ED, Payer & Pricing Strategy

Role Summary

Remote in the United States (some legal-entity restrictions may apply); relocation is not provided. Travel expectations (domestic and/or international) will be defined by the hiring manager, with up to 20% travel. The Executive Director, Payer and Pricing Strategy leads national and regional payer accounts representing up to 30% of US Commercial Gross Sales, directing account development and payer engagement to position Novartis brands on payer formularies. The role develops account-specific contracting, value propositions and outcomes-based pricing programs, negotiating and implementing customer contracts for assigned accounts and working cross-functionally to meet external customer and internal business needs. It also drives optimal US Commercial pricing across one of the four therapeutic areas, overseeing pricing for in-line, launch and pipeline products.

Responsibilities

• Lead the pricing and contracting function for assigned new and in-line products focusing on the full commercialization continuum to develop pricing, contracting and channel strategies for optimal patient access and profitability
• Manages a team of Directors and Associate Directors and provides constant feedback and motivation to team members to drive towards common access and sales goals for the US Commercial business
• Responsible for complete business ownership of assigned National and Regional Accounts; develops account specific and portfolio contract strategies in line with Business Unit sales goals and customer needs; aligns Account strategy with other key Sales, Marketing, Medical and Market Access functions and ensures cross-functional support
• Drive strategic account development integrating deeper and broader with large payers to gather competitive intelligence and customer insights to better position NVS brands on payer formularies and lead contract negotiations with key assigned Accounts
• Creates and implements contract strategies designed to build long-term relationships with assigned accounts, based on deep understanding of the customer organization, structure, business strategy and priorities
• Builds senior level relationships with significant national and regional customers and stakeholders; interfaces with key customers to understand their needs, perspective, and issues while recruiting customer sources to deliver competitive intelligence and customer insights in order to effectively guide and design effective customer strategies

Qualifications

• Education: Bachelor’s degree or equivalent education/degree required; MBA or equivalent preferred
• A minimum of 10 years in the pharmaceutical industry with significant experience in at least 1 of the following areas: Finance, Market Access, Business Development, or other relevant pharmaceutical industry areas
• Thorough understanding, knowledge of and experience with US healthcare economics and the drivers of pharmaceutical demand, including pricing and reimbursement
• Extensive experience in healthcare contracting and critical understanding of PBM, National and Regional Health Plan business, Medicare Part D, Medicare Part B and changing market landscape
• Proficient in Microsoft Office, particularly PowerPoint and Excel
• Proven ability to navigate complex customers and build relationships across all key stakeholders, including executive management
• Demonstrated prioritization, organizational and analytical skills as well as the ability to create solutions for complex processes and procedures
• Inspirational leadership with significant leadership experience and a high level of self-awareness and curiosity with focus on empowering others
• Demonstrates high degree of emotional intelligence, adaptability and creativity in solution-oriented ideation – results-oriented, fails fast to learn faster, and embodies an agile, growth mindset

Education

• Bachelor’s degree or equivalent required; MBA or equivalent preferred

Additional Requirements

• Travel: Up to 20% domestically and internationally
• Location: Remote work within the United States; relocation not provided