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Specialty Team Lead, Director Pricing & Contracting

Reporting to the Sr. Director, Pricing & Contracting Strategy, the Specialty Lead of Pricing & Contracting Strategy is responsible for overseeing, defining, and designing short and long-term pricing & contracting strategies for a portfolio of Specialty products. This role owns the portfolio remit and carries accountability for the strategy, scope, and outcomes across assigned product portfolios (inline and pipeline), recognizing that individual directors will be responsible for product-level remit. The individual will operate as both a people leader and an individual contributor, including direct leadership of a team, while also personally driving strategic workstreams. The individual will develop, deploy, optimize, and monitor GSK’s overall strategic direction within the key accounts sectors, including Payors, PBMs, Integrated Delivery Networks (IDNs), Integrated Health Systems (IHS), large group practices (community and institutional), and other ancillary care providers impacting our business.

Additional responsibilities include pricing strategies for Specialty portfolios/ products, the ability to manage ASP and reimbursement forecasting, and assessments of legislative changes to brands. Within this scope of work the incumbent will help shape value propositions, value evidence recommendations, environmental assessments in alignment with account-based resources, overall business planning, contracting, and other activities across multiple customer channels. This role will provide strategic support and guidance to members of the team and help communicate PCS goals and strategy to senior leaders and stakeholders as well as coordinate closely with matrix stakeholders to ensure that the trends affecting the needs of our key customer base properly align with the brands’ overall strategy and goals. The successful candidate will have a strong background in leading and presenting complex analytic projects, used to influence brand strategy and ensure contracting needs are incorporated. This person will provide marketing support to Account Leads, field teams, and marketing while developing business cases to optimize short and long-term contract strategies.
 

Key Responsibilities:

• Lead and coach a team of (currently 3) direct reports while continuing to serve as an individual contributor on high-priority portfolio and contracting strategy workstreams
• Provide strategic guidance to individuals on the team to ensure effective communication to stakeholders and senior leaders
• Define and design short- and long-term pricing & contracting strategies for GSK’s Specialty portfolio
• Own and be accountable for the assigned portfolio remit, including strategic scope, prioritization, governance, and delivery of pricing and contracting objectives
• Clearly communicate portfolio level strategies and impacts to stakeholders and leaders
• Support development of pipeline and product launch pricing and contracting strategies
• Engage with all key stakeholders to effectively monitor current contract performance and inform on current/future state of business and competitive actions/offers impacted by competition and market trends
• Closely partner with all relevant stakeholders for tactical execution of contract strategy
• Focus of strong partnership with brand marketing and brand market access to ensure key account strategic and tactical alignment
• Partner with all stakeholders to help shape the annual business planning process for strategic customer engagement including pricing, contracting guidelines, and contract operations
• Develop business cases to support the contract review and approval processes including partnership with legal, brand marketing, market access, and finance
• Collaborate with other relevant stakeholders to ensure enablers for key customer and environmental strategies are in place

Why You?

Basic Qualifications:                                                           

• Bachelor's Degree
• 7+ years relevant pharmaceutical experience (e.g., Market Access, Pricing, Contract Analytics, Brand Marketing, Market Research, Finance, etc.)
• 3+ years of experience in navigating payer, provider, and legislative landscape and application of Pharmaceutical Marketing Competences (i.e., segmentation, customer insight, positioning, marketing mix)
• Experience with buy and bill drugs, inclusive of ASP dynamics
• Travel Required: 10-15%
• Hybrid role requiring 2-3 days/week onsite at either our Philadelphia, PA (FMC Building) or Durham, NC location.

Preferred Qualifications:                                                     

• MBA
• Experience working with teams to develop payer and segment specific market insights and incorporating them into the brand/strategic planning process
• Leadership experience
• Ability to combine data analysis with qualitative insights to identify and explain market access, brand, and above-brand drivers of business performance
• Understanding of corporate finance fundamentals (gross & net sales, P&L inputs, gross margin, COGs, working capital, etc.)
• Understanding of specialty trade channels, pricing, reimbursement, and appropriate market access strategies
• Experience with hiring and managing third-party vendors
• Good understanding of provider reimbursement dynamics at a teach-it level to effectively guide team members (e.g., Average Sales Price (ASP), Net Cost Recovery (NCR), etc.)
• Experience and understanding of US market access business dynamics and customer business models (PBMs, Health Plans, Providers, Pharmacies, Hospitals, Clinics, ASOCs etc.), mandated government pricing and US market access data analytics at a teach-it level
• Experience working with a matrixed team in contract approval process, determining most efficient and effective way to operationalize strategy concepts, and liaising with Legal, Compliance, and Contract Operations groups to ensure contract strategies and operational considerations are fully vetted and documented
• Experience in Specialty or Specialty (exact area of responsibility to be determined based on organizational need and individual experience)

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Skills

Please visit  GSK US Benefits Summary to learn more about the comprehensive benefits program GSK offers US employees.

Why GSK?

Uniting science, technology and talent to get ahead of disease together.

GSK is a global biopharma company with a purpose to unite science, technology and talent to get ahead of disease together. We aim to positively impact the health of 2.5 billion people by the end of the decade, as a successful, growing company where people can thrive. We get ahead of disease by preventing and treating it with innovation in specialty medicines and vaccines. We focus on four therapeutic areas: respiratory, immunology and inflammation; oncology; HIV; and infectious diseases – to impact health at scale.

People and patients around the world count on the medicines and vaccines we make, so we’re committed to creating an environment where our people can thrive and focus on what matters most. Our culture of being ambitious for patients, accountable for impact and doing the right thing is the foundation for how, together, we deliver for patients, shareholders and our people.

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