Senior Director

Description:

The Access and Contracting Segment Strategy Leader (Team Lead or IC) serves as an organizational leader and subject matter expert for the CMG organization and Genentech for a key customer segment Health Systems & 340B. They shape, evaluate and monitor the company’s respective access and contracting segment strategy.

Within the Customer Segment Strategy organization, they play a critical role in the overall development and management of the function, overseeing individual(s) and/or directly creating access and contracting strategies for key customers. This includes providing contracting decision support and rationale, insights and recommendations on discounts, rebates, trends, negotiation strategies, and cross-portfolio considerations to national and regional/ecosystem account teams.

Within the broader Commercial organization, they will be responsible for leading and influencing across Commercial (including CE leaders, Access Business Partners and Squad Leads, PA&A leadership, and others) on key customer segment risks, the “strategic fit” of opportunities, and aligning priorities while creating overarching segment level access strategies with proactive and insightful feedback loop between customer needs and product needs. They shape current and future access strategies across Genentech’s portfolio for their specific customer segment.

To maximize their impact, the Segment Strategy Leaders must consider the short- and long-term impact of key trends, market events, and customer evolution on Genentech, thus providing support to the business to establish executable strategies for Customer Engagement that will positively impact Genentech’s bottom line.

Key Job Responsibilities 

Leadership Oversight and Execution

Leads a team of individual(s) responsible for account-level access and/or contracting strategies within a customer segment, including insights and recommendations on discounts, rebates, trends, negotiation strategies, and cross-portfolio considerations to national and regional/ecosystem account teams and Squads.
Leads a cross-functional segment “pod” in the creation of access and contract strategies and decisions that balance GNE’s product access and financial goals. These pods are composed of senior leaders across relevant CE field teams, CCM (operations/ implementation) leaders, E4A leads, Access Business Partners, Account and Access Marketing, SAI, and others to identify, prioritize, and address key business questions within a priority segment.
Expertly advises Genentech senior leaders on contracting opportunities and risks related to account and segment strategy development and implementation, including contracting spend, trends, and competitive dynamics across accounts, and provides expert insights, guidance, and advice regarding strategic options to optimize portfolio performance within a specific customer segment.
Acts as conduit between managed care account management teams and home office strategic partners, including Squads and PCD, to align strategic planning efforts and ensure optimal outcomes between portfolio field teams and home office partner functions in account excellence and execution
Helps develop and manage the overall Policy, Evidence, and Access Strategy (PEAS) organization; taking a leadership role in defining, developing and overseeing implementation of a longer-range vision, strategy, plan and associated objectives for the overall function and team
Provides vision and strategic direction to your team, considering Genentech's overall business priorities in conjunction with brand and customer specific priorities when making decisions
Shapes and informs goals and priorities within the team, and with other parts of the organization, to develop and facilitate near-term and mid-term solutions, and facilitates implementation of these initiatives across the commercial organization.
Brings a collective leadership mindset to Policy, Evidence, and Access Strategy (PEAS), flowing work across CSS verticals, and across PEAS teams as appropriate, to ensure robustness of strategies and holistic perspectives.
Builds, leads and motivates a team of people with deep functional and therapeutic area expertise.
Creates and fosters a culture that facilitate idea/knowledge sharing across team, and enables and requires employees at all levels to live our Operating Principles in all aspects of their work
Proactively seeks opportunity to provide coaching and mentorship on career & skill development across the department, including guidance on working in a matrixed environment and actively seeking peer coaching and feedback 

Functional Expertise & Strategic Planning

Leads the development of strategies and recommendations to optimize Genentech's contracting effectiveness, patient access, and competitive advantage for all products within a customer segment. 
Synthesizes key contract performance insights at an above-brand and cross-customer level within a segment, and shares those insights and perspectives with key stakeholders (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. 
Identifies, analyzes, and monitors GNE’s portfolio contracting and external customer trends within a segment, and utilizes those insights to shape and influence contract decision-making and segment-level contracting strategy.
Stays abreast of macro trends in the healthcare environment and understands the implications of a rapidly-evolving marketplace that potentially impact current and/or future contracting activities and customer needs across Genentech’s product portfolio.
Develops strategies to stay ahead of the competition, identifying whitespace or underserved opportunities within a dynamic marketplace to position Genentech’s portfolio competitively versus peers
Identifies themes (opportunities or threats) and key strategic business questions that may influence Genentech's partnership with key accounts, relevant Genentech products, and strategic segment-level contracting approaches.
Leads market research to understand and anticipate evolving customer needs, and influence TA strategies
Anticipates market access and pricing/contracting risks and opportunities within Genentech, across a segment, and with key customers.
Creates a 3-5 year vision and contracting strategy that takes into account input from CE leaders, Access Business Partners, SAI, E4A (HEOR/evidence generation) leads, marketing, operations, and other key partners
Shapes access and contracting strategies for existing, new, emerging, or evolving customer segments and accounts 
Ensures consistency of strategic approach across customers and within a segment, as appropriate
Incorporates and aligns on key assumptions supporting customer contracting strategies and forecasts, and the ultimate strategy recommendation. 
Leads or sponsors broader, above-brand strategic efforts impacting overall portfolio contracting strategies such as: National/Regional Interdependencies, 340B Program Management, Regional Payer Contracting Insights, Contract Pull-through, Contract Effectiveness Evaluation, and Thought Leadership projects to provide broader contracting guidance to the organization 
Actively participates in customer interactions as appropriate; and is “at the table” with key customer senior leaders (VP and above) in critical negotiations 
Delivers business results through alignment with brand strategies and in accordance with health care compliance guidelines 
Supports strategic account planning and negotiations for assigned prioritized customer segments/ accounts, utilizing depth of understanding in managed care and partnership with internal stakeholders, shaping long-term goals of and strategic direction for Genentech across critical channels
Accelerates the evolution of contracting approaches for prioritized customer segments and oversees the design and implementation of best in-industry capabilities to support these approaches
Understands competitive constraints and assesses opportunities v/s a contract at a multi-year strategy level; informs the appropriate response to the segment and account
Has access to data to understand formulary positions and drug volumes and use these to proactively identify key themes and trends for contracting or engagement opportunities, applying business knowledge and emerging trends to anticipate market behaviors, easily adapts to evolving market dynamics and customer needs, and identifies cross-portfolio implications
Achieves specific and measurable targets for impact delivered through novel contracting solutions and channel expansion strategies, working with and on behalf of national and regional/ecosystem account teams 

Cross-functional Collaboration and Education

Partners closely with NAD and NS&CD Leaders, CE RVPs, HED/HDs, PEAS Leadership, and other cross-functional teams and internal stakeholders to inform contract decision-making and apply insights to build alignment on customer segment tailored access and contracting strategies 
Advises CE Leadership, GPAA Leadership, Squads and Access Business Partners on account contracting and negotiation strategies
Partners with PCD colleagues on segment- and product-level contracting and distribution strategies and with field and operational teams to execute strategies in the marketplace
Develops and provides contracting education to CE partners, helping them to position an appropriate response to the customer and assess opportunities, ensure that they can embed access expertise within their own respective teams
Develops best practice innovation from markets to disseminate and create a true learning culture in contracting across the organization
Creates alignment with strategic thought partners, identifies pull-through opportunities, supports the teams development of account analytics, and creates space for effective contract execution and long-term access strategy work by customer segments
Stays and keep internal customers, partners and other stakeholders abreast of key account, market, industry and other relevant developments or evolutions
Works collaboratively across verticals within CSS to develop holistic perspectives that may have impact influence from other customer segments.