Director, Channel & Pricing Strategy - Remote

Job Description Summary

Location: Remote
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About the Job:

Novartis has operated at the forefront of the managed care industry and is taking further steps to address both the near-term managed care and healthcare systems issues as well as the longer term
sustainability of the US pricing and access model. The US pharmaceutical market is large, profitable and still growing. The US healthcare system continues to advance regulatory approaches that favor innovation, including accelerated reviews for break-through therapies. The pharmaceutical pricing and market access environment, however, is under increasing pressure which is causing reductions in access to medications for appropriate patients.

The managed care environment in which Novartis is operating is harsh and getting harsher. The Payers are more aggressively managing utilization - over two hundred products are now excluded from formularies. The bargaining power of the Payers has dramatically improved with the aggressive and widespread consolidation of market power into fewer and fewer entities. Today over 70% of lives are managed by the top 4 payers.

The price of access has risen substantially even over the last three years for our most important products. That trajectory of that trend is set to continue unless we evolve our operating model and staff it with the best talent we can attract to the company. This role will integrate and drive the broader Novartis organization to gain and sustain access.

The Director, Channel & Pricing Strategy, will serve as the strategic team lead for all Channel participants and lead the pricing and strategy for key inline buy and bill brands that represent between 10%-20% of the US IM Business or $2B-$4B in Gross Sales. This role will be responsible for account development, integrating deeper and broader with large accounts to gather competitive intelligence and customer insights to better position NVS brands on payer formularies. The Director will develop ac-count specific contracting strategies and lead the implementation of customer contract/pricing programs for assigned accounts. This position is responsible for creating business solutions that meet both external customer and NVS business needs by working cross-functionally with internal executive management while gaining customer insights and payer business knowledge to effectively drive customer satisfaction and maximize Novartis business. Additionally, this position will champion the development and cross-functional interaction for optimal US Novartis Innovative Medicines pricing, contracting portfolio and Franchise strategies for assigned in-line, launch and pipeline products.

This position can be based remotely anywhere in the U.S. (there may be some restrictions based on legal entity). Please note that this role would not provide relocation as a result. The expectation of working hours and travel (domestic and/or international) will be defined by the hiring manager. This position will require at least 20% travel.

 

Job Description

Key Responsibilities:

Strategy Development to achieve US Innovative Medicines business goals

• Develops account specific and portfolio contract strategies in line with Business Unit sales goals and customer needs; aligns Account strategy with other key Sales, Marketing, Medical and Managed Care functions and ensures cross-functional support
• Drive strategic account development integrating deeper and broader with large accounts to gather competitive intelligence and customer insights to better position NVS brands on payer formularies and lead contract negotiations with key assigned Accounts

Pricing & Contracting Strategy

• Develops pricing, contracting and channel strategies for optimal patient access and profitability for assigned new and in-line products focusing on the full commercialization continuum
• Responsible for the strategic and financial evaluation of potential contracting efforts, support of customer negotiations and end-to end Brand payer contract execution
• Support the development of market access strategies for inline and pipeline products by conducting pre-modelling scenarios for market and competitor analyses, stakeholder and pricing and channel research

What you’ll bring to the role:

Education: Bachelor’s degree or equivalent education/degree required; MBA or equivalent preferred

Essential Requirements:

• A minimum of 7 years of pharmaceutical industry, Market Access, or payer experience
• Thorough understanding and knowledge of US healthcare economics and the drivers of pharmaceutical demand, including pricing and reimbursement