142 Million Lives were treated with our medications in 2022. Millions more lives were impacted because those people got the critical medications they needed. From the beginning, Genentech has been a team of highly dedicated, passionate individuals. We are a place where people are united around a single purpose and an ambitious vision. Together, we aspire to deliver ever better health outcomes for patients while lowering overall healthcare costs.

The Opportunity

The Access and Contracting Segment Strategy Leader (Team Lead or IC) serves as an organizational leader and subject matter expert for the CMG organization and Genentech for a key customer segment (National Payer/PBMs, Regional Accounts, Provider Groups, Health Systems & 340B, or 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. 

There are Four openings for this posting as the Customer Segment Strategy Lead. There are 1) National Payer/PBMs,2)  Regional Accounts, 3) Provider Groups, 4) Health Systems & 340B. Note that the Big3 Wholesalers/SDs segment is not open at this time. 

Key Job Responsibilities 

Leadership Oversight and Execution

• Leads a team of individual(s) responsible for account-level contracting and access strategies within a customer segment, including insights and recommendations on discounts, rebates, trends, negotiation strategies, and cross-portfolio considerations to national and regional/ecosystem account teams and Squads.




• 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.




• Builds, leads and motivates a team of people with deep functional and therapeutic area expertise.




• Creates and fosters a culture that facilitates idea/knowledge sharing across the team, and enables and requires employees at all levels to live our Operating Principles in all aspects of their work.




• Proactively seeks opportunity to provide coaching and mentorship on career & skill development across the department, including guidance on working in a matrixed environment and actively seeking peer coaching and feedback.           

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. 




• Ensures consistency of strategic approach across customers and within a segment, as appropriate.




• Incorporates and aligns on key assumptions supporting customer contracting strategies and forecasts, and the ultimate strategy recommendation.  




• Leads or sponsors broader, above-brand strategic efforts impacting overall portfolio contracting strategies. 




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




• Delivers business results through alignment with brand strategies and in accordance with health care compliance guidelines. 




• 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.




• Accelerates the evolution of contracting approaches for prioritized customer segments and oversees the design and implementation of best in-industry capabilities to support these approaches.




• Understands competitive constraints and assesses opportunities v/s a contract at a multi-year strategy level; informs the appropriate response to the segment and account.




• Understands formulary positions and drug volumes and uses these to proactively identify key themes and trends for contracting or engagement opportunities, applying business knowledge and emerging trends to anticipate market behaviors, easily adapts to evolving market dynamics and customer needs, and identifies cross-portfolio implications.




• Achieves specific and measurable targets for impact delivered through novel contracting solutions and channel expansion strategies, working with and on behalf of national and regional/ecosystem account teams. 




• Ensures knowledge of industry rules and standards and performance of activities in alignment with such standards and Genentech policies.

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.




• Develops and provides contracting education to CE partners, helping them to position an appropriate response to the customer and assess opportunities, and ensuring that they can embed access expertise within their own respective teams.




• Develops best practice innovation from markets to disseminate and create a true learning culture in contracting across the organization.




• Creates alignment with strategic thought partners, identifies pull-through opportunities, supports the teams’ development of account analytics, and creates space for effective contract execution and long-term access strategy work by customer segments.




• Stays and keeps internal customers, partners and other stakeholders abreast of key account, market, industry and other relevant developments or evolutions.

• Works collaboratively across verticals within CSS to develop holistic perspectives that may have impact influence from other customer segments.

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.




• Identifies and communicates key customer partnership opportunities and big picture contracting and access tradeoffs that Genentech needs to make. 

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:

• Visionary Leader: Ability to connect dots across an organization, identify relevant business risks and opportunities, and establish forward-looking perspectives from strategy through execution




• Commercial Strategist: Strong ability to translate vision into a direction and execution 




• Action-Oriented: Demonstrated initiative & drive, with the ability to prioritize and focus




• Inspiring & Influential: Ability to inspire and influence a broad set of stakeholders; strong negotiation skills




• Excellent Communicator, with demonstrated ability to flex communication styles and tactics to resonate with various audiences




• Customer-Minded: Balance customer needs and internal priorities to create win-win solutions




• Segment Expert: Expert understanding of managed care, and expert-level knowledge of relevant customer segments

Required Qualifications

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. Thank you.

• 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;  Ability to mobilize cross-functional teams and deploy resources with an enterprise mindset




• Deep understanding of reimbursement environment and strategy within a segment; Knowledgeable about the role of evidence generation in access




• Strategic mindset for proactively identifying problems and generating solutions across a complex and changing environment 

Preferred Qualifications:

• MBA or other advanced degree




• Direct customer experience in relevant segment

Primary location is South San Francisco, but may consider remote options.

Travel: Estimated 25% travel includes account planning and customer interactions.
**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. Note that for some segment(s), preference will be given to home office candidates.

Relocation Benefits are offered on this posting

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 

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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.