Senior Director, Contract Strategy & Pricing Execution - Ophthalmology
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Role Summary
The Senior Director, Contract Strategy leads the Ophthalmology Contract Strategy team (2 direct reports, 4 total) and is responsible for developing and refining payer/GPO/IDN contracting strategy for the Ophthalmology franchise, including traditional rebate agreements and value-based agreements; trains Account Managers on contracting strategy; manages RFPs/bid requests; leads financial analyses and pre-deal scenarios; informs business units and secures approvals for pricing decisions and negotiation sequencing; develops presentations for Pricing Committee; negotiates with key customers to close deals and enhance net revenue and product access; oversees the redline process to implement contracts.
Responsibilities
- Contract Strategy Development - Lead contracting strategies and tactics for Payer and GPO customers, aligning with brand access objectives and financial goals; coordinate with Pricing, Brand Teams, Account Management, and Access Strategy; serve as the primary contracting expert for Brand Teams, Access Strategy, and Pricing.
- Contract Negotiation Support - Initiate internal contract evaluation; assist Account Directors in negotiations; build relationships with key customer decision makers; maintain competitive marketplace posture; collaborate with Contract Operations and Legal during redline to implement compliant contracts.
- Insight Generation & Innovation - Facilitate internal/external insights on industry trends and competition; lead innovative contracting initiatives; partner with Insights & Analytics to predict contract activity and inform future development.
- Cross-Functional Partnerships - Work with Brand Teams, Account Management, Access Strategy, Pricing, Operations, Insights & Analytics, Legal; engage with internal leadership and customers; manage multiple negotiations and deadlines.
Qualifications
- Required: Bachelor’s degree in Marketing, Business Administration, Science or Pharmacy; 15+ years in US pharma/biotech/healthcare with experience in sales, marketing, financial analysis, contracting, or pricing; extensive customer-facing experience; account management, negotiation, and provider contracting/buy-and-bill experience.
- Preferred: Master’s degree; solid understanding of the US healthcare environment; experience building impact models and what-if analyses; ability to represent overall business unit impact.
Skills
- Strategic thinking and big-picture orientation
- Strong negotiation and strategic collaboration
- Financial modeling and scenario planning
- Contracting knowledge across payers, GPOs, and IDNs
- Executive presence and stakeholder management
Education
- Bachelor’s degree required; Master’s degree a plus
Additional Requirements
- On-site work policy may apply; travel as needed for business purposes