Director, Strategic Pricing and Contracting

About the Department The Finance & Operations department brings insights and intelligence to inform decision making & drives digitalization and business solutions to attain NNI goals. Finance & Operations works closely across the organization to guide enterprise-wide resource allocations, investment choices, drive core operations and develop insights to drive growth and operational excellence across the value chain while innovating for future capabilities. Our focus on innovation ensures we're constantly building future capabilities. We're responsible for regulating accounting, upholding workplace safety, managing our supply chain and sampling, supporting technological and data innovation, maintaining our facilities and assuring the integrity and completeness of all business transactions. At Novo Nordisk, you will have the opportunity to build a career in a global business environment. We encourage our employees to make the most of their talent, and we reward hard work and dedication with opportunities for continuous learning and personal development. Are you ready to maximize your potential with us? The Position Manages the entire pre‑deal evaluation to contract development, negotiation (Deal to Contract) process for Novo Nordisk's top PBM/payer accounts. Acts as PCOR Account Lead responsible for leading company response from Deal to Contract (includes pre‑deal assessment/analysis, development of business cases for Pricing Committee, offer development, contract development, negotiation, pre‑deal forecasting and reporting of contract profitability of customer segments for all Novo Nordisk products (diabetes, obesity and rare disease products). Responsible for portfolio of accounts representing multi‑billion dollars, which continue to grow in size and complexity. The individual will be responsible for National and Regionals accounts of their direct reports leveraging data from multiple sources to understand business complexities to develop the positioning and pricing of Novo Nordisk products. Works closely with National and Regional Account teams to secure market access for NN products at a profitable and sustainable price point. Presents recommendations to Pricing Committee and ensures intent of the deal is captured in the contract terms and conditions ultimately negotiated with PBM/payer customers. Relationships Reports to the Strategic Pricing & Contracting Department Lead. Responsible for leading a team of 3-4 direct reports responsible for the Deal to Contract process focused on supporting National and Regional Accounts. Direct reports include Pricing Managers and Contract Managers. Partners closely with members of the Market Access account team, Market Access Strategy team, Pricing Committee, Brand Marketing, Market Access Insights, Government Contracts & Operations (GC&O) and Rebate Operations & Insights (ROI) and Legal. External relationships include: Customers, vendors and consultants. Essential Functions Pre-deal: Contributes to continuous improvement and accuracy of the Contract Assessment Model (CAM) to drive and inform data driven decisions from Pricing Committee. Incorporates learnings from prior deals into forward looking recommendations along with account-based forecast. Through deal models gains advanced understanding of pricing sensitivity by product, by payer and accountable for pre-deal forecasts around volume, market share, net sales at the account level. Advanced understanding of customer economics and key factors impacting customer decision‑making around deals. High level of account team engagement required and ability to craft offers sufficient to secure access within Pricing Committee mandate while protecting company financials Implements the company’s Net Pricing Strategy (Contracting Strategy) and determines optimal net prices (via rebates/discounts/price concessions) to NNI contracted customers to secure/maintain sustainable formulary access while meeting the profitability/net sales targets for the company Oversees preparation of all Pricing Committee business cases and financial analyses for aligned accounts. Owns the deal evaluation process and offer development for aligned accounts – provides negotiating mandate to the Market Access account teams. Presents at Pricing Committee and Pre‑PC for aligned accounts and leads review of business case and financial impact scenarios. Ensures appropriate stakeholder alignment around business cases and ensures that business cases are rigorous and independently represent best understanding of both qualitative and quantitative factors to inform PC decision. Ensures accuracy of offers, pricing terms and timely submission of contracts to customers Provides regular updates for Brand Teams and Senior Management on contract performance issues, including over‑ and under‑performing contracts Analyses the impact on pricing decisions on ARP/profitability Owns the financial assessment of aligned National and Regional Accounts Leads collaboration meetings with Strategy team, where SPC and Market Access Strategy align on requests for information, scenario modelling and other ad hoc analysis Provides peer guidance on approach for payer modeling to other SPC Leadership Team members and acts as back up support for Executive Director Contract Development: Manages Contract Managers responsible for authoring contract templates for legal review and approval. Directs Contract Development process for aligned accounts - drafts, develops and negotiates contract language with contracted customers. Assures contract terms #J-18808-Ljbffr Novo Nordisk