Associate Director, Contract Strategy

ASSOCIATE DIRECTOR, CONTRACT STRATEGY – SUN BRANDS is responsible for providing subject matter expertise to the development of commercial contract strategy for all customer types within all targeted business channels of the Sun Market Access organization. In addition, this position is responsible for directing the negotiation process between Sun and the customer and developing Payer, Specialty Pharmacy, Trade and IDN channel strategy. This role is responsible for the team that develops commercial contracts for critically large and/or complex customers. This role manages a team of Contract Strategy professionals dedicated to curating agreements, managing RFPs, developing term libraries, contract templates, and operationalizing contracts. This position is responsible for the commercial contracting process and serves as a liaison between Legal, compliance and internal key stakeholders within Payer Market Access, Sales and Marketing. The Associate Director of Contract Strategy is responsible for the curating risk tolerance thresholds by evaluating customer contracting opportunities, performance, ad hoc financial modeling, and contract risk assessments. Works closely with National Account Directors, Pricing & Contract Analytics, Finance, Government reporting, Compliance and others to ensure offers are competitive, legally compliant, and strategically structured to create value for both the customer and Sun Pharma. The Associate Director, Contract Strategy ensures contracts are structured to be consistent with approved Brand strategy and supports the latest Market Access initiatives. Develops framework for contract strategy when score carding accounts. Defines key inputs in model for Gross to Net (GTN) reporting, budget and accruals. Provides commercial contracting input as required for Government Pricing calculations.

Major Tasks And Responsibilities Of Position

• Leads the SUN BRANDS contract portfolio for Market Access, Trade & Distribution.
• Directs Payer contracting team whom manage day to day creation and workflow of contract documents by coordinating with Pricing & Contract Analytics, Legal, Sales, Finance, Marketing, Customer service, Logistics and all other key stakeholders within the SUN BRANDS US business as required.
• Directs compliance for contracts within a targeted business channel, ensuring customers are meeting pre-determined requirements needed to maintain discounts provided on contract offerings;
• Develops and maintains best practices to contract to ensure continual compliance with Sun Pharma policies.
• Identifies needs to improve operations and processes of the group and leads any changes or improvement efforts.
• Chairs Contracts and Pricing Committee Working Committee (“CPC Working Committee”)
• Develops and maintains good customer relationships with both internal and external stakeholders leveraging industry strategies and market intelligence.
• Provides consistent high quality service levels to all external customers.
• Directs the development and implementation of systems improvements and independently leads any efforts to represent the input of Contract Operations;
• Creates strategically sound contracts and provides contract solutions that will satisfy both customer and business needs.
• Directs team and key decision maker over complex and/or critically large valued contracts;
• Provides solutions in the development of contract strategy to Account Directors and Stakeholders;
• Co-Leads alongside Account Directors and Brand teams, all cross functional efforts relating to commercial contracts for any large, critical RFP, BID and/or commercial contract that may develop significant risk to the organization;
• At Director level, this position also defines new drug therapies or services newly launched by Sun Pharma and leads the go to market Contract strategy.
• Directs team on service agreements that require an additional level of business knowledge and the capability to rapidly translate constantly evolving business developments into contracts that retain the same high level of value and protections that have been developed for established businesses.
• Provides strategic input on the development of complex Sales Strategies and presentations with for Key Decision Makers and Executive Leadership;
• Provides ad hoc analysis and risk assessments as needed to evaluate sales offers, execute on look back analysis’ and determine contract value and compliance;
• Utilize knowledge of channel/customer economics to negotiate contract language to drive value for customer and Sun Pharma
• Works in partnership with the Brand team and Finance on customer-specific rebate projections
• Understands inter-customer dynamics and the commercial implications for structuring deal negotiations
• Provides proactive insights and recommendations to Market Access Account Managers to deliver stronger value for the customer and Sun Pharma
• Works with Rebate Analysis team to ensure pricing strategies/methodology can be operationalized within Sun Pharma’s revenue management system prior to executing agreements;
• Conducts sophisticated analyses of potential savings for Sun Pharma with consideration of the customers’ perspective of contracted versus non-contracted revenue;
• Works closely with Market Access Account Managers and Pricing and Contracts team to evaluate appropriate options and strategies for leveraging additional value creating opportunities
• Provides direct customer-facing support for Market Access Account Managers with contract negotiations, including developing and presenting supporting information that enhances negotiation discussions
• Monitors the competition, marketplace, and regulatory changes that could influence contract terms
• Works with internal government and legal experts to monitor the latest government contracting and reporting requirements, and ensures government pricing implications are identified and considered
• Analyzes and monitors customer compliance and performance against contract terms and reports out to Market Access Account Managers Customer performance.
• Manages customer performance in score-card form on regular basis
• Ability to work in a deadline-driven fast-paced environment.
• Ability to manage multiple projects with on time completion.
  
  

Qualifications

• Bachelor’s degree in a related discipline.
• MBA preferred but not required
• 10 year’s business experience preferably in Contracts, Pricing or Market Access including 7 years of experience in contract strategy with a minimum of 3 years managing teams at mid-size Pharmaceutical companies.
• Strong interpersonal / analytical/communication skills with ability to integrate information from multiple sources.
• In-depth knowledge of working with complex and specialized contracts.
• Ability to exercise initiative and independent judgment in the solution of work problems.
• Demonstrated ability to manage information and input from several functions and sources.
• Ability to communicate decisions and recommendations effectively throughout Sun Pharma at all levels.
• Ability to take information from Marketing and Sales and independently structure customer contracts to accommodate their requirements while maintaining administrative and financial responsibilities.
• Experience in Specialty Pharma and biopharmaceutical market.
• Understands the medical benefit healthcare design;
• Understands Pharmacy benefit adjudication and formulary compliance;
• Understands government markets;
• Strong technical/functional skills.
• Experience in negotiating, executing, and implementing contracts
• Strong analytical skills and ability to think strategically about the impact of various contracting approaches which could be employed in a complex ecosystem/marketplace
• Firm understanding of the healthcare marketplace and demonstrates strong business acumen.
• Ability to work across boundaries to partner, influence and build consensus with various stakeholders in order to get results
• Exceptional aptitude for learning quickly and ability to communicate technical concepts to a wide range of stakeholders
• Must demonstrate an ability to drive execution of key initiatives and meet all deadlines
• Must have a strong ability to prioritize and work effectively in a fast-paced, dynamic environment
• Track record of highly ethical and compliant behavior
• Must have strong oral and written communication skills
• Proficient in Microsoft suite: Word, PowerPoint and Excel Required.