What are the responsibilities and job description for the Director Trade & Specialty Pricing and Contracts position at Endo?
Job Description Summary
The Director, Trade & Specialty Pricing & Contracts has responsibility for the people, processes and technology related to management of the pharmaceutical customer contracts and pricing for Endo’s branded retail and specialty product portfolio within the Branded Commercial Business.
The incumbent will collaborate closely with Patient Access and Product Marketing teams in support of pricing actions, contract strategies, product discounting and contractual customer relationships, as well as with Legal, Finance, Customer Service and members of Pricing and Contracts on daily responsibilities. This position requires a motivated individual who is comfortable with change, an independent self-starter who will be immediately effective and flexible within a dynamic organization, and an individual who consistently operates with a high attention to detail, organization, and with precision for accuracy.
The incumbent must possess an in-depth understanding of the overall pharmaceutical product pricing and customer contracts lifecycle within the retail and specialty trade segments (GPO, wholesaler, specialty distributors, specialty pharmacy, physician, physician group practices, IDNs, mail order, specialty GPOs, etc.) with the ability to introduce best practices and effectively understand, communicate, lead, and implement processes and strategies timely, accurately and within governance. The individual must have the capability to independently resolve issues and identify and influence solutions while providing transparency for decision-making and stakeholder fair balance.
Scope of Authority :
Endo branded contracted sales under P&C is ~ $1B annually for the trade and specialty segments generated by nearly 50 base customer agreements, 100s of amendments, and ~ 100 annual price changes.
Rebate liability is a direct output of customer contracts and a critical component of gross-to-net sales on Endo’s financial statements, accurate pricing and contractual terms are necessary for the forecasting and accounting of discount liability, and can be material to Endo.
Current span of responsibility is within the Branded Pharma business and includes the retail and specialty products portfolio across all commercial trade and specialty channels.
Responsible for project specific budgets.
Job Description
Trade & Specialty Pricing & Contract Operations 80%
Manage all customer contracting and pricing across the Trade & Specialty channels in support of Endo’s branded retail and specialty products :
- Lead and direct the accurate implementation of pharmaceutical product pricing inclusive of both WAC / List Price and customer specific contract prices for the Branded commercial business. Possess specific expertise and leadership necessary to independently plan and direct pricing execution in a timely, accurate, and professional manner both internally to Endo within its systems and externally with customers per pharma industry standards.
- Lead the efficient, timely and compliant management of customer Trade and Specialty contracts to ensure contract acquisition and fulfillment are performed in accordance with business strategies, pricing authorities, Company policies, fiscal and fiduciary responsibilities and mutually beneficial for both Endo and external customers.
- Lead and manage negotiations of contractual terms and conditions with external trade customers. Possess expertise and leadership necessary to independently draft, edit, review, redline, and counter-negotiate contractual language both initially to begin the contracting processing and in response to customer revisions, ensuring alignment to strategic objectives, negotiated financial terms, and performance expectations.
- Independently create new contract templates to align with strategic goals; provide area expertise for improved outcomes
- Proactively and independently identify, analyze, and resolve contractual issues both within Endo and with external customers, creating balanced contracting opportunities between Endo and its customers while mitigating company exposure.
- Prepare analysis of intended or proposed financial discounts to customer as well as costs related to service fee arrangements. Assess financials of each deal to ensure profitability for Endo.
- Direct the management and daily operations related to customer membership including appropriate class of trade assignments ensuring customers receive the correct and accurate discounted price for Endo’s products
- Review for and secure approval for all trade and specialty agreements and amendments.
- Establish and adhere to internal governance, compliance, authorization levels and approval authority ensuring internal controls, SOX and audits are satisfied timely and accurately
Provide support and assistance to the Finance rebate payment team pertaining to customer agreements under the candidate’s responsibility to assist with customer relationships, compliance with contractual obligations, and reasonableness of claimed data. (5%)
Customer Account Management (5%)
Compliance (5%)
Continuous Improvement (5%)
Other Duties
Qualifications
