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Manager, Contract Strategy- Specialty - Durham, NC

Company: GlaxoSmithKline
Location: Durham
Posted on: May 16, 2022

Job Description:


Site Name: USA - North Carolina - Durham, USA - Pennsylvania - PhiladelphiaPosted Date: May 9 2022This role reports to the Director Contracting Strategy. The responsibilities of the Manager, Contracting Strategy will be to help develop, deploy, optimize, and monitor GSK's overall strategic direction within the key accounts sectors, including Payors, PBMs, Integrated Delivery Networks (IDNs), Integrated Health Systems (IHS), large group practices (community and institutional based), and other ancillary care providers impacting our business. These activities include helping shape value propositions, value evidence recommendations, environmental assessments and alignment with account-based resources, overall business planning, contracting, and other various activities across multiple customer channels. This role will need to coordinate with matrix stakeholders to ensure that the trends affecting the needs of our key customer base properly align with the brands' overall strategy and goals. This person will own complex analytic projects, which will be used to influence brand strategy and ensure that contracting needs are incorporated. This person will provide marketing support to the Specialty Account Leads, other field teams, medical, and marketing as necessary. This individual will develop business cases to optimize short- and long-term contract strategies where needed.
This role will provide YOU the opportunity to lead key activities to progress YOUR career. These responsibilities include some of the following:


  • Understanding and awareness of key dynamics in the Specialty marketplace, with concentration on organized customer groups
  • Develop brand-related tactics, programs, and marketing materials to support contract implementation in support of brand objectives
  • Monitor and inform on current/future state of business and competitive actions/offers related to contract relating to trade strategy and customer solutions for relevant customer segments
  • Propose resource recommendations and develop collaboratively with matrix stakeholders for tactical execution of contract promotional and performance activities
  • Work closely with Director and/or strategic customer engagement teams to understand key account needs and lead development of value enhancing resources
  • Help with overall strategy for key customers in established and emerging delivery channels
  • Work closely with Director to determine the definition and integration of key analytics and metrics to help shape our overall business approach
  • Work closely with Director to partner with brand marketing and brand market access to insure key account strategic and tactical alignment
  • Work closely with Director to help shape the annual business planning process for strategic customer engagement
  • Work closely with Director to develop and manage Brand pricing strategy, contracting guidelines and transaction price in coordination with Strategic Pricing, market access, contract operations, legal, and finance -
  • Work with Director in developing business cases to support the contract review and approval processes
  • Work with Director to support brand marketing in helping professional marketing teams to appropriately incorporate relevant Pricing, Reimbursement, Access & Distribution (PRAD) information related to contract into their strategies and tactics
  • Collaborate with other relevant stakeholders to ensure enablers for key customer and environmental strategies are in place
  • Work closely with Director to:

    • Ensure payer & provider contracting strategy is consistent with and supporting segment strategy and positioning
    • Advocate for customers based on strong understanding of trade and operational needs
    • Develop business cases on payer & provider contracting strategies as needed to support short-and long-term solutions for specific customer segments



      Why you?
      Basic Qualifications:
      We are looking for professionals with these required skills to achieve our goals:

      • Bachelor's degree
      • 5+ years relevant pharmaceutical experience (e.g., Market Access, Pricing, Contract Analytics, Brand Marketing, Market Research, Finance, etc.)
      • 3+ years required data and analytics-related experience, with demonstrated ability to manage multiple complex analytic projects with shifting priorities and timelines

        Preferred Qualifications:
        If you have the following characteristics, it would be a plus:

        • MBA is preferred
        • 3+ years successful payer, contracting strategy and development, brand marketing and/or account management experience
        • Experience in developing payer and segment specific market insights and incorporating into the brand/strategic planning process
        • Ability to combine data analysis with qualitative insights to identify and explain market access, brand and above-brand drivers of business performance
        • Proven ability to operate independently and handle multiple projects with a high degree of initiative including project planning and prioritization of competing demands
        • Basic understanding of corporate finance fundamentals (gross & net sales, P&L inputs, gross margin, COGs, working capital, etc.)
        • Understanding of specialty trade channels, pricing, reimbursement, and appropriate market access strategies
        • Ability to financially track tactical performance and make appropriate data driven decisions
        • Effectively implements strategies and plans, adjusting as needed to optimize performance
        • Seeks to continuously improve self, others, the business and the organization
        • Experience in developing customer-facing materials in a US healthcare environment
        • Experience developing and managing promotional budgets
        • Experience managing third-party vendors
        • Good understanding of provider reimbursement dynamics (e.g., Average Sales Price [ASP], Net Cost Recovery [NCR], etc)

          Why GSK?
          Our values and expectations -are at the heart of everything we do and form an important part of our culture.
          These include Patient focus, Transparency, Respect, Integrity along with Courage, Accountability, Development, and Teamwork. As GSK focuses on our values and expectations and a culture of innovation, performance, and trust, the successful candidate will demonstrate the following capabilities:

          • Agile and distributed decision-making - using evidence and applying judgement to balance pace, rigour and risk
          • Managing individual and team performance.
          • Committed to delivering high quality results, overcoming challenges, focusing on what matters, execution.
          • Implementing change initiatives and leading change.
          • Sustaining energy and well-being, building resilience in teams.
          • Continuously looking for opportunities to learn, build skills and share learning both internally and externally.
          • Developing people and building a talent pipeline.
          • Translating strategy into action - a compelling narrative, motivating others, setting objectives and delegation.
          • Building strong relationships and collaboration, managing trusted stakeholder relationships internally and externally.
          • Budgeting and forecasting, commercial and financial acumen.

            If you require an accommodation or other assistance to apply for a job at GSK, please contact the GSK Service Centre at 1-877-694-7547 (US Toll Free) or +1 801 567 5155 (outside US).
            GSK is an Equal Opportunity Employer and, in the US, we adhere to Affirmative Action principles. This ensures that all qualified applicants will receive equal consideration for employment without regard to race, color, national origin, religion, sex, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class.
            At GSK, the health and safety of our employees are of paramount importance. As a science-led healthcare company on a mission to get ahead of disease together, we believe that supporting vaccination against COVID-19 is the single best thing we can do in the US to ensure the health and safety of our employees, complementary workers, workplaces, customers, consumers, communities, and the patients we serve. -
            GSK has made the decision to require all US employees to be fully vaccinated against COVID-19, where allowed by state or local law and where vaccine supply is readily available. The only exceptions to this requirement are employees who are approved for an accommodation for religious, medical or disability-related reasons.
            Important notice to Employment businesses/ Agencies
            GSK does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact GSK's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to GSK. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and GSK. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of GSK. GSK shall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site.
            Please note that if you are a US Licensed Healthcare Professional or Healthcare Professional as defined by the laws of the state issuing your license, GSK may be required to capture and report expenses GSK incurs, on your behalf, in the event you are afforded an interview for employment. This capture of applicable transfers of value is necessary to ensure GSK's compliance to all federal and state US Transparency requirements. For more information, please visit GSK's Transparency Reporting For the Record site.

Keywords: GlaxoSmithKline, Durham , Manager, Contract Strategy- Specialty - Durham, NC, Executive , Durham, North Carolina

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