Position Overview

The Director, Pricing and Channel Strategy is the analytical engine behind Leap's acquisition cost and value model, and the owner of the data-driven value proposition Leap brings to manufacturers, specialty pharmacies, and Ambulatory Infusion Center (AIC) partners. Where the VP and Relations Manager own day-to-day account execution, this role owns the modeling, benchmarking, and external narrative that make Leap's commercial model - and its manufacturer, pharmacy, and AIC pitch - credible and defensible.

This is a build role for someone who thinks in acquisition cost curves, gross-to-net and chargeback models, and claims data - and who wants to shape how Leap's commercial model evolves, not just report on it after the fact. The ideal candidate is equally comfortable building a GTN or chargeback model and turning that model into a manufacturer-, pharmacy-, or AIC-ready narrative.

Critically, this role is the connective tissue between how Leap actually buys - GPO enrollment, WAC/direct purchasing, distribution terms - and the lowest-acquisition-cost story employers ultimately see. Every dollar of purchasing efficiency this role identifies on the buy side has to show up, in plain terms, as savings on the employer side; this Director owns that translation end to end.

Key Responsibilities
Acquisition Cost & Value Model Analytics

• Build and own the models that evaluate and refine the combination of GPO enrollment, WAC/direct purchasing, and distribution terms that most reduces Leap's drug acquisition cost over time
• Connect the dots between how Leap buys - GPO enrollment, WAC/direct purchasing, distribution terms - and the lowest-acquisition-cost story employers see, so purchasing efficiency translates directly and transparently into employer savings
• Model and stress-test how changes to the manufacturer, pharmacy, and network mix affect acquisition cost, manufacturer value, while collaborating with employer side providing value
• Maintain gross-to-net, chargeback, and 340B leakage/impact models, keeping them current as manufacturer and distribution terms change
• Bring market and competitive intelligence (PBM, GPO, distributor moves) into Leap's model design before it hardens into manufacturer or distribution agreements

Manufacturer, Pharmacy & AIC Value Proposition

• Translate acquisition-cost and value-model analytics into manufacturer-facing value propositions (ASP protection, GTN improvement, 340B impact) and pharmacy/AIC-facing savings and performance narratives
• Turn Leap's purchasing economics into a plain-terms employer savings story - how the way Leap buys translates into the lowest acquisition cost an employer actually pays
• Own and continuously refine Leap's value-proposition materials for manufacturers, specialty pharmacies, and AIC partners, ensuring every figure is sourced, current, and defensible
• Develop customer-ready analytics packages - business review decks, benchmarking reports, covered-lives and growth projections - used directly in manufacturer, pharmacy, and AIC conversations
• Maintain a library of reusable data assets and proof points that flex across manufacturer, pharmacy, and AIC audiences

Cross-Functional Partnership Strategy

• Serve as the analytical thought partner across all three external lanes: manufacturer relations, specialty pharmacy/distribution, and LTN/AIC network growth
• Identify data-driven opportunities to deepen partnerships beyond price - clinical and utilization insights, chargeback and REMS analytics
• Build the business case and supporting analysis for new LTN AIC partner onboarding and contract renewals
• Partner with the VP and SVP to prepare acquisition-cost and value-model analysis ahead of manufacturer, pharmacy, and AIC meetings, and represent the analytics function directly in those sessions

Qualifications
Required

• 7+ years in pharmaceutical market access, specialty pharmacy, distribution/trade, PBM, GPO, health plan, or specialty provider operations, with hands-on ownership of pricing, chargeback, or gross-to-net analysis
• Working knowledge of ASP, WAC, GTN, 340B, buy-and-bill, chargebacks, and specialty infusion site-of-care economics
• Demonstrated ability to think in commercial models, not just accounts - comfortable evaluating tradeoffs across acquisition cost, manufacturer value, and employer/AIC savings
• Advanced Excel/Sheets fluency (SQL a plus) and a track record building external-facing analytical materials - business reviews, benchmarking, value-proposition decks
• Excellent written and visual communication skills for manufacturer-, pharmacy-, and AIC-facing materials

Preferred

• Experience at a specialty pharmacy, wholesaler/distributor (AmerisourceBergen, McKesson, Cardinal), infusion provider network, PBM, or integrated care company
• PharmD, MBA, or health-economics training, or equivalent pricing/analytics depth
• Familiarity with REMS programs, limited-distribution drugs, and specialty drug distribution
• Experience preparing or presenting materials for AMCP, ISPOR, or similar industry forums
• Pharma GTN (gross-to-net) experience or product-level modeling is a plus
• Skill and project work with Claude (or similar AI tools) for analytics, modeling, and content development is a plus

Success Metrics
First 90 Days

• Complete an audit of all statistics and data sources currently used in manufacturer/pharmacy/AIC-facing materials, flagging any unsourced or unverified figures
• Stand up an initial acquisition cost model spanning GPO enrollment, WAC/direct purchasing, and distribution terms, and an initial benchmarking dashboard covering manufacturer accounts, SP/distribution partners, and LTN AIC partners

First 12 Months

• Value proposition impact: manufacturer, pharmacy, and AIC value-prop materials are fully data-substantiated and refreshed on a defined cadence
• Analytics infrastructure: a repeatable, self-service benchmarking and reporting capability is in place across all three external lanes, including live gross-to-net, chargeback, and 340B leakage models
• Strategic influence: acquisition cost and value-model recommendations from the Director are adopted into manufacturer negotiations and distribution/GPO decisions

At Leap, we're building an outlier company with real impact - and that takes focus, energy, and commitment. If that excites you, we'd love to hear from you.