Director, Strategic Pricing & Contracting, Value and Access

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 assigned contracts related Payer, Institutional, GPO/Clinic 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.

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.

WHAT - Main Responsibilities

This role requires active engagement with senior leaders, cross functional partners and the entire V&A team to communicate opportunities for increased efficiency and effectiveness and to establish and administer key business processes.

Main Responsibilities

Oversight Of Market Access Contracts

• Lead negotiation of assigned Customer Contracts: Institutional/Hospital, GPO/Clinics, PBM/GPO Commercial, Medicare and Managed Medicaid Payers
• Own the contract development process, including working with cross-functional partners on pre-deal analytics, negotiations, and post-deal analytics/account GTN forecast
• 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 relating to various Customers
• 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
  
  

Oversight of Pricing Strategy

• Support development and execution of Product Portfolio Pricing and Contracting strategies, aligned with brand objectives, competitive environment and goal of ensuring optimal access
• Research and analyze the legislative environment and coordinate with Field Directors to provide innovative contracting recommendations for existing product strategies and new launches that align with business objectives.
• Understands 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)
  
  

Forecasting / GTN / Contracting Performance

• 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
  
  

HOW - Knowledge And Experience

Required Experience (essential):

• Previous experience with a focus on customer contracting and pricing preferred, 5-8 years desired
• Working knowledge of Gross-to-Net forecasting as it relates to customer contracts and segments
• Progressive business experience in either: Finance, Payer Account Management, Government Pricing, Contracting, or other related area
• Understanding of pharmaceutical pricing government programs and associated regulations and the ability to determine the resulting impact of Contract Strategies on GTN
• Experience with Pricing Research projects is a plus
• Experience with both Pharmacy and Medical benefit products, with knowledge of Rare Disease, Oncology and Neurology preferred
• Strong project management skills, setting and executing against deadlines and delivering on commitments
• Excellent communication and collaboration skill
  
  

Required Knowledge/Skills

• 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
  
  

Education / Certifications (essential): BA/BS in a related field is required

Education / Certifications (preferred): Master’s or MBA

Language(s) (essential): English

he annual base salary range for this position is $190,500 to $270,000

This job is eligible to participate in our short-term incentives program. At Ipsen we are proud to offer a comprehensive employee benefits package, including 401(k) with company contributions, group medical, dental and vision coverage, life and disability insurance, short- and long-term disability insurance, as well as flexible spending accounts. Ipsen also provides parental leave, paid time off, a discretionary winter shutdown, well-being allowance, commuter benefits, and much more.

The pay range displayed above is the range of base pay compensation within which Ipsen expects to pay for this role at the time of this posting. Individual compensation within this range depends on a variety of factors, including, but not limited to, prior education and experience, job-related knowledge and demonstrated skills.