Director, Contract Strategy

Use Your Power for Purpose

The Director, Contract Strategy is a senior individual contributor within the Global Hospital & Biosimilars (GH&B) U.S. Commercial Contracting & Rebate Operations organization. This role develops and executes contract strategies for institutional customer segments, including Group Purchasing Organizations (GPOs), Integrated Delivery Networks (IDNs), hospitals, alternate sites of care, and trade customers. This is a senior individual contributor role with no direct people management responsibilities.

The Director, Contract Strategy partners closely with Contract Development, Contract Management, Rebate Operations, Account Management, Portfolio, Pricing & Commercial Operations, Government Pricing, Legal, Digital, and other cross-functional stakeholders to deliver market-responsive contracting strategies that balance commercial objectives, customer value, operational feasibility, and compliance requirements. The role applies strong market knowledge and analytics to inform decision-making and lead complex customer negotiations. This position plays a critical role in enabling access to essential hospital and biosimilar therapies through effective, compliant, and data-driven contracting.

What You Will Achieve

Contract Strategy & Program Execution

• Develop and evaluate product-, portfolio-, and channel-level contract strategies for assigned institutional customer segments.

• Own contract strategy for designated high-complexity accounts, supporting negotiations and implementation in partnership with cross-functional teams.

• Lead the design and refinement of contracting programs and pricing approaches responsive to market dynamics and customer needs.

• Collaborate with internal stakeholders to identify compliant and implementable contracting solutions aligned with business strategy.

Data, Analytics & Financial Assessment

• Analyze internal and external data to support contract strategy development, negotiation preparation, and portfolio assessments.

• Evaluate contract performance, customer behavior, and financial impact across contracting scenarios.

• Translate analytical findings into clear insights and recommendations for cross-functional partners and leadership.

• Contribute to the development and use of analytical tools and models to support contracting decisions.

Strategic Thinking & Business Partnership

• Apply knowledge of institutional customers and pharmaceutical distribution channels to inform contracting strategies.

• Provide input on pricing and non-price terms, including awareness of downstream and Government Pricing considerations.

• Partner with Portfolio and Account Management teams to align contract strategies with broader business objectives.

• Support strategic discussions through data-driven insights and recommendations.

Cross-Functional & Customer Engagement

• Work closely with Contract Development, Contract Management, Rebate Operations, Account Management, Portfolio, Pricing & Commercial Operations, Government Pricing, Legal, Digital, and other partners throughout the contract lifecycle.

• Participate in complex customer negotiations, leading contract strategy input and analytical support.

• Build effective working relationships to support issue resolution and execution excellence.

Governance, Compliance & Process Support

• Ensure contract strategies comply with legal, regulatory, and company policy requirements.

• Partner with Contract Development to ensure strategic intent is reflected in contract language.

• Coordinate with Contract Management and Rebate Operations to support operational feasibility and execution.

• Support continuous improvement of contracting processes, documentation, and analytical standards.

Here Is What You Need (Minimum Requirements)

• Applicant must have a bachelor's degree with at least 8 years of experience; OR a master's degree with at least 7 years of experience; OR a PhD with 5+ years of experience.

• Experience in pharmaceutical, institutional contracting, market access, or related commercial experience.

• Experience working with GPOs, IDNs, hospitals, alternate sites of care, and trade customers.

• Demonstrated strengths in analytical thinking, problem solving, and cross-functional collaboration.

• Ability to work with complex datasets and analytical tools (e.g., Excel, Tableau, or similar platforms).

Bonus Points If You Have (Preferred Requirements)