Head, US Strategic Pricing

Job title: Head, US Strategic Pricing

About the Job

We are an innovative global healthcare company, committed to transforming the lives of people with immune challenges, rare diseases and blood disorders, cancers, and neurological disorders. From R&D to sales, our talented teams work together, revolutionizing treatment, continually improving products, understanding unmet needs, and connecting communities. We chase the miracles of science every single day, pursuing progress to make a real impact on millions of patients around the world.

Position Summary:

The Head of US Strategic Pricing is a dynamic and strategic thinker who plays a critical role in setting and managing the pricing strategies for the company’s products within the US for all of Sanofi’s Pharma business [General Medicines & Specialty Care]. This senior leadership position will manage a talented team of pricing individuals across all the therapeutic areas [in-market & pipeline]. The criticality of this role & team is weighed by the pricing strategies and actual list price that is set for any brand(s) which creates a revenue trajectory that will impact the life cycle of that asset and the overall profitability for Sanofi for that brand. This leader & team will work closely with cross-functional teams, including Finance, Value & Access, Market Access Shared Services, Legal, & Regulatory to ensure that pricing decisions support the company’s business goals, market position, and compliance with regulatory requirements. The ideal candidate will possess deep knowledge of pharmaceutical pricing strategies, health economics, payer negotiations, and reimbursement models in the U.S. healthcare landscape.

This critical senior leader will consistently present the US pricing strategy & governance to the general managers of the businesses, the business unit heads, as well as the US Country Council, Global Market Access Leadership including the ExCom. Further, this leader will also represent market access in the strategic assessment of managing the policy & legislative changes [such as the Inflation Reduction Act, inflationary penalties, etc.] for Sanofi’s portfolio of assets, and operationalizing any necessary changes.

A critical aspect of the Head of US Strategic Pricing will be to manage the Alliance and Non-Alliance portfolio to ensure Alliance assets are reviewed and examined separately and kept away from the non-Alliance assets. This will ensure this key leader maintains the appropriate firewall across the various pricing teams as well as those systems to maintain the appropriate integrity of the firewall.

Main Responsibilities:

• Lead US Pricing Team and Manage Pricing Center of Excellence:

  • Set the strategic vision for the US Pricing Team, aligning team efforts with organizational goals & needs, and driving a culture of pricing innovation and excellence.

  • Lead and manage 9 high performing pricing Directors and Sr. Directors across Specialty Care [Alliance and Non-Alliance] and General Medicines. This team will further grow in size & scope given the number of launches planned over the next 2 years.

  • Oversees the development & growth of the team to ensure this Center of Excellence leads the strategic pricing discussions and interactions across the organization.

  • Hire for the right pricing skillsets needed for the portfolio – pharmacy benefit products, medical benefit products, rare disease, oncology, as well as pipeline therapeutic areas.

  • Provide mentorship and coaching to team members, fostering professional development and succession planning. Prioritize and manage multiple tasks and projects, ensuring timely and high-quality delivery of results.

  • Set performance objectives, conduct regular performance reviews, and provide constructive feedback and development opportunities.

• Developing Pricing Strategies:

  • Partner with Value and Access in the development, recommendation and implementation of US launch and in-line, list, and net pricing strategies.

  • Create pricing strategies that align with the company's and therapeutic areas overall business goals, ensuring that prices are competitive, maximize profitability, and comply with legal and regulatory standards.

  • Ensure pricing strategies consider regulatory & compliance environment, payer negotiation asks, competition & market exclusivity, R&D costs, patient assistance programs, public & political pressure on the pharma industry, as well as future international pricing HTAs and policies that may have US implications.

  • Ensure the pricing teams conduct the appropriate market analysis on market trends, competitor pricing, healthcare reimbursement policies, and customer needs to inform pricing decisions.

  • Model impact of life cycle pricing strategies - model impact of legislative measures on revenue

• Develop Robust Pricing Models:

  • Champion, develop & design innovative pricing models, aligned to health economics models and studies, to favorably position Sanofi assets.

