teams to enable them to obtain best terms for Genentech and create win/win situations
Identifies and communicates key customer partnership opportunities and big picture contracting and access tradeoffs that Genentech needs to make