Head of Contracts & Pricing

Role Summary

Head of Contracts & Pricing

Responsibilities

• Guides the evaluation of new pricing and contracting opportunities, and evaluation of identified leads to determining which possibilities meet the business unit objectives (financial and strategic) and establishment of the appropriate business steps to capitalize on these opportunities.
• Enhancing and managing processes across all access contracting decisions and implementing procedures to align cross-functional teams among access, government pricing, legal, marketing and compliance operations
• Leading Pricing Governance Committee, Contract Assessments, Business Case Modeling and Analysis
• Lead development and/or refresh business rules and playbooks that include appropriate reporting and compliance
• Chair the Pricing Committee (comprised of senior leadership from sales, patient value & access, marketing, finance and legal) that is responsible for the pricing and contracting strategy across all US oncology customer segments. Frame strategic issues and define the decision-making process for both high-level strategy and individual contract proposals; Committee recommendations are presented to Senior Management for approval.
• Responsible for identifying information needs and conducting quantitative analysis of pricing and contracting matters. Manage all advanced market analytics and synthesis of information from internal and external sources to develop complex models that compare alternative scenarios, strategies and terms.
• Manage and model GPO and VBA contract business cases and analytics
• Oversee Gross to Net (GTN) forecast and models and partner with forecasting and finance to ensure price, discounts, rebate calculations and environmental risks are conveyed, understood, and incorporated into financial projections for US OBU.
• Lead pricing analytics for in-line products and apply strategic thinking around pricing to ensure appropriate contracts for all commercial Oncology products meet the overall business goals; balance ASP, price, share, and net revenue, especially for late-stage products with generics.
• Own and present recommendations to the US Oncology Leadership Team (US OLT).
• Lead contract development with key payers ‚Äì HMOs and PBMs; Government (VA, FSS, Medicaid, DOD); Oncology GPOs; track and evaluate contract performance.
• Help set Patient Value and Access office-based and field team goals and ensure measures, metrics, and reports are in place to track progress. Partner with Insights & Analytics and IT to incorporate measures into CRM and reporting tools and oversee development of reports to guide business activities.
• Train, coach, and develop staff in pricing, contracting, and market analytics to ensure adequate commercial capabilities as the portfolio expands.

Qualifications

• Bachelor‚Äôs Degree required, MBA preferred
• 12+ years of relevant experience required
• Ability to analyze situations and data, synthesize and communicate results, and create recommendations and solutions to business problems
• Experience in the pharmaceutical marketplace and expert knowledge in pricing, market, and market access nuances of both oral and injectable Oncology products
• Expert in Government price, GTN calculations; internal expert and consultant to sales, marketing, and CFO
• In-depth knowledge in obtaining reimbursement with third party payers, Medicare Parts D and B, Medicaid, VA/DOD, and integrated payer systems
• Expert understanding of provider-focused reimbursement strategies and support
• Strong understanding of innovative pricing models and demonstrated pricing methodology expertise
• Leadership, influencing, strategic planning, organization, decision-making, change management, and problem-solving skills
• Excellent written and verbal communication to convey strategic and technical market access information to executives and staff
• Strategic enterprise thinking to serve patients and support business goals

Skills

• Pricing strategy
• Contracting and negotiations
• Market access analytics
• GTN forecasting and modeling
• GPO/VBA contract analysis
• Cross-functional leadership
• Data analysis and modeling
• Reporting and metrics
• Health economics fundamentals
• Payer relationship management

Education

• Bachelor‚Äôs Degree required; MBA preferred