The Senior Director, Contract Strategy is the leader of the Oncology and Branded Portfolio Contract Strategy team (2 direct reports, 3 total team members), responsible for the development, refinement of Payer/GPO/IDN contracting strategy for the Oncology and Branded Portfolio franchise, including traditional rebate agreements and innovative value-based agreements; trains Account Managers on contracting strategy; receives, prioritizes, and responds to RFPs and other bid requests submitted directly or through Account Managers; leads the development of financial analyses and pre-deal scenarios to develop bids and negotiation strategy; informs Business Units about contract negotiations and obtains approval of pricing decisions and negotiation sequencing; develops presentations and obtains Pricing Committee approval of contracting strategies and individual bids; negotiates directly with key customers, driving strategy and closing deals that maximize net revenue and product access; leads the redline process to commit agreed upon deal terms to executed contracts.
A typical day may include the following:Contract Strategy Development - Leading the development of contracting strategies and tactics for Payer and GPO customers, in alignment with brand access objectives and financial goals. Coordinates with Pricing, Brand Teams, Account Management, and Access Strategy to define competitive priorities and inform contracting tactics for products within the National and Regional Payer and GPO environment. Acting as the primary source for contracting insights and expertise to Brand Teams, Access Strategy, and Pricing to support development of contracting and pricing strategies, leveraging knowledge and expertise in healthcare reform, evolving customer dynamics and other governmental policies. Ensure consistent strategy is used across similar payers. Leading cross-contract strategy for all portfolio offers, inclusive of all books of business.
Contract Negotiation Support - Initiating the contract evaluation process internally. Assisting Account Directors with contract negotiations, either indirectly or directly with customers. Developing relationships with key customer decision makers in customer meetings and industry meetings, e.g. PCMA. Maintain a consistent, competitive approach to the marketplace, in alignment with Brand strategies and Compliance. Partner with Contract Operations and Legal throughout the redline process to commit agreed upon terms to compliant, executed contracts.
Facilitating and coordinating external and internal insight generation based on engagement with internal and external stakeholders regarding industry trends and competitive dynamics within the marketplace. Leading innovative contracting initiatives and define their implications on contract strategies for key customers. Working closely with Insights and Analytics to uncover and communicate key predictors of future contract activities and performance based on anticipated outcomes, and incorporate findings into future contract development
Critical Cross-Functional Partnerships: Brand Teams, Account Management, Access Strategy, Pricing, Operations, Insight & Analytics, Legal. Executive presence working with internal leadership and customers; the ability to push back on unreasonable demands while maintaining respectful partnerships. Demonstrated success in managing multiple ongoing negotiations and meeting deadline
To be considered, you must possess:Bachelor’s degree with a focus in Marketing, Business Administration, Science or Pharmacy, Accounting/ Finance preferred. Master’s degree a plus. Solid understanding of the U.S. Healthcare environment required. 15+ years of experience in US Pharma / biotech / healthcare industry, with experience in sales, marketing, financial analysis, contracting, and/or pricing preferred. Experience building impact models and what-if scenarios developing and representing overall business unit impact. Extensive customer-facing experience. Account management, negotiation experience and Provider contracting/buy and bill experience required.
Collaborates: Models collaboration across the organization. Facilitates an open dialogue with a wide variety of contributors and stakeholders. Balances contract strategy priorities with others’. Promotes high visibility of shared contributions to goals.
Business Insight: Has an in-depth understanding of how businesses work and make money. Is the first to spot possible future policies, practices, and trends in the organization, with competitors, and in the marketplace. Consistently applies a business critical lens and marketplace impact viewpoint when prioritizing goals.
Strategic Mindset: Sees the big picture, constantly imagines future scenarios, and creates strategies to sustain competitive advantage. Is a visionary and able to articulately paint credible pictures and visions of possibilities and likelihoods. Formulates clear strategy and maps the aggressive steps that will clearly accelerate the organization toward its strategic goals.
Does this sound like you? Apply now to take your first step towards living the Regeneron Way! We have an inclusive and diverse culture that provides comprehensive benefits, which often include (depending on location) health and wellness programs, fitness centers, equity awards, annual bonuses, and paid time off for eligible employees at all levels!
Regeneron is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion or belief (or lack thereof), sex, nationality, national or ethnic origin, civil status, age, citizenship status, membership of the Traveler community, sexual orientation, disability, genetic information, familial status, marital or registered civil partnership status, pregnancy or parental status, gender identity, gender reassignment, military or veteran status, or any other protected characteristic in accordance with applicable laws and regulations. The Company will also provide reasonable accommodation to the known disabilities or chronic illnesses of an otherwise qualified applicant for employment, unless the accommodation would impose undue hardship on the operation of the Company's business.
For roles in which the hired candidate will be working in the U.S., the salary ranges provided are shown in accordance with U.S. law and apply to U.S.-based positions. For roles which will be based in Japan and/or Canada, the salary ranges are shown in accordance with the applicable local law and currency. If you are outside the U.S, Japan or Canada, please speak with your recruiter about salaries and benefits in your location.
Please note that certain background checks will form part of the recruitment process. Background checks will be conducted in accordance with the law of the country where the position is based, including the type of background checks conducted. The purpose of carrying out such checks is for Regeneron to verify certain information regarding a candidate prior to the commencement of employment such as identity, right to work, educational qualifications etc.
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