Director – Market Access Contract Offer & Development

The Director, Contract Offer & Development serves as the execution lead for commercial and Medicare/Medicaid contracting across the company's multi-billion dollar portfolio. This highly visible role drives the end-to-end contract lifecycle for the nation’s largest and most complex customer segments: Top 3 PBMs (CVS Caremark, Express Scripts, OptumRx) and Payer GPOs (Ascent Health Services, Emisar Pharma Services, Zinc Health Services). The successful candidate will sit at the intersection of finance, legal, and account management, mastering two core pillars: advanced pre-deal business case analytics and rigorous contract language redline management. You will ensure that pricing concessions directly optimize market access, protect net revenue, and strictly minimize legal and regulatory liability.

Key Responsibilities

The Director will serve as the P&C lead supporting the National and Regional Managed Markets Account Management teams to ensure comprehensive and actionable contracting and pricing strategies are assessed and implemented at each account that align to Market Access objectives and goals.

1. Deal Analytics & Business Case Development

• Financial Modeling: Construct sophisticated, data-driven pre-deal financial simulations to evaluate complex rebate structures, value-based contracts, price protection caps, and portfolio bundles.
• Net Revenue Optimization: Calculate Pre- Gross-to-Net (GTN) impacts, assessing the trade-offs between tier placement/access gains and margin erosion.
• GPO & PBM Fee Evaluation: Deconstruct and analyze PBM administrative fees, data fees, and GPO service fees to ensure compliance with safe harbor regulations
• Government Pricing Impact: Assess how proposed discounts impact Government Pricing metrics, including Medicaid Best Price, Average Manufacturer Price (AMP), and 340B ceiling prices.
• Executive Presentation: Champion business cases before the Pricing Committee and Executive Leadership, translating financial modeling into clear, actionable commercial risks and rewards.
• PBM/GPO Landscape Mastery: Maintain an expert-level understanding of the evolving PBM/GPO ecosystem, including vertical integration verticality, clearinghouse mechanics, and shifting downstream payer dynamics.

2. Contract Language & Redline Management

• Contract Drafting & Redlining: Lead the negotiation and drafting of highly customized contract language, master rebate agreements, and amendments for Top 3 PBMs and GPOs.
• Strategic Redline Alignment: Partner directly with Corporate Legal to defend company interests against aggressive PBM-proffered templates, specifically managing clauses related to formulary compliance definitions, audit rights, and termination-for-convenience.
• Risk Mitigation: Scrutinize contract language to eliminate operational ambiguities, "gotcha" clauses, and financial exposure relating to inflation caps, market share calculations, and exclusion penalties.
• Cross-Functional Liaison: Serve as the central bridge between National Account Managers, Corporate Legal, Finance, Government Pricing, and Contract Operations to ensure viability and execution of approved terms.
• Audit & Compliance Support: Ensure all contracts strictly adhere to internal corporate governance, Sarbanes-Oxley (SOX), anti-kickback statutes, and fair market value guidelines.

Candidate Profile & Qualifications

• Education: Bachelor’s Degree in Finance, Economics, Business, Health Policy, or related quantitative field required. MBA, JD, or advanced healthcare degree highly preferred.
• Director Level: Minimum of 8 - 10+ years of experience, demonstrating a proven track record of leading high-stakes contract strategy and direct face-to-face negotiations with Top 3 PBM/GPO entities preferred

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 $186,489.00 - Maximum $278,875.00, 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.

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.  All qualified applicants are encouraged to apply and will be given consideration for employment without regard to race, color, sex, gender identity or gender expression, sexual orientation, age, disability, religion, national origin, veteran status, marital status, or any other legally protected characteristic.   

If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation, if you are unable or limited in your ability to apply to this job opening as a result of your disability.  You can request reasonable accommodations by contacting [email protected]. 

Statement Regarding Job Recruiting Fraud Scams

At Otsuka we take security and protection of your personal information very seriously. Please be aware individuals may approach you and falsely present themselves as our employees or representatives.  They may use this false pretense to try to gain access to your personal information or acquire money from you by offering fictitious employment opportunities purportedly on our behalf.

Please understand, Otsuka will never ask for financial information of any kind or for payment of money during the job application process. We do not require any financial, credit card or bank account information and/or any payment of any kind to be considered for employment. We will also not offer you money to buy equipment, software, or for any other purpose during the job application process. If you are being asked to pay or offered money for equipment fees or some other application processing fee, even if claimed you will be reimbursed, this is not Otsuka. These claims are fraudulent and you are strongly advised to exercise caution when you receive such an offer of employment.

Otsuka will also never ask you to download a third-party application in order to communicate about a legitimate job opportunity. Scammers may also send offers or claims from a fake email address or from Yahoo, Gmail, Hotmail, etc, and not from an official Otsuka email address. Please take extra caution while examining such an email address, as the scammers may misspell an official Otsuka email address and use a slightly modified version duplicating letters.

To ensure that you are communicating about a legitimate job opportunity at Otsuka, please only deal directly with Otsuka through its official Otsuka Career website https://vhr-otsuka.wd1.myworkdayjobs.com/en-US/External.

Otsuka will not be held liable or responsible for any claims, losses, damages or expenses resulting from job recruiting scams. If you suspect a position is fraudulent, please contact Otsuka’s call center at: 800-363-5670. If you believe you are the victim of fraud resulting from a job recruiting scam, please contact the FBI through the Internet Crime Complaint Center at: https://www.ic3.gov,  or your local authorities.

Otsuka America Pharmaceutical Inc., Otsuka Pharmaceutical Development & Commercialization, Inc., and Otsuka Precision Health, Inc. (“Otsuka”) does not accept unsolicited assistance from search firms for employment opportunities.  All CVs/resumes submitted by search firms to any Otsuka employee directly or through Otsuka’s application portal without a valid written search agreement in place for the position will be considered Otsuka’s sole property.  No fee will be paid if a candidate is hired by Otsuka as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.