Director, Market Access Contract Offer & Development (Remote)

Key Responsibilities

The Director will serve as the P&C lead supporting the National and Regional Managed Markets Account Management teams to ensure comprehensive and actionable contracting and pricing strategies are assessed and implemented at each account that align to Market Access objectives and goals.

1. Deal Analytics & Business Case Development

• Financial Modeling: Construct sophisticated, data-driven pre-deal financial simulations to evaluate complex rebate structures, value-based contracts, price protection caps, and portfolio bundles.
• Net Revenue Optimization: Calculate Pre- Gross-to-Net (GTN) impacts, assessing the trade-offs between tier placement/access gains and margin erosion.
• GPO & PBM Fee Evaluation: Deconstruct and analyze PBM administrative fees, data fees, and GPO service fees to ensure compliance with safe harbor regulations.
• Government Pricing Impact: Assess how proposed discounts impact Government Pricing metrics, including Medicaid Best Price, Average Manufacturer Price (AMP), and 340B ceiling prices.
• Executive Presentation: Champion business cases before the Pricing Committee and Executive Leadership, translating financial modeling into clear, actionable commercial risks and rewards.
• PBM/GPO Landscape Mastery: Maintain an expert-level understanding of the evolving PBM/GPO ecosystem, including vertical integration verticality, clearinghouse mechanics, and shifting downstream payer dynamics.

2. Contract Language & Redline Management

• Contract Drafting & Redlining: Lead the negotiation and drafting of highly customized contract language, master rebate agreements, and amendments for Top 3 PBMs and GPOs.
• Strategic Redline Alignment: Partner directly with Corporate Legal to defend company interests against aggressive PBM-proffered templates, specifically managing clauses related to formulary compliance definitions, audit rights, and termination-for-convenience.
• Risk Mitigation: Scrutinize contract language to eliminate operational ambiguities, "gotcha" clauses, and financial exposure relating to inflation caps, market share calculations, and exclusion penalties.
• Cross-Functional Liaison: Serve as the central bridge between National Account Managers, Corporate Legal, Finance, Government Pricing, and Contract Operations to ensure viability and execution of approved terms.
• Audit & Compliance Support: Ensure all contracts strictly adhere to internal corporate governance, Sarbanes-Oxley (SOX), anti-kickback statutes, and fair market value guidelines.

Candidate Profile & Qualifications

• Education: Bachelor’s Degree in Finance, Economics, Business, Health Policy, or related quantitative field required. MBA, JD, or advanced healthcare degree highly preferred.
• Director Level: Minimum of 8 - 10+ years of experience, demonstrating a proven track record of leading high-stakes contract strategy and direct face-to-face negotiations with Top 3 PBM/GPO entities preferred.

Competencies

• Accountability for Results - Stay focused on key strategic objectives, be accountable for high standards of performance, and take an active role in leading change.
• Strategic Thinking & Problem Solving - Make decisions considering the long-term impact to customers, patients, employees, and the business.
• Patient & Customer Centricity - Maintain an ongoing focus on the needs of our customers and/or key stakeholders.
• Impactful Communication - Communicate with logic, clarity, and respect. Influence at all levels to achieve the best results for Otsuka.
• Respectful Collaboration - Seek and value others’ perspectives and strive for diverse partnerships to enhance work toward common goals.
• Empowered Development - Play an active role in professional development as a business imperative.