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 within a managed care segment, as well as leading high-impact cross-portfolio strategies. Specifically, this individual will be responsible for leading the development of contracting strategies for large provider groups. 

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 (that are aligned by therapeutic area), 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 contracting impacts. 

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 Group 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.

• Supporting US Leadership Team (USLT) deliverables and ensuring collaboration across a multitude of US Commercial Units and Leadership Teams: Customer Engagement, Public Affairs and Access, Squad Leaders, and Channel & Contract Management.

Cross-functional Collaboration and Education

• Collaborates closely with multiple Customer Segment Strategy (CSS) leaders as strategies may have implications to and interdependencies with other customers and segments, often influencing priorities, flowing and evolving work, and partnering across teams on strategic points of view

• Collaborates closely with broad sets of stakeholders across multiple functions, including Customer Engagement Account Teams, Policy and External Affairs, Pricing, Contracting & Distribution (PCD), Channel and Contract Management (CCM) colleagues (Managed Care Contracts, Contract Strategy Implementation, Government Programs, etc. as appropriate), Strategic Analytics & Insights, Marketing, and others to generate insights and develop holistic customer solutions that align with organizational/TA goals

• Partnering with and influencing CE Leadership (National Account Managers, Healthcare Executive Directors, Healthcare Directors), Squad Leads, Access Business Partners, Channel & Contract Management teams, Marketing, Legal, and others on access and contracting strategies for key customers within a segment

• Providing guidance to Senior Leaders as appropriate on key customer engagements and contracting approaches to inform contracting-related strategy decisions for the portfolio.

• Providing strategic input and guidance based on customer and access expertise, related to key policy efforts led by External Affairs, Legal and Government Pricing that may impact pricing and contracting efforts 

• Connects with Segment and Regional account leadership in assigned areas to build alliances with targeted customer engagements, address any practice or facility specific reimbursement challenges and identify areas of partnership supporting current and future Genentech products

• Upskill Access knowledge across both Customer Engagement, Marketing, and Squads 

We are looking for people who are strong leaders ready to make a difference in how Genentech approaches access, and to drive and influence cross functional decision making. We are also looking for someone who is comfortable tackling the unknown, collaborative, agile, and able to ruthlessly prioritize. Critical skills you will bring to the role include:

• Commercial Strategist: Ability to identify potential threats, mitigate risks and leverage emerging opportunities in a constantly-evolving landscape

• Data-Driven: Demonstrates analytical dexterity; utilizes data and trends to inform a strategic direction

• Influences Without Authority: Ability to influence a broad set of stakeholders; strong negotiation skills

• Excellent Communicator, with demonstrated ability to flex communication styles and tactics to resonate with various audiences

• Customer-Minded: Balances customer needs and internal priorities to create win-win solutions

• Segment Expert: Expert understanding of managed care, and subject matter expert within relevant customer segment

Who you are

• You have a Bachelor’s Degree in relevant discipline  

• You have 5+ years of relevant work experience in the pharmaceutical industry, such as: payer or contracting strategy, account management, consulting, market analysis, health economics, distribution strategy, and/or managed care finance

• You have 5+ years of work experience in a Market Access function

• Broad and diversified US Market Access experience to include multiple therapeutic areas 

• Expert in pricing, contracting, distribution and/or policy strategies within US segment landscape 

• Significant experience in developing and executing access strategies

• Deep understanding of reimbursement environment and strategy within a segment; Demonstrated success collaborating with and influencing amongst cross functional teams 

• Strategic mindset for proactively identifying problems and generating solutions across a complex and changing environment 

Preferred Qualifications:

• MBA or other advanced degree 

• Direct customer experience in relevant segment

Location:Primary preferred location is South San Francisco at our Genentech Campus, however position is full-time remote-eligible. 

Relocation benefits are NOT offered on this posting

Travel: Estimated 25% travel includes account planning and customer interactions. 

*If remote, incremental travel may be expected to facilitate cross-functional relationship development and stakeholder engagement, and must be available to travel on short notice for on-site support. Note that for some segments, preference will be given to home office candidates.

The expected salary range for this position based on the primary location of California is $161,000/yr to $299,000/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.

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