Director of US Pricing & Contracting Strategy, Virology

Ensure Gilead leverages best practices in executing strategic pricing analysis, including managing vendor projects, assessing/acquiring data sources, analytic techniques and frameworks.

Shape all aspects of assigned products' price concessions, including payer rebates, provider concessions, and pricing decisions. These gross-to-net levers impact millions of dollars in sales annually for a given brand and are critical to overall success in the US market.

This strategic work includes the development, ongoing assessment, and execution of innovative and analytics-based contracting strategies in all provider (e.g. B&B clinic, HOPD, 340B) and payer (e.g. Commercial, Medicaid, Medicare, IDN, DOC) segments to meet competition and respond to changing marketplace dynamics.

Lead the contract strategy development and planning for assigned products over the different stages of the product life cycle (e.g., launch, post-launch, LOE).

Actively engage in Pricing and Contracting Governance Committee process.

Provide negotiation support to account teams, including those responsible for engaging with providers and regional payers, by clarifying the rationale behind contracting strategies, anticipating customer reactions and needs, and providing relevant negotiation talking points as appropriate.

Explore, develop, and maintain access and contracting strategies for clinic and hospital providers across the 340B segment.

Assess and develop value-based contractual agreements (i.e., VBAs) with payers, providers, and other stakeholders in the US healthcare ecosystem.

Evaluate provider discounting strategies aligning with interdependencies of payer rebate contracts.

Monitor contract/channel/product trends and identify issues and recommend solutions to leadership.

Maintain knowledge of product portfolio contracting strategy and all segments of the business, including the nuanced differences of different business segments, e.g., Commercial, Medicare, Medicaid, and Federal.

Ensure brand access strategies are incorporated into pricing and contracting strategies, representing clinical value.

Lead insights generation and analysis to support the development and execution of access-related strategic priorities within cross-functional teams (e.g., MSO, MMM, GVA and GAP) including for pricing and contracting strategy for assigned in-line and pipeline products.

Ensure compliance with all applicable laws, regulations and regulatory guidelines governing commercial and scientific interactions with payers and other business partners.

Support other pricing and contracting strategy responsibilities across the virology portfolio based on business needs.

Leadership, Influence and Communication

Recognized as a US pricing and contracting subject matter expert, sought after for guidance on decisions impacting pricing for inline and pipeline assets.

Fosters strong cross-functional relationships with a diverse group of stakeholders, including VPs, Executive Directors, Brand, Marketing, Finance, Managed Markets, Legal, Government Affairs, Global Value & Access/Pricing, Competitive Intelligence, and IT, ensuring smooth collaboration.

Expertly navigates organizational intricacies with professionalism and diplomacy.

Guide without explicit authority, confidently advocating for the methodologies shaping pricing and contracting assumptions.

Mentors colleagues seeking growth opportunities with the Virology Contracting and Pricing Team projects.

Strong strategic thinking skills and strategic story-telling skills as evidenced by the ability to identify alternative scenarios, resulting implications, and development of pragmatic recommendations for the direction.

Strong communication skills: the ability to navigate internal organization/processes, mobilize key stakeholders and engage both colleagues.

Manages external consulting resources effectively to ensure successful project delivery.

Demonstrate strong Gilead core values – Integrity, Excellence, Accountability, Teamwork, and Inclusion.

Basic Qualifications

Bachelor's Degree and Twelve Years' Experience OR Masters' Degree and Ten Years' Experience OR PhD and Eight Years' Experience

Preferred Qualifications

Leadership experience in negotiating and managing contracts.

Masters degree or Advanced degree in MBA, Health Policy, Health Economics, or equivalent preferred

Minimum of 7 years of pharmaceutical experience in Market Access, Managed Care Marketing, Health Economics, Insights & Analytics or Business Development

Experience managing and executing negotiations and strategic contracting with large, complex customers

Deep understanding of the US healthcare environment and the payer/reimbursement space; ability to identify trends in healthcare that impact Gilead's business and to develop and drive strategies and tactics that will help ensure sustainable business success

Strong people skills and leadership qualities, ready for people leadership challenges.; Demonstrated high degree of emotional intelligence, adaptability, and creativity

Knowledge: Ability to multi-task across a wide variety of both tactical and strategic activities. Provides the focus necessary to successfully manage multiple industry relationships and work effectively with the necessary impacted parties at Gilead. Demonstrated ability to manage others in accomplishing necessary tasks. Ability to report-out, in very succinct and solution-focused manner, key issues to senior management. Ability to recognize and interpret business issues/opportunities and recommend solutions through analysis, then implement and/or negotiate solutions with external parties. Demonstrates confidence and able to effectively influence senior business leaders. Very strong working knowledge of commercial pricing regulations, methodologies and standard operating procedures.

Specific Job Responsibilities

Oversees efforts to develop and execute Contract Compliance training for team members.

For all Gilead products ensures rebate calculations across payer segments is accurate as measured by Gilead's contracting strategies for each product (at all times).

Participates in and oversees commercial/commercial contracting strategy from strategic, operational and compliance perspectives.

Oversees receipt, review, development, modeling, recommendations, presentations and submissions for new contract proposals.

Provides ad hoc pricing and contract analyses related to commercial and commercial markets or programs as needed.

Participates with senior management to establish highly complex strategic plans and objectives.

Participates in development of methods, techniques and evaluation criteria for contracts, programs and people.

Responsible for defining appropriate methodology for a discipline within the department projects.

Ensures effective system and operational support for commercial and commercial contracts.

Oversees efforts to draft internal policies and SOPs related to pricing and contracts.

Oversees the implementation of software systems or modules related to contracts, pricing calculations or claims payments.

Develops and implements cross-training and knowledge sharing programs within internal group and across other departments.

People Leader Accountabilities

Create Inclusion - knowing the business value of diverse teams, modeling inclusion, and embedding the value of diversity in the way they manage their teams.

Develop Talent - understand the skills, experience, aspirations and potential of their employees and coach them on current performance and future potential. They ensure employees are receiving the feedback and insight needed to grow, develop and realize their purpose.

Empower Teams - connect the team to the organization by aligning goals, purpose, and organizational objectives, and holding them to account. They provide the support needed to remove barriers and connect their team to the broader ecosystem.