  • Design and develop pricing models to evaluate impact pre- and post-launch strategies including impact to ASP, AMP and best price through defined performance measurement techniques and make recommendations to adapt, where appropriate

  • Collaborate with account teams & products to select outcomes and define inclusion and exclusion criteria.

• Cross Functional Leadership

  • Serve as primary interface for Value & Access to Strategic Pricing, Contracting and Analytics and Government Pricing matrix to ensure successful implementation of all list and net pricing actions.

  • Lead cross-functional negotiations (Value & Access, Market Access Sales, Contract Development) exercising fiduciary responsibility, ensuring account level investments are aligned to brand strategy, based upon sound evidence, profitability, in consideration of related gross-to-net investments.

  • Create, in partnership with the dedicated access teams, List Price, Contracting Strategy Summary and Grants of Authority on an annual basis, aligned to the brand planning cycle, to serve as the basis of approval for the coming year.

  • Interact with international counterparts, ensuring that US launch strategies are linked to global efforts and pricing strategies which may have US implications.

• Financial & GTN Forecasting:

  • This leader and team play a part in forecasting gross & net revenue based on pricing strategies, factoring in potential market share, competitive landscape, and payer adoption rates.

  • This leader needs to ensure full alignment with the finance business partners, the GTN COE as well as the channel leads within market access to ensure the appropriate management & forecasting of the GTN as the slightest tenth of a % point can equate to an impact in the hundreds of millions of dollars for blockbuster brands.

• Adjusting to Healthcare Policies & Legislation:

  • As the healthcare landscape and policies evolve, this role & team adjust pricing strategies to respond to changes, such as drug pricing reform, value-based pricing models, and shifts in insurance coverage, i.e., IRA.

• Compliance and Regulation:

  • Ensuring that pricing practices adhere to industry regulations, including rules set by the Centers for Medicare and Medicaid Services (CMS), and other legal requirements, such as drug pricing transparency laws.

About You

Qualifications

• MBA or related graduate degree preferred. Bachelor with an advanced understanding of the principals of health economics, financial analysis and return on investment required.

• 15+ years of experience in the pharmaceutical industry with minimum of 10-12 years in a pricing capacity including pricing &/or contracting analytics roles.

• Strong leader of leaders with demonstrated leadership and coaching experience, with a focus on hiring for the right skills and capabilities, as well as succession planning.

• Applies appropriate interpersonal styles and communications methods to influence and build effective relationships with business partners (e.g. BU Heads, functional partners, external thinktanks, and alliance partners), typically top senior management in the US & Global.

• Knowledge of AMP, Best Price and ASP pricing dynamics is highly preferred with a deep understanding of the business of oncology and segment (payor, specialty pharmacy and pharmacy / medical benefit management) stakeholders including benefit design and economics associated with Commercial, Medicaid and Medicare reimbursement.

• Excellent financial & analytical skills and ability to communicate complex issues and provide strategic recommendations to the US & Global leadership teams.

• Highly skilled at conducting executive leadership engagements and driving influence across stakeholders via effective communication and ability to set direction for the org.

• In-depth knowledge of the U.S. payer system, reimbursement challenges, channel pricing & contracting, and opportunities across established products, specialty products and rare diseases.

• Proven ability to manage multiple competing priorities effectively, with a focus on delivering high-quality results.

Why Choose Us?

• Bring the miracles of science to life alongside a supportive, future-focused team.

• Discover endless opportunities to grow your talent and drive your career, whether it’s through a promotion or lateral move, at home or internationally.

• Enjoy a thoughtful, well-crafted rewards package that recognizes your contribution and amplifies your impact.

• Take good care of yourself and your family, with a wide range of health and wellbeing benefits including high-quality healthcare, prevention and wellness programs and at least 14 weeks’ gender-neutral parental leave.

Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

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