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The Director of Contracting resides within the Pricing, Contracting, Reimbursement and Supplier Relations (PCRS) Department. The Contracting group is responsible for creating, managing and executing successful contracting strategies for Eisai products covered under medical and/or pharmacy benefit throughout a product s life cycle, as well as managing the offer development process and customer negotiations
Given the evolving nature of Pharmaceutical Contracting at this time, the Director of Contracting will consider political and public pressures while working closely with Government Affairs, Corporate Advocacy, Legal, and Compliance to make operational enhancements and develop responses to internal and external cross-functional teams to remain compliant across all necessary channels.
The Director, Contracting collaborates with HEOR to help identify innovative contracting options to bring value to payers, as well as across the whole organization such as Brand Teams, Managed Markets, Finance, Market Research, Legal, and other functional teams. Significant collaboration, communication, and coordination needed to develop and implement contracting program solutions that compliantly meet Brand and Portfolio business objectives.
At Eisai, we are guided by our corporate philosophy of human health care (hhc). We place patients at the center of all that we do. Additionally, we continue to break through with new innovations, new approaches, and new ways to deliver our medicines to those in need.
Responsibilities include but are not limited to:
Leading the strategic planning for contracting programs in support of all in-line brands and / or pipeline products.
Establishing channel specific net pricing and contracting policies for the entire Eisai portfolio.
Leading the process of contract offer development and negotiation.
Evaluating payer, customer, and patient economic drivers and barriers that impact product utilization.
Identifying and assessing competitive threats related to competitor pricing and / or contracting activity.
Developing internal contract performance reports for assigned contract programs.
Developing customer business review templates related to customer contract performance.
Training account management and, where necessary, the field sales force on new contracting programs.
Supporting business development efforts where contracting expertise is necessary.
These responsibilities will include leading internal cross-functional teams and possibly managing external vendors supporting pricing and contracting programs.
Internal Customers: Contracts Administration, Brand Teams, Finance, Field Sales, Account Management, Market Research, Access and Reimbursement, Customer Marketing, Business Development
External Customers: All payers, including Contracted Health Care Providers, Clinics, Hospitals, GPOs, PBMs, MCOs, Wholesalers, Pharmacies, Employers and Government
BS Required, MBA preferred
15+ years of pharmaceutical experience with 10+ years in U.S. Pricing and Contracting experience
Managed care finance experience, as well as sales, marketing or account management experience
Expert on contracting concepts, operations and negotiations across the medical and pharmacy benefit
Expert understanding of pharmacy and medical benefit designs
Deep understanding of all payer channels and segments
Deep understanding of product life cycle management
Strong analytical and financial management skills
Cross functional understanding of the pharmaceutical business model
Strong quantitative and computational skill
FTE management experience, as well as the ability to manage cross functional projects
Experience may come from several areas, including, but not limited to: pharmaceutical manufacturers, consulting, and/or managed care organizations (PBMs, GPOs, MCOs, Hospitals, Specialty Pharmacy and Trade Customers)
Strong analytical skills related to pharmaceutical product price, discount, and rebate analysis
Strong knowledge of WAC, Best Price, AMP, ASP
Understanding of key payer and customer segments relevant to the Eisai portfolio
Understanding of the US Reimbursement System across major payer segments (Managed Care, Medicare, Medicaid, and Federal)
Understanding of key compliance areas related to contracting programs
Excellent oral, written and presentation skills
Excellent interpersonal skills
Strong compliance mindset
Strong customer orientation
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