Job Description
Gilead's mission is to discover, develop, and deliver therapies that will improve the lives of patients with life-threatening illnesses worldwide. The Senior Director of US Contracting & Pricing Strategy, reports directly to the Executive Director of Market Access Strategy. This role will sit on-site in Foster City, CA.
This position leads a small team (5 people) responsible for Contracting and Pricing for Gilead’s portfolio of Virology products. Leads development of gross-to-net strategy across payer/provider/channel for assigned Therapeutic areas (TAs) and ensures an aligned value story. Development of a payer and provider contracting strategy that aligns with long-term value positioning of in-line brands, pipeline, and the overall therapeutic areas through these three main components:
- Understand WAC strategy and development of in-line strategy and launch strategies for relevant brands and pipelines, which requires cross-functional collaboration across many stakeholder groups.
- Clear understanding of the relationship between WAC to net pricing for specific TA’s and specific channels and how that might influence specific contracting strategies:
- Lead Contract Strategist having ultimate responsibility for shaping all aspects of Gilead’s Virology assigned brands' price concessions, including payer rebates, provider discounts, pricing decisions, and channel discounts. This role has oversight responsibility for all contract strategies for Virology and manages several key accounts/customers. These gross-to-net levers impact millions of dollars in sales annually for a given brand and are critical to our overall success in the US market. This strategic work includes the development, ongoing assessment, and execution of innovative and analytics-based contracting strategies in all segments (Commercial, Medicaid, Medicare) to meet competition and respond to changing marketplace dynamics.
- Payer & Access Stakeholder Insights – that informs and influences pricing strategy, contracting strategy and Managed Markets strategy aligned with WAC strategies and pricing
- Understand customer perspective and develop a POV on how market access landscape is evolving within a particular TA. Orchestrate smooth execution of strategy working with the customer negotiating team. Monitor current & ongoing projects and identify future areas of opportunity to enhance the company's US Payer capabilities that underpin our best-in-class analytics to create affordable patient access to our innovative products.
All of the above fit into the ultimate objective of ensuring alignment with corporate strategies and long-term treatment area goals and priorities
Responsibilities Include:
- Drive strategic alignment by creating processes that leverage insights, share best practices, and develop a culture of open and transparent communication.
- Act as a liaison to ensure alignment on brand-specific strategy with Commercial VPs, Brand Leads, Business Unit Leads, Analytics teams, Contract Development, National Accounts Teams, Finance, Legal Market Access leadership
- Responsible for leading a cross-functional team and arriving at recommendations on rebate investments with US payers (health plans, PBMs) to optimize gross-to-net for assigned brands.
- These rebate investment decisions impact millions of dollars in annual sales for a brand's gross-to-net.
- Partner with cross-functional stakeholders to shape other elements of a brand's GTN, including pricing decisions, channel discounts, and provider contracting. The Contract Strategist has the critical role of coordinating and strategically aligning these disparate activities across the enterprise. Strategy teams will have full accountability and ownership for shepherding contract assessments through the governance cycle, which includes coordinating stakeholder meetings, building the narrative, defining analyses that need to be completed, vetting completed analytics, developing a recommendation, gaining alignment across stakeholders, and coordinating with brand leadership.
- Assess and develop value-based contractual agreements (i.e., VBAs) with payers, providers, and other stakeholders in the US healthcare ecosystem
- Evaluate provider discounting strategies aligning with interdependencies of payer rebate contracts.
- Lead the contract strategy development and planning for assigned products over the different stages of the product life cycle (e.g., launch, post-launch, LOE). Actively engage in Pricing and Contracting Governance Committee process
- Monitor contract/channel/product trends and identify issues and recommend solutions to leadership
- Develop and maintain broad, deep, and current customer expertise through coordination with Account Teams as well as other internal and external stakeholders
- Maintain knowledge of product portfolio and all segments of the business, including the nuanced differences of different business segments, e.g., Commercial, Medicare, Medicaid, and Federal.
- Enhance modeling capabilities to reflect the company's financial perspective related to product access decisions
- Partner across the organization to further develop VBA capabilities in the US Launch Access Strategies - the ability to understand the complexity of the managed care industry and capable of guiding a team that designs/recommends an optimal launch strategy and financial inputs for new products/markets
- Defining internal and external research, market segment assessments/analytics in addition to pricing analogs and analysis
Basic Qualifications:
Bachelor's Degree and Fourteen Years’ Experience
OR
Masters' Degree and Twelve Years’ Experience
OR
PhD and Twelve Years’ Experience
Preferred Qualifications:
- Demonstrate a breadth of diverse leadership experiences and capabilities, including the ability to influence and collaborate with peers, develop and coach others, oversee and guide the work of other colleagues to achieve meaningful outcomes, and create business impact.
- Deep understanding of the US healthcare environment and the payer/reimbursement space; ability to identify trends in healthcare that impact our business and to develop and drive strategies and tactics that will help ensure sustainable business success
- Track record of success in developing, implementing, and executing strategies that drive business performance
- Demonstrated strong strategic and analytical skills and business acumen
- Strong strategic thinking skills and strategic story-telling skills as evidenced by the ability to identify alternative scenarios, resulting implications, and development of pragmatic recommendations for the direction
- Strong communication skills: the ability to navigate internal organization/processes, mobilize key stakeholders and engage both colleagues.
- Experience managing and executing negotiations and strategic contracting with large, complex customers
- Previous supervisory/people management experience, ability to develop and motivate others, lead through change, and deliver on business objectives and People Leader Accountabilities:
- Create Inclusion - knowing the business value of diverse teams, modelling inclusion and embedding the value of diversity in the way they manage their teams.
- Develop Talent - understand the skills, experience, aspirations and potential of their employees and coach them on current performance and future potential. They ensure employees are receiving the feedback and insight needed to grow, develop and realize their purpose.
People Leader Accountabilities
- Create Inclusion - knowing the business value of diverse teams, modeling inclusion, and embedding the value of diversity in the way they manage their teams.
- Develop Talent - understand the skills, experience, aspirations and potential of their employees and coach them on current performance and future potential. They ensure employees are receiving the feedback and insight needed to grow, develop and realize their purpose.
- Empower Teams - connect the team to the organization by aligning goals, purpose, and organizational objectives, and holding them to account. They provide the support needed to remove barriers and connect their team to the broader ecosystem.
