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