Senior Strategy Manager, Customer Segment Strategy - Region Lead

The Opportunity

In this position, you will be responsible for leading the development of access and contracting strategy recommendations across Genentech’s portfolio of products for key customers across a specific US region, as well as leading high-impact cross-portfolio strategies. The region covered by this role will either be Southeast or West and will be confirmed prior to the interview process. There is no requirement you live in the region covered.

This role acts as a critical subject matter expert within a segment, providing analytical rigor, strategic recommendations and thought partnership, and negotiation strategy to Customer Engagement (CE) Account Teams and Market Access leaders. This role serves as a liaison between CE Account Teams, Squads, and Pricing, Contracting, and Distribution (PCD) leads for a product or Therapeutic Area (TA), and plays a crucial part in developing and executing forward-looking customer segment strategies, utilizing a customer-centric approach to assess access and pricing impacts. 

This work includes effectively leading cross-functional strategy development teams in a dynamic environment, establishing clear and effective priorities and communication across the organization, and building collaborative relationships with senior leaders within Customer Engagement, Public Affairs & Access, Pricing, Access & Evidence Strategy, Squads, and others.

The outputs of this work have direct and meaningful impacts on GNE’s P&L, patient access for products across GNE’s portfolio, account engagement and partnership, and on GNE’s ability to compete effectively. This work requires considerable managed care and contracting expertise, deep subject matter expertise in a particular segment, and a customer-centric approach. 

Key Job Responsibilities 

Functional Expertise & Strategic Planning

• Leads the development of access & contracting strategies and recommendations, from strategy through execution, to maximize patient access and protect Genentech’s profitability across all products and multiple key customers within a segment.

• Serves as a liaison between CE Account Teams, PCD, and Squad/Access Business Partners to develop customer strategies aligned with Brand/TA priorities. 

• Navigates substantial ambiguity and leads high-impact, cross-portfolio initiatives to develop access and contracting strategies for new customer types, new segments, and/or TAs or segments requiring innovative access approaches or where GNE has limited experience. 

• Articulates and incorporates operational feasibility & complexities, as well as  cross-portfolio implications, into strategic recommendations.

• Informs contracting strategies with execution and pull-through recommendations

• Provides negotiation support to account teams by clarifying the rationale behind access  strategies, anticipating customer reactions and needs, and providing relevant negotiation talking points as appropriate 

• Participates in customer-facing engagements and negotiations, as appropriate

• Synthesizes key contract performance insights across multiple key customers within a segment, and identifies and shares scalable insights or key learnings with relevant leaders (e.g., Squad Leads, CE National and Regional VPs, Access Steering Committee, and others as appropriate) to inform contract decision-making and influence product-level contracting strategies.

• Supports strategic account planning with key customers, considering future customer capabilities, brand and portfolio objectives and evolution, and shared priorities across both Genentech and key customers in the near- and mid-term.

• Leverages customer insights and incorporates the customer's perspective to shape the account landscape concerning access and contracting challenges, then translating these insights into actionable solutions to address and resolve these issues

• Exploring, developing and maintaining access and contracting strategies across the portfolio, specifically for the Provider Supergroup customer segment

• Identifies and analyzes key internal or external trends (including customer evolution, policy reform, industry shifts, and other events) to anticipate unforeseen challenges and translate these insights into customer-level impact

• Leading and/or supporting ongoing market research efforts to inform access and contracting strategies, which may include selecting, contracting, managing, and providing strategic direction for a vendor team.