About this role
The Senior Director, Market Access Contract Assessment & Development is responsible for: Commercial payer and PBM contracting Medical and pharmacy benefit strategies Value-based and outcomes-based agreements Market Access strategy and lifecycle management, New Product planning Gross-to-net and pricing implications Innovative reimbursement models Cross-functional leadership across Market Access, Finance, HEOR, Legal, and Commercial Analytics This SD will lead the development, governance, and continuous improvement of proposal and contracting processes for U.S. market access across commercial payers, PBMs, GPOs, specialty pharmacies, trade, and institutional customers. This leader oversees a team responsible for pre-deal analytics, business case development, term sheet and contract drafting, and post-deal performance analytics, ensuring proposals align with brand and market access strategy while meeting financial, legal, and compliance requirements. This role is a key thought partner for strategic pricing decisions and is responsible for annual proposals for WAC pricing.
Key Responsibilities Lead the end-to-end proposal and deal development lifecycle, from opportunity assessment and pre-deal analytics through contract execution and post-deal performance evaluation. Partner with account management and payer marketing to develop robust business cases for major national and regional opportunities, including “deal vs. no-deal” scenarios and share-shift assumptions by bid option. Oversee creation of term sheets and draft contract language, including redlines, in close collaboration with Legal and Market Access Strategy to ensure alignment with approved strategy and risk tolerance.
Own and optimize Pricing Committee (PC) / deal approval process for high-impact accounts (e.g., big three PBMs and other major customers), including timelines, required inputs, and stakeholder engagement. Chair or co-lead core deal teams composed of account leads, contracting leads, and payer marketing leads to refine deal strategies, challenge assumptions, and prepare for PC and Market Access alignment. Ensure proposals are developed within approved brand and channel contract strategies and guidelines, and highlight/explain any requested exceptions.
Direct pre-deal analytics including optimal net price determination, opportunity sizing, margin impact analyses, and risk/benefit assessment across commercial, Medicare, Medicaid, and institutional channels. Lead coordination with finance, Gross-to-Net, forecasting, data/analytics, and claims operations to ensure proposals use the most accurate and consistent data sources (e.g., claims systems, customer portals) rather than solely third-party data. Oversee post-deal analytics, including creation and dissemination of contract performance dashboards that compare actual performance vs. forecast, track gross profit margin, and inform renewal recommendations.
Ensure systematic documentation and repository management for proposals, contracts, amendments, EC decks, and meeting minutes, including tracking volumes and activity metrics. Increase the customer-facing effectiveness of the proposal function by supporting account teams with deal presentations and participation in customer meetings as needed. Partner with Market Access Strategy to clarify and operationalize contract strategy (max rebate rates, preferred positioning targets, ideal language constructs), and ensure strategies are actionable for proposal development.
Identify, evaluate, and champion opportunities for automation, contract lifecycle tools, and application of AI or bots to streamline proposal drafting, document comparison, and metrics generation. Mentor and develop a high-performing team, ensuring sufficient cross-training and backup coverage to reduce single-point dependency risk in proposal and contracting execution. Develop quantitative frameworks to (1) include Customer/Payer 360 view, (2) model gross-to-net (GTN) revenue outcomes and consider GP impact, (3) evaluate competitive action Develop annual WAC change recommendations and cupport pricing strategies for launch products and inline therapies.
Optimize discount structures and craft new programs including eligibility requirements, value-based agreements, and discounts. Translate complex deal terms into clear, legally enforceable contract language and ensure operational coordination. Present business cases to Pricing Committee for deal approvals Oversee contract drafting for Payer/GPOs, Wholesalers, GPOs, Specialty Pharmacies, and health systems.
Maintain contract templates to minimize legal and financial risk exposure and for compliance and audit. Suggested Qualifications Education & Experience Bachelor’s Degree required in Finance, Economics, Business, or related field. Advanced degree preferred such as an MBA, JD, or Master’s in Economics.
10+ years of experience in pharmaceutical pricing, analytics, or contracting. 5+ years of leadership experience managing high-performing corporate teams. 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.
Minimum $230,720.00 - Maximum $345,000.00, plus incentive opportunity: The range shown represents a typical pay range or starting pay for individuals who are hired in the role to perform in the United States. Other elements may be used to determine actual pay such as the candidate’s job experience, specific skills, and comparison to internal incumbents currently in role. Typically, actual pay will be positioned within the established range, rather than at its minimum or maximum.
This information is provided to applicants in accordance with states and local laws. Application Deadline : This will be posted for a minimum of 5 business days. Company benefits: Comprehensive medical, dental, vision, prescription drug coverage, company provided basic life, accidental death & dismemberment, short-term and long-term disability insurance, tuition reimbursement, student loan assistance, a generous 401(k) match, flexible time off, paid holidays, and paid leave programs as well as other company provided benefits.
Come discover more about Otsuka and our benefit offerings; https://ah-prod.com/multi/videoplayer/player.html?v=6385356920112 . Join Our Talent Community: Stay connected with Otsuka by joining our Talent Community. Tell us about your interests, and we’ll notify you about future opportunities that align with your background. https://community.hireez.com/cielo-otsuka/82cb3591 Disclaimer: This job description is intended to describe the general nature and level of the work being performed by the people assigned to this position.
It is not intended to include every job duty and responsibility specific to the position. Otsuka reserves the right to amend and change responsibilities to meet business and organizational needs as necessary. Otsuka is an equal opportunity employer.
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