Senior Director, Contract Offer & Development and NPP

The Senior Director, Contract Offer & Development and NPP is responsible for leading the development, governance, and continuous improvement of proposal and contracting processes for U.S. market access across commercial payers, PBMs, GPOs, specialty pharmacies, trade, and institutional customers. This leader oversees pre‑deal analytics, business case development, term sheet and contract drafting, ensuring proposals align with brand and channel strategy while meeting financial, legal, and compliance requirements.

Key Responsibilities

• Lead team responsible for the end‑to‑end proposal and deal development lifecycle, from opportunity assessment and pre‑deal analytics through contract execution and post‑deal performance evaluation.
• P&C Lead with MA Strategy on New Product and Life Cycle Management strategy development, GOA and Guideline Development. Responsible for providing market dynamic insight, customer specific insight, and validating customer models to achieve brand targets.
• Enterprise deal governance, including PC (executive level) governance, Product-Specific Pricing Subcommittees, and PACT Reviews. Responsible for maintaining clear charters and ways of working, and ensuring adherence to efficient and effective processes.
• Provide leadership to cross-functional P&C, Managed Markets, Legal, Finance, and MA Strategy teams to refine deal strategies, challenge assumptions, and prepare for EC and regional approval forums.
• Ensure proposals are developed within approved brand and channel contract strategies and guidelines and ensure strong business cases are developed that are Executive review appropriate.
• Lead coordination with finance, Gross‑to‑Net, forecasting, data/analytics, and claims operations to ensure proposals use the most accurate and consistent data sources (e.g., claims systems, customer portals).
• Oversee post‑deal analytics with Commercial Analytics including creation and dissemination of contract performance dashboards that compare actual performance vs. forecast, track gross profit margin, and inform renewal recommendations.
• Develop Contract Life Cycle Management Strategy by looking ahead to future needs and ensure appropriate contract language will allow Otsuka to optimize future strategies
• Identify, evaluate, and champion opportunities for process improvements, automation, contract lifecycle tools, and application of AI or bots to streamline proposal drafting, document comparison, and metrics generation to shorten turn-around times while optimizing for contract performance.
• Increase the customer‑facing effectiveness of the proposal function by supporting account teams with deal presentations and participation in customer meetings as needed.
• Partner with MA strategy  marketing to clarify and operationalize contract strategy (max rebate rates, preferred positioning targets, ideal language constructs), and ensure strategies are actionable for proposal development.
• Mentor and develop a high‑performing team, ensuring sufficient skill improvement, cross‑training and backup coverage to reduce single‑point dependency risk in proposal and contracting execution.
• Develop continuous improvements around quality of deal analytics, including but not limited to quantitative frameworks including Payer360 and competitive lens models to support deal development and GTN revenue impact
• Develop improved capabilities for deal assessments, including working with MA Strategy, Commercial Analytics, IT,  to review post-deal assessments, identify appropriate analogues for incremental growth or suppression across products and payer formulary/PA positions, and integrate into improved models such as Anaplan.
• Optimize deal structures and new programs, including Value Based Agreements and work across the team and cross-functionally to ensure enterprise capabilities and processed are developed to support new programs

Education & Experience Requirements

• Education: A Bachelor's degree in Finance, Business, Economics, or Life Sciences is mandatory; an MBA, PharmD, or JD is heavily preferred.
• Years of Experience: 12+ years of progressive pharmaceutical or biotech or Payer experience
• Domain Expertise: At least 5 years specifically dedicated to U.S. Market Access, pricing strategy, commercial/government contracting, account management, Payer, analytics, finance, or New Product Planning (NPP).

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.

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.

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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]. 

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