Pricing & Contracting Director - United States

Job Overview

We are seeking an experienced Director, Pricing & Contracting to own the end-to-end pricing strategy, contract design, and government pricing compliance for Henlius's US oncology and specialty portfolio, including biosimilars and innovative biologics.

This role holds primary accountability for US price setting, gross-to-net (GTN) performance, commercial payer and PBM contracting, and government pricing operations across Medicare