Senior Manager, Contract Strategy & Development

What You Will Achieve

The Senior Manager, Contract Strategy & Development is an individual contributor within the Global Hospital & Biosimilars (GH&B) U.S. Commercial Contracting & Rebate Operations organization. This role supports both contract strategy and contract development activities for institutional customer segments, including Group Purchasing Organizations (GPOs), Integrated Delivery Networks (IDNs), hospitals, alternate sites of care, trade, and retail customers. This is an individual contributor role with no direct people management responsibilities. The Senior Manager, Contract Strategy & Development partners closely with Contract Management, Rebate Operations, Account Management, Portfolio, Pricing & Commercial Operations, Government Pricing, Legal, Trade, Sales, Digital, and other cross-functional stakeholders to support the delivery of market-responsive contracting strategies and to draft, negotiate, and execute contract language that balances commercial objectives, customer value, operational feasibility, and compliance requirements. The role applies market knowledge and analytics to inform decision-making, translates product, pricing, and customer strategies into executable strategies and contract language, and supports customer negotiations across both the strategy and drafting phases of the contract lifecycle. This position contributes to enabling access to essential hospital and biosimilar therapies through effective, compliant, and data-driven contracting.

KEY RESPONSIBILITIES

Contract Strategy & Development Execution

• Support the development and evaluation of product-, portfolio-, and channel-level contract strategies for assigned institutional customer segments across GPO, IDN, trade, alternate site, and retail channels.
• Contribute to contract strategy for assigned moderate-to-high-complexity customers, supporting implementation in partnership with cross-functional teams.
• Draft, negotiate, and support execution of contract language, amendments, and agreements for assigned institutional customers, ensuring alignment with strategic intent and legal and compliance requirements.
• Assist in the design and refinement of contracting programs, pricing approaches, and contract templates responsive to market dynamics and customer needs.
• Collaborate with internal stakeholders to identify compliant and implementable contracting solutions aligned with business strategy.

Data, Analytics & Risk Assessment

• Analyze internal and external data to support contract strategy development, negotiation preparation, and portfolio assessments.
• Evaluate contract performance, customer behavior, and financial impact across contracting scenarios.
• Conduct analysis of customer terms and conditions and redline responses to support development of contract counter-proposals and agreements.
• Evaluate the use of contract clauses for incorporation into standard templates and clauses, supporting consistency and risk management.
• Translate analytical findings into clear insights and recommendations for team lead and cross-functional partners.
• Contribute to the development and use of analytical tools and models to support contracting and drafting decisions.

Strategic Thinking & Business Partnership

• Apply knowledge of institutional customers and pharmaceutical distribution channels to inform contracting strategies and contract language.
• Support development of pricing and non-price terms, including awareness of downstream and Government Pricing considerations.
• Partner with Portfolio, Pricing & Commercial Operations, and Account Management to translate product, pricing, and customer strategies into executable strategies and contract language.
• Support the evaluation and adoption of innovative contract strategy and contract development platforms, tools, and enhanced AI capabilities that drive contracting efficiencies and insights.
• Support strategic discussions through data-driven insights and recommendations.

Cross-Functional & Customer Engagement

• Work closely with Contract Management, Rebate Operations, Account Management, Portfolio, Pricing & Commercial Operations, Government Pricing, Legal, Trade, Sales, Digital, and other partners throughout the contract lifecycle.
• Participate in customer negotiations, providing both strategic and language support across GPO, IDN, trade, alternate site, and retail customers.
• Provide guidance to Account Management and other internal stakeholders on contract terms and conditions.
• Build effective working relationships to support issue resolution and execution excellence.

Governance, Compliance & Process Support

• Ensure contract strategies and contract language comply with legal, regulatory, and company policy requirements.
• Support alignment of strategic intent within contract language, partnering with Legal and other stakeholders as needed.
• Coordinate with Contract Management and Rebate Operations to support operational feasibility and execution.
• Convert learnings from ongoing contracting activities into go-forward adjustments to contract clauses and templates, communicating changes to relevant stakeholders.
• Contribute to continuous improvement of contracting processes, documentation, and analytical standards.

Here Is What You Need (Minimum Requirements)

• Bachelor’s degree with at least 6+ years of experience; OR a Master’s degree with more than 5+ years of experience; OR a Ph.D. with 1+ years of experience.
• Experience in pharmaceutical, institutional contracting, contract development/drafting, market access, or related experience.
• Experience working with GPOs, IDNs, hospitals, alternate sites of care, trade, and retail customers.
• Experience contributing to negotiations, portfolio initiatives, or pricing programs.
• Experience with contract drafting, redlining, or template development.
• Demonstrated strengths in analytical thinking, problem solving, and cross-functional collaboration.
• Ability to work with complex datasets and analytical tools (e.g., Excel, Tableau, or similar platforms).

PREFERRED QUALIFICATIONS

Paralegal degree or certification preferred but not required.

PHYSICAL/MENTAL REQUIREMENTS

Ability to perform complex data analysis using large, complex datasets and analytical tools (e.g., Excel, Tableau); ability to synthesize contract terms, customer redlines, and financial/operational data to develop negotiation recommendations, often under time-sensitive conditions.

NON-STANDARD WORK SCHEDULE, TRAVEL OR ENVIRONMENT REQUIREMENTS

Periodic travel to support in-person customer negotiations, cross-functional meetings, or industry conferences.