Director, Account Management & Pricing Strategy (Remote)

Nov 17, 2021

Job Description

In the next five years, Novartis Pharma expects up to 10 product launches, and if serving patients is your passion – this may be the place for you! The Managed Markets team is looking for focused, passionate, critical thinkers to shape how Novartis brings innovative therapies to the market and work towards patients having sustainable access to our medications. Today, patient access is one of the most important elements of the healthcare ecosystem, and our success translates directly to helping patients achieve their health objectives. Join us in this essential and exciting work, and make your contribution to the most talented Managed Markets team in the U.S.

Novartis has operated at the forefront of the managed care industry and is taking further steps to address both the near-term managed care and healthcare systems issues as well as the longer term sustainability of the US pricing and access model. The US pharmaceutical market is large, profitable and still growing. The US healthcare system continues to advance regulatory approaches that favor innovation, including accelerated reviews for break-through therapies. The pharmaceutical pricing and market access environment, however, is under increasing pressure which is causing reductions in access to medications for appropriate patients.

The managed care environment in which US Pharma is operating is harsh and getting harsher. The Payers are more aggressively managing utilization - over two hundred products are now excluded from formularies. The bargaining power of the Payers has dramatically improved with the aggressive and widespread consolidation of market power into fewer and fewer entities. Today over 70% of lives are managed by the top 4 payers.

The price of access has risen substantially even over the last three years for our most important products. That trajectory of that trend is set to continue unless we evolve our operating model and staff it with the best talent we can attract to the company. This role will integrate and drive the broader Novartis organization to gain and sustain access.

The Director, Account Management & Pricing Strategy, will serve as the strategic team lead for large National and Contracted Regional Accounts and key inline brands that represent between 10%-20% of the pharma business or $1B-$2B in Gross Sales. This role will be responsible for account development, integrating deeper and broader with large payers to gather competitive intelligence and customer in-sights to better position NVS brands on payer formularies. The Director will develop account specific contracting strategies and lead the implementation of customer contract/pricing programs for as-signed accounts. This position is responsible for creating business solutions that meet both external customer and NVS business needs by working cross-functionally with internal executive management while gaining customer insights and payer business knowledge to effectively drive customer satisfaction and maximize Novartis business. Additionally, this position will champion the development and cross-functional interaction for optimal US Novartis Pharmaceutical Division pricing, contracting port-folio and Franchise strategies for assigned in-line, launch and pipeline products.

Your responsibilities will include but are not limited to:

People Management:
• Manages a team of Associate Directors and provides constant feedback and motivation to team members to drive towards common access and sales goals for the US Pharma business
• Collaborates with other National Account, Pricing, and Value and Access Leads to set team objectives that are in line with organization’s goals. Provides clear and concise direction to team on goals and objectives and provides appropriate level of support to achieve individual and team goals
• Develops and improves team skill sets through formalized training and informal feedback, ensures customer and market knowledge continues to improve, and aids in the career development planning of team members

Strategy Development to achieve US Pharma business goals
• Develops account specific and portfolio contract strategies in line with Business Unit sales goals and customer needs; aligns Account strategy with other key Sales, Marketing, Medical and Managed Care functions and ensures cross-functional support
• Drive strategic account development integrating deeper and broader with large payers to gather competitive intelligence and customer insights to better position NVS brands on payer formularies and lead contract negotiations with key assigned Accounts

Customer Management
• Builds relationships with significant national and regional customers and stakeholders; interfaces with key customer to understand their needs, perspective, and issues while recruiting customer sources to deliver competitive intelligence and customer insights in order to effectively guide and design effective customer strategies
• Delivers the Account plans and required financial results for own Accounts; works effectively with colleagues in other functions to achieve Account goals.
• Acts as a product and Account Management expert, providing advice and guidance as required to other business leaders.

Pricing & Contracting Strategy
• Develops pricing, contracting and channel strategies for optimal patient access and profitability for assigned new and in-line products focusing on the full commercialization continuum
• Responsible for the strategic and financial evaluation of potential contracting efforts, support of customer negotiations and end-to end Brand payer contract execution
• Support the development of market access strategies for inline and pipeline products by conducting pre-modelling scenarios for market and competitor analyses, stakeholder and pricing and channel research

Ethics and Compliance:
• Work within ethical and compliance policies and ensure those around him/her do the same
• Ensure a diverse and inclusive environment free from all forms of discrimination and harassment

Diversity & Inclusion / EEO

The Novartis Group of Companies are Equal Opportunity Employers and take pride in maintaining a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, marital or veteran status, disability, or any other legally protected status. We are committed to building diverse teams, representative of the patients and communities we serve, and we strive to create an inclusive workplace that cultivates bold innovation through collaboration and empowers our people to unleash their full potential.

Minimum Requirements

This position can be based remotely anywhere in the U.S. (there may be some exceptions based on legal entity registration). Please note that this role would not provide relocation as a result. The expectation of working hours and travel (domestic and/or international) will be defined by the hiring manager.
This position will require 25% travel.

What you’ll bring to the role:

Minimum Requirements:
• Bachelor’s degree or equivalent education/degree required; MBA or equivalent preferred
• A minimum of 7 years of pharmaceutical industry, Market Access, or payer experience
• Thorough understanding and knowledge of US healthcare economics and the drivers of pharmaceutical demand, including pricing and reimbursement
• Extensive experience in healthcare contracting and critical understanding of PBM, National and Regional Health Plan business, Medicare Part D, Medicare Part B and changing market landscape
• Proficient in Microsoft Office, particularly PowerPoint and Excel
• Proven ability to navigate complex customers and build relationships across all key stakeholders, including executive management
• Demonstrated prioritization, organizational and analytical skills as well as the ability to create solutions for complex processes and procedures
• Inspirational leadership with significant leadership experience and a high level of self-awareness and curiosity with focus on empowering others
• Demonstrates high degree of emotional intelligence, adaptability and creativity in solution-oriented ideation – results-oriented, fails fast to learn faster, and embodies an agile, growth mindset
• In-depth knowledge of patient access, launch excellence, marketing and business processes and ability to analyze complex business issues
• Deep understanding of US pharmaceutical value chain and its business processes
• Travel as required

Accessibility and reasonable accommodations

The Novartis Group of Companies are committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or in order to perform the essential functions of a position, please send an e-mail to [email protected] call +1 (877)395-2339 and let us know the nature of your request and your contact information. Please include the job requisition number in your message.

You’ll receive:
Competitive salary, annual bonus, long term incentive for select levels, health insurance, paid vacation/holidays, potential flexible working arrangements, subsidized dining facilities, employee recognition scheme.

Why consider Novartis?
750 million. That’s how many lives our products touch. And while we’re proud of that fact, in this world of digital and technological transformation, we must also ask ourselves this: how can we continue to improve and extend even more people’s lives?

We believe the answers are found when curious, courageous and collaborative people like you are brought together in an inspiring environment. Where you’re given opportunities to explore the power of digital and data. Where you’re empowered to risk failure by taking smart risks, and where you’re surrounded by people who share your determination to tackle the world’s toughest medical challenges.

We are Novartis. Join us and help us reimagine medicine.
No video provider was found to handle the given URL. See the documentation for more information.
East Hanover, NJ
Market Access
Full Time
careers default image

Director, Account Management & Pricing Strategy (Remote)

Apply to Job Access Job Account