Director, Strategic Pricing and Contracting

Role Summary

Director, Strategic Pricing and Contracting leads the end-to-end pre-deal evaluation to contract development and negotiation process for Novo Nordisk's top PBM/payer accounts. Serves as PCOR Account Lead, guiding deals from pre-deal assessment through contract execution, including business cases for Pricing Committee, offer development, negotiation, and pre-deal forecasting. Manages a portfolio of multi-billion dollar accounts and collaborates with national and regional teams to secure market access at sustainable pricing.

Responsibilities

• Pre-Deal:
  • Contribute to the Contract Assessment Model (CAM) to drive data-driven decisions, incorporate prior deal learnings, and develop account-based forecasts.
  • Model pricing sensitivity by product and payer; own pre-deal forecasts around volume, market share, and net sales at the account level.
  • Learn customer economics and factors affecting deal decisions; craft offers to secure access within Pricing Committee mandate while protecting company financials.
  • Implement Net Pricing Strategy and determine optimal net prices to secure/formulate sustainable access while meeting profitability targets.
  • Oversee preparation of Pricing Committee business cases; own deal evaluation and offer development; present to Pricing Committee and Pre-PC; ensure alignment and rigorous business cases.
  • Provide updates on contract performance issues and analyze pricing decision impacts on profitability.
• Contract Development:
  • Manage Contract Managers who author templates; direct development, drafting, and negotiation of contract language with customers; ensure terms align with contracting strategy and legal/regulatory guidelines.
  • Mitigate risk while maintaining market access; inform senior leadership of key contract risks; ensure timely contract execution.
  • Engage stakeholders and maintain cross-functional communication regarding deal-to-contract status.
• Value Based Contracting:
  • Develop and execute Value Based Contracts (VBCs) for innovative pilots; collaborate with Market Access Innovation on VBC structure.
  • Work with PCOR and other NNI groups to ensure accurate pricing and product information; develop tools for better profitability assessment.
  • Train and mentor new team members; forecast contracting events impacting company performance in collaboration with Pricing Insights.

Qualifications

• Required: Bachelor's degree (or equivalent experience).
• Required: Minimum 10 years of relevant experience in pricing, contracting, forecasting, and financial modeling; pharmaceutical experience preferred.
• Required: Minimum 2 years of supervisory experience.
• Required: Advanced analytical, quantitative, and qualitative analysis skills.
• Required: Advanced proficiency in Microsoft Excel, Access, PowerPoint, and other key platforms.
• Required: Ability to deliver messages and presentations to an executive audience clearly and confidently.
• Required: Ability to manage multiple internal relationships at all levels of the business; demonstrated leadership and influence capabilities.

Skills

• Strategic thinking, pricing strategy, and contract negotiation
• Payer modeling and forecasting
• Financial analysis and business case development
• Stakeholder management and cross-functional collaboration
• Mentoring and developing team members

Education

• Bachelor’s degree required (relevant experience may be substituted for degree).

Additional Requirements

• 10-20% overnight travel required.