Senior Director, Customer Segment Strategy - Segment Lead

The Opportunity

The Access and Contracting Segment Strategy Leader serves as an organizational leader and subject matter expert for the CMG organization and Genentech for a key customer segment (Big3 Wholesalers/SDs). They shape, evaluate and monitor the company’s respective access and contracting segment strategy.

Within the Customer Segment Strategy organization, they play a critical role in the overall development and management of the function, overseeing individual(s) and/or directly creating access and contracting strategies for key customers. This includes providing contracting decision support and rationale, insights and recommendations on discounts, rebates, trends, negotiation strategies, and cross-portfolio considerations to national and regional/ecosystem account teams.
 

Within the broader Commercial organization, they will be responsible for leading and influencing across Commercial (including Customer Engagement (CE) leaders, Access Business Partners and Squad Leads, Public Affairs & Access (PA&A) leadership, and others) on key customer segment risks, the “strategic fit” of opportunities, and aligning priorities while creating overarching segment level access strategies with proactive and insightful feedback loop between customer needs and product needs. They shape current and future access strategies across Genentech’s portfolio for their specific customer segment. 

To maximize their impact, the Segment Strategy Leaders must consider the short- and long-term impact of key trends, market events, and customer evolution on Genentech, thus providing support to the business to establish executable strategies for Customer Engagement that will positively impact Genentech’s bottom line. 

Key Job Responsibilities 

Leadership Oversight and Execution

• Leads a cross-functional segment “pod” in the creation of access and contract strategies and decisions that balance GNE’s product access and financial goals.  These pods are composed of senior leaders across relevant CE field teams, Channel & Contract Management (CCM) (operations/ implementation) leaders, Evidence for Access (E4A) leads, Access Business Partners, Account and Access Marketing, Strategy Analytics & Intelligence (SAI), and others to identify, prioritize, and address key business questions within a priority segment.

• Expertly advises Genentech senior leaders on contracting opportunities and risks related to account and segment strategy development and implementation, including contracting spend, trends, and competitive dynamics across accounts, and provides expert insights, guidance, and advice regarding strategic options to optimize portfolio performance within a specific customer segment.

• Acts as conduit between managed care account management teams and home office strategic partners, including Squads and Pricing, Contracting & Distribution (PCD), to align strategic planning efforts and ensure optimal outcomes between portfolio field teams and home office partner functions in account excellence and execution

• Helps develop and manage the overall Policy, Evidence, and Access Strategy (PEAS) organization; taking a leadership role in defining, developing and overseeing implementation of a longer-range vision, strategy, plan and associated objectives for the overall function and team.

• Provides vision and strategic direction to your team, considering Genentech's overall business priorities in conjunction with brand and customer specific priorities when making decisions.

• Shapes and informs goals and priorities within the team, and with other parts of the organization, to develop and facilitate near-term and mid-term solutions, and facilitates implementation of these initiatives across the commercial organization.

• Brings a collective leadership mindset to Policy, Evidence, and Access Strategy (PEAS), flowing work across CSS verticals, and across PEAS teams as appropriate, to ensure robustness of strategies and holistic perspectives.  

Functional Expertise & Strategic Planning

• Leads the development of strategies and recommendations to optimize Genentech's contracting effectiveness, patient access, and competitive advantage for all products within a customer segment. 

• Synthesizes key contract performance insights at an above-brand and cross-customer level within a segment, and shares those insights and perspectives with key stakeholders (Squad Leads, CE National and Regional VPs, Access Steering Committee, and others as appropriate) to inform contract decision-making and influence product-level contracting strategies. 

• Identifies, analyzes, and monitors GNE’s portfolio contracting and external customer trends within a segment, and utilizes those insights to shape and influence contract decision-making and segment-level contracting strategy.

• Stays abreast of macro trends in the healthcare environment and understands the implications of a rapidly-evolving marketplace that potentially impact current and/or future contracting activities and customer needs across Genentech’s product portfolio.

• Develops strategies to stay ahead of the competition, identifying whitespace or underserved opportunities within a dynamic marketplace to position Genentech’s portfolio competitively versus peers.

• Identifies themes (opportunities or threats) and key strategic business questions that may influence Genentech's partnership with key accounts, relevant Genentech products, and strategic segment-level contracting approaches.

• Leads market research to understand and anticipate evolving customer needs, and influence therapeutic area strategies.

• Anticipates market access and pricing/contracting risks and opportunities within Genentech, across a segment, and with key customers.

• Creates a 3-5 year vision and contracting strategy that takes into account input from CE leaders, Access Business Partners, SAI, E4A (HEOR/evidence generation) leads, marketing, operations, and other key partners.

• Shapes access and contracting strategies for existing, new, emerging, or evolving customer segments and accounts. 

• Actively participates in customer interactions as appropriate; and is “at the table” with key customer senior leaders (VP and above) in critical negotiations.  

• Supports strategic account planning and negotiations for assigned prioritized customer segments/ accounts, utilizing depth of understanding in managed care and partnership with internal stakeholders, shaping long-term goals of and strategic direction for Genentech across critical channels.

Cross-functional Collaboration and Education

• Partners closely with National Access Decisions (NAD) and National Supply & Care Delivery (NS&CD) Leaders, CE RVPs, Healthcare Executive Director (HED)/HDs, PEAS Leadership, and other cross-functional teams and internal stakeholders to inform contract decision-making and apply insights to build alignment on customer segment tailored access and contracting strategies. 

• Advises CE Leadership, Genentech Public Affairs & Access (GPAA) Leadership, Squads and Access Business Partners on account contracting and negotiation strategies.

• Partners with PCD colleagues on segment- and product-level contracting and distribution strategies and with field and operational teams to execute strategies in the marketplace.

Communication and Narrative

• Provides a broader contracting POV delivering value back to the organization using Customer Segment’s unique vantage point.

• Anticipates competitive and customer reactions to negotiating tactics and strategy through competitive and customer negotiating game theory modeling and strategy development. 

• Provides contracting support and customer segment insights to Customer Engagement teams to enable them to obtain best terms for Genentech and create win/win situations.

Who You Are:

We are looking for people who are strong leaders ready to make a difference in how Genentech approaches access, and to drive and influence cross functional decision making. We are also looking for someone who is comfortable tackling the unknown, collaborative, agile, and able to ruthlessly prioritize. Critical skills you will bring to the role include:

PLEASE NOTE: If you believe you meet the minimum qualifications (marked as required) to do the work we have described here, and if you are excited about the work, we encourage you to apply even if you are not sure you meet every preferred qualification (marked as preferences). We recognize that some candidates will consider applying for these roles only if in addition to the minimum qualifications, they also meet all preferred qualifications. Others will apply simply if they believe they generally fit the profile of someone in this role. We aspire to represent and meet the expectations of the communities we serve, and are eager to have a diverse pool of candidates and challenge ourselves to find new and better ways of doing the work that we do.

Required Qualifications

• Bachelor’s Degree in relevant discipline 

• 10-15 years of relevant work experience in the pharmaceutical industry, such as: payer or contracting strategy, account management, consulting, market analysis, health economics, distribution strategy, and/or managed care finance

• 8+ years of work experience in a Market Access function, and demonstrated leadership experience within the function

• Broad and diversified US Market Access experience to include multiple therapeutic areas 

• Proven success in managing high performing teams, while acting as a coach and mentor to team members

• Expert in pricing, contracting, distribution, and/or policy strategies within US segment landscape 

• Significant experience in developing and executing access strategies

• Deep understanding of reimbursement environment and strategy within a segment 

Preferred Qualifications

• MBA or other advanced degree

• Direct customer experience in relevant segment

Relocation assistance is offered on this posting.

Primary location is South San Francisco, but position is full-time remote-eligible. Genentech SSF Home Office Preferred. 

If remote, incremental travel may be expected to facilitate cross-functional relationship development and stakeholder engagement, and must be available to travel on short notice for on-site support. 

Travel: Estimated 25% travel includes account planning and customer interactions.
 

The expected salary range for this position based on the primary location of California is $204,000/yr to $378,800/yr. Actual pay will be determined based on experience, qualifications, geographic location, and other job-related factors permitted by law.  A discretionary annual bonus may be available based on individual and Company performance.  This position also qualifies for the benefits detailed at the link provided below.

Benefits

#LI-CM4

#PAA

Genentech is an equal opportunity employer, and we embrace the increasingly diverse world around us. Genentech prohibits unlawful discrimination based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin or ancestry, age, disability, marital status and veteran status.