Executive Director, Contract Strategy Implementation

The Opportunity:

The Executive Director of Contract Strategy Implementation (CSI) leads a large organization made up of 50+ professionals accountable for annual contract payments of approximately $10B. This role is responsible for developing and executing strategies and plans to meet market access financial commitments and ensure compliance with regulatory and contractual requirements. The Executive Director of CSI sets the strategy to optimize agreement execution and safeguards against revenue leakage across all contracted partners. This role works closely with the Access & Pricing Strategy leaders to influence market access strategies and provide guidance on feasibility and alternative solutions for contract implementation. 

This position reports to the Vice President of Channel and Contract Management.  This leader will bring not only an exceptional and diverse set of experiences, but a seasoned customer point of view, as well as the energy, drive, creativity and agility to operate within a dynamic and rapidly evolving environment.

Key Responsibilities/Accountabilities:

Strategic Leadership

• Develop and manage the overall CSI organization; taking a leadership role in defining, developing and overseeing implementation of a longer-range vision, strategy, plan and associated objectives for the overall function and team

• Shape and execute comprehensive strategies for market access contract implementation and management to optimize revenue, build strategy, execute against revenue leakage (e.g.; 340B duplicate discount, stacked rebates, class of trade, etc), and ensure access to key therapies across all contracted partners; keep abreast of changing market conditions that may impact Genentech liability

• Define priorities and planning of contracting and data capabilities in alignment with current and future strategies and customer engagement channels

• Provide strategic direction to cross-functional teams in alignment with organizational goals, continuously evolve, shape, develop and lead execution of short and long-term contract strategy implementation vision, using technology to drive meaningful impact for the business, patients and customers

• Align contracting strategies with brand access goals and measure the value delivered from contracting initiatives for continuous improvement

• Understand and communicate tradeoffs Genentech needs to make across the portfolio in a competitive and complex environment

• Navigate substantial ambiguity to develop, manage and maintain best-in-class product access strategies and implementation across the portfolio 

• Ensure robust strategy and execution to prevent revenue leakage (e.g.; 340B duplicate discount, stacked rebates, class of trade, etc.)

• Model and amplify entrepreneurial and enterprise-level thinking; evaluate and deploy financial resources to maximize business impact

People Leadership 

• Build a highly connected and motivated market access implementation team and oversee day-to-day functions including strategy and planning, team development, budget management and resource allocation

• Orchestrate and lead a large technical team seen as a “go-to” subject matter experts to bring strategies to life and responsible for decision-making and contract implementation, building deep contract team skills to translate contract strategy to execution and maximize Genentech portfolio access and profitability

• Architect and catalyst team to solve complex problems that impact the execution success of market access strategies

• Recruit, manage and retain a team of people with deep functional and access expertise to execute distribution and contracting strategies and drive Genentech's business objectives

• Prioritize career development and promote a culture of high performance and continuous improvement that values learning and a commitment to innovation

• Demonstrate superior influencing and mobilization skills; ability to influence and engage direct and indirect reports, peers, and stakeholders

• Align, motivate, and inspire teams to work in accordance with the Genentech Operating Principles

• Act as a steward of PA&A and CCM’s culture and employee experience; engage across the organization to understand, influence, and act to advance the employee experience

Stakeholder Engagement and Operations Leadership

• Partner and influence leaders in Customer Engagement, PA&A, Squad Leads, Access Business Partners, and Marketing Partners to bring enterprise mindset, system thinking, uncover challenges/pain points, negotiate contract terms, provide counsel on overall policy and strategy, and proactively identify and address potential risks to revenue streams 

• Define with PA&A and Customer Engagement leadership the prioritization and planning of contracting and data capabilities to meet current and future strategies and customer engagement channels 

• Oversee the effectiveness of the function by having direct customer engagement, bringing foresight/understanding of customer needs and capabilities, ensuring right alignment across customer segments, and therapeutic area Squad needs for various contracts and programs

• Demonstrate deep customer segment (including wholesalers, specialty distributors, GPOs, payers/PBMs, specialty pharmacies, AICs, health systems, hospitals, and healthcare providers) expertise and build deep understanding of customer capabilities and strategic goals to shape contracting strategy and improve execution success with greater speed, simplicity, and revenue protection 

• Negotiate complex contracts and exceptions with customers and other stakeholders to solve challenging problems and achieve favorable results for the organization

• Collect, interpret and disseminate customer and market access insights information to help stakeholders with timely decision-making

• Generate insights and recommendations to optimize contract performance and improve overall market access effectiveness

• Lead the development of overall contract implementation policies and strategies for all products and commercial channels (e.g.; payers, PBMs, health systems, hospitals, GPOs, wholesalers, specialty distributors, specialty pharmacies, etc.) to ensure alignment with pricing and distribution strategies and compliance with corporate and government guidelines and policies

• Drive operational excellence and continuous improvement initiatives within the contract strategy implementation process, identify opportunities for technological advances, evaluate alternative sourcing strategies, optimize contract processes, and contribute to the development and seamless execution of market access strategies

• Align contracting strategies to brand access goals and contract pull-through; define and measure the value delivered from contracting initiatives for continuous improvement

• Demonstrate analytical skills to inform the right assumptions by triangulating external factors, regulatory requirements and contractual terms to achieve financials targets within budget

Who you are:

• You have a Bachelor’s Degree (general business, managed health care, or legal disciplines are preferred)

• You have 12+ years cross-functional experience in market access, account management, contract negotiations, strategic operations and/or other related fields within the pharmaceutical/ biotechnology or related industry

• You have 6+ years people management experience

• You have 5+ years specific experience effectively leading cross-functional strategy development and/or operations teams

• Outstanding strategic orientation and agility; expert grasp of the pharmaceutical/biotechnology industry issues and trends; understanding of customer segments, Genentech's overall business model and access needs, Genentech portfolio and their surrounding therapeutic area(s), disease state(s), external marketplace, etc.

• Experience leading the development of long-range and short-range strategic plans, and larger-scale departmental planning processes, to include development and implementation of such plans, goals and metrics

• Ability to lead a large, complex, and highly technical teams

• Knowledge of government guidelines, regulatory issues, and policies affecting the contracting of products 

• Familiarity with relevant technologies to streamline operations and enhance efficiency, along with deep program management experience

Preferred Qualifications

• MBA or other related Graduate-level degree is preferred (e.g., JD or PhD)

• Experience in other key functions/groups such as customer-facing roles, 340B, revenue management, business analytics, information technology, etc. is preferred

• Prior experience working with external customers to create value and tell compelling stories is preferred

Relocation benefits are/are NOT offered on this posting

This role is based out of our South San Francisco Genentech Campus.   

The expected salary range for this position based on the primary location of South San Francisco, CA $235,100/yr to $436,500/yr .  Actual pay will be determined based on experience, qualifications, geographic location, and other job-related factors permitted by law.  A discretionary annual bonus may be available based on individual and Company performance.  This position also qualifies for the benefits detailed at the link provided below.

Benefits

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Genentech is an equal opportunity employer. It is our policy and practice to employ, promote, and otherwise treat any and all employees and applicants on the basis of merit, qualifications, and competence. The company's policy prohibits unlawful discrimination, including but not limited to, discrimination on the basis of Protected Veteran status, individuals with disabilities status, and consistent with all federal, state, or local laws.

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