Executive Director, Pricing & Contracting
Otsuka America Pharmaceutical Inc., Olympia, Washington, United States, 98502
Key Responsibilities
Enterprise Pricing & Market Access Strategy Lead the development of long-term U.S. pricing strategies across the portfolio, with a focus on improving gross-to-net performance across channels
Establish strategic pricing frameworks, playbooks, and decision-support tools to guide launch, in-line, and lifecycle pricing decisions
Ensure pricing strategy is fully integrated into portfolio planning, lifecycle management, and pipeline development
Translate clinical, economic, and real-world evidence into differentiated pricing and access strategies
Pricing Governance & Decision Making Own U.S. pricing governance, including Pricing Committee processes, discounting guidelines, and grants of authority
Chair or lead a cross-functional pricing and contracting operating committee to support execution, operational decision-making, and performance evaluation
Ensure pricing decisions are consistent, transparent, well-documented, and aligned with corporate strategy and financial objectives
Contracting Strategy & Performance Management Lead the development and oversight of payer, PBM, GPO, and institutional contracting strategies across all U.S. channels
Monitor and evaluate contract performance to optimize portfolio profitability and access outcomes
Guide development of contract modeling and scenario analyses to support negotiation strategy and investment decisions
Ensure consistency of contracting approaches across products, customer segments, and books of business
Gross-to-Net (GTN) & Financial Leadership Provide executive oversight of GTN forecasting, accruals, and performance across commercial and government channels
Partner closely with Finance to assess pricing, contracting, and policy impacts on revenue, margin, and long-term value
Communicate GTN risks, opportunities, and trade-offs to senior leadership with clarity and credibility
Government Pricing & Policy Impact Provide executive oversight of government price reporting, including Medicaid, Medicare, 340B, FSS, and state price transparency requirements
Ensure pricing strategies and operational execution meet all regulatory, legal, and compliance standards
Partner with Government Affairs to assess current and emerging policy scenarios and model financial impact to in-market and pipeline assets
Contract Operations Oversight Ensure contract management and rebate operations meet performance and compliance standards
Establish processes to prevent and or limit revenue leakage across contract portfolio
Cross-Functional Leadership & Influence Partner with Market Access, Finance, Marketing, Medical, Legal, Compliance, and Government Affairs to ensure alignment on pricing and access strategy
Serve as a strategic advisor to business unit leaders on pricing, contracting, and access trade-offs
Represent Pricing and Contracting in enterprise-level discussions with executive leadership
People Leadership Lead and develop the Pricing and Contracting team, building strong technical capability and strategic judgment
Establish development plans, succession planning, and ongoing education to ensure readiness for evolving market and policy dynamics
Foster a high-performance, collaborative culture grounded in accountability, learning, and continuous improvement
Qualifications
Experience & Expertise Minimum of 10+ years of U.S. Market Access experience, with a strong track record in pricing and contracting leadership
Deep technical expertise in U.S. pricing, contracting, and reimbursement across commercial, Medicare Part D, Medicare Part B, GPO, and 340B channels
Strong government pricing knowledge, including regulatory requirements and compliance standards
Demonstrated ability to develop long-term pricing strategies and lead cross-functional execution
Proven financial acumen, including GTN forecasting, modeling, and scenario analysis
Experience translating scientific and clinical value into effective commercial pricing strategies
Leadership & Skills Exceptional strategic thinking, executive communication, and stakeholder influence skills
Ability to lead and align cross-functional teams with and without formal authority
Strong problem-solving capability and comfort navigating ambiguity and complexity
High emotional intelligence, adaptability, and a results-oriented, growth mindset
Advanced proficiency in Excel and PowerPoint
Education Bachelor’s degree required
MBA or other postgraduate degree strongly 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 $249,973.00 - Maximum $388,125.00, 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://www.otsuka-us.com/careers-join-otsuka . 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 Accommodation Request (EEAccommodations@otsuka-us.com) . 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.
#J-18808-Ljbffr
Enterprise Pricing & Market Access Strategy Lead the development of long-term U.S. pricing strategies across the portfolio, with a focus on improving gross-to-net performance across channels
Establish strategic pricing frameworks, playbooks, and decision-support tools to guide launch, in-line, and lifecycle pricing decisions
Ensure pricing strategy is fully integrated into portfolio planning, lifecycle management, and pipeline development
Translate clinical, economic, and real-world evidence into differentiated pricing and access strategies
Pricing Governance & Decision Making Own U.S. pricing governance, including Pricing Committee processes, discounting guidelines, and grants of authority
Chair or lead a cross-functional pricing and contracting operating committee to support execution, operational decision-making, and performance evaluation
Ensure pricing decisions are consistent, transparent, well-documented, and aligned with corporate strategy and financial objectives
Contracting Strategy & Performance Management Lead the development and oversight of payer, PBM, GPO, and institutional contracting strategies across all U.S. channels
Monitor and evaluate contract performance to optimize portfolio profitability and access outcomes
Guide development of contract modeling and scenario analyses to support negotiation strategy and investment decisions
Ensure consistency of contracting approaches across products, customer segments, and books of business
Gross-to-Net (GTN) & Financial Leadership Provide executive oversight of GTN forecasting, accruals, and performance across commercial and government channels
Partner closely with Finance to assess pricing, contracting, and policy impacts on revenue, margin, and long-term value
Communicate GTN risks, opportunities, and trade-offs to senior leadership with clarity and credibility
Government Pricing & Policy Impact Provide executive oversight of government price reporting, including Medicaid, Medicare, 340B, FSS, and state price transparency requirements
Ensure pricing strategies and operational execution meet all regulatory, legal, and compliance standards
Partner with Government Affairs to assess current and emerging policy scenarios and model financial impact to in-market and pipeline assets
Contract Operations Oversight Ensure contract management and rebate operations meet performance and compliance standards
Establish processes to prevent and or limit revenue leakage across contract portfolio
Cross-Functional Leadership & Influence Partner with Market Access, Finance, Marketing, Medical, Legal, Compliance, and Government Affairs to ensure alignment on pricing and access strategy
Serve as a strategic advisor to business unit leaders on pricing, contracting, and access trade-offs
Represent Pricing and Contracting in enterprise-level discussions with executive leadership
People Leadership Lead and develop the Pricing and Contracting team, building strong technical capability and strategic judgment
Establish development plans, succession planning, and ongoing education to ensure readiness for evolving market and policy dynamics
Foster a high-performance, collaborative culture grounded in accountability, learning, and continuous improvement
Qualifications
Experience & Expertise Minimum of 10+ years of U.S. Market Access experience, with a strong track record in pricing and contracting leadership
Deep technical expertise in U.S. pricing, contracting, and reimbursement across commercial, Medicare Part D, Medicare Part B, GPO, and 340B channels
Strong government pricing knowledge, including regulatory requirements and compliance standards
Demonstrated ability to develop long-term pricing strategies and lead cross-functional execution
Proven financial acumen, including GTN forecasting, modeling, and scenario analysis
Experience translating scientific and clinical value into effective commercial pricing strategies
Leadership & Skills Exceptional strategic thinking, executive communication, and stakeholder influence skills
Ability to lead and align cross-functional teams with and without formal authority
Strong problem-solving capability and comfort navigating ambiguity and complexity
High emotional intelligence, adaptability, and a results-oriented, growth mindset
Advanced proficiency in Excel and PowerPoint
Education Bachelor’s degree required
MBA or other postgraduate degree strongly 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 $249,973.00 - Maximum $388,125.00, 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://www.otsuka-us.com/careers-join-otsuka . 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 Accommodation Request (EEAccommodations@otsuka-us.com) . 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.
#J-18808-Ljbffr