Senior Director, Contract Strategy and Innovation

The Senior Director of Contracting Strategy and Innovation leads the development of contracting strategy and innovative contract offerings across PBM/Payers, Hospital and IDN, and Specialty Pharmacy/Clinic channels. The role will lead the respective channel Contracting Strategy Directors and ensure strategies support brand access and business objectives. 

The role identifies opportunities and deploys novel contract offerings to targeted customers consistently and underpin delivery of access and business objectives consistent with brand strategy. This pivotal role is responsible for conceiving and developing novel contracting solutions that drive market access, improve patient and provider experience, optimize product value, and establish a competitive advantage in a complex healthcare landscape.  

The role is a key member of the US Strategic Market Access team and will work closely with the head of Contract Strategy and Operations to translate contracting strategy and innovative ideas into pilots and scaled deployment.  

The incumbent will possess deep expertise in pharmaceutical contracting, exceptional business acumen and thorough understanding of reimbursement and customer economics across all channels and classes of trade.  

Reporting Relationships:

Reports to: Executive Director, Contracting Strategy and Operations 

Roles that report to this position: 2 

• Director, Contracting Strategy (2) 

Main Responsibilities and Accountabilities:

• Across-Channel Strategy: Lead the PBM/Payer, Hospital and IDN, and Specialty Pharmacy/Clinic Contracting Strategy teams by establishing an integrated contracting strategy across channels that aligns with brand priorities, customer needs, market dynamics, financial objectives, and enterprise value. 

• Strategic Direction and Alignment: Provide strategic direction, prioritization, and decision-making support to the respective Directors to ensure channel-level strategies are coordinated, differentiated where appropriate, and aligned to the broader enterprise contracting approach. 

• Innovative Contract Development: Lead the ideation, design, and implementation of novel contract models, including: 

• Value-Based Agreements (VBAs) and Outcomes-Based Pricing 

• New offerings and approaches to support product access and competitiveness in market 

• Novel service agreements designed to enhance patient and provider experience   

• Support new contracting growth initiatives in targeted channels including Buy and Bill, Specialty Pharmacy & Home Infusion, Hospital and Alternative Sites of Care.  

• Translate understanding of reimbursement, customer economics and market access into the development of novel contract offerings that grow brand access and increase CSL competitive position in market. 

• Cross-functional collaboration across the Strategic Contracting and Pricing leadership team along with Market Access Account field teams, Marketing, Legal, Finance, Policy, to ensure contract strategies are legally compliant, financially viable, and operationally sound. 

• Enhance understanding of provider and payer challenges and opportunities to identify compliant novel solutions that enhance CSL product access and improve organizational competitiveness. 

• Champion the development of business cases and approval of new contract offerings in appropriate governance committees and the execution of pilot test and control initiatives to validate business case assumptions before scaled deployment. 

• Work closely with Executive Director, Contract Strategy and Operations to identify the most pressing opportunities to enhance CSL’s competitive contract offerings within the overarching contract strategy. 

• Partner with Market Access Account team to engage with customers and identify barriers and opportunities to inform design of new contract offerings.  

• Engage with external stakeholders, including vendors, consultants and technology partners, to explore and implement new capabilities that enhance commercial contract innovation. 

Education 

• Bachelor’s degree (BA/BS) in a relevant field (e.g. business or economics): Required 

• MBA or Masters or advanced level degree: Preferred 

Experience 

• 12+ years in Pharmaceutical/biotech industry with 10+ in commercial US market access roles and minimum of 5 years in design and deployment of novel contract offerings in specialty categories across all major classes of trade particularly Buy & Bill, Specialty Pharmacy & Home Infusion, Hospital and Alternative Sites of Care.  

• Demonstrated experience leading contracting strategy teams and senior-level direct reports across multiple customer channels, with accountability for strategy development, organizational alignment, talent development, and execution. 

• A proven track-record of market access thought leadership and creating and implementing novel commercial models, including value-based and outcomes-based agreements. 

Competencies 

• Strategic Thinking: Demonstrated ability to think strategically and develop innovative business models in a complex, regulated environment. 

• Negotiation Skills: Proven experience in negotiating complex, high-value commercial agreements.  

• Business Acumen: High degree of business acumen with deep understanding of business models within US healthcare ecosystem and underlying business drivers.  

• Ability to leverage data and analytics to inform actionable business strategies. 

• Leadership & Influence: Exceptional people and organizational leadership skills, with demonstrated experience leading senior professionals, developing high-performing teams, setting strategic direction, and driving alignment and change across a matrixed organization. 

• Communication: Excellent communication and interpersonal skills, with the ability to present complex information clearly and persuasively to executive leadership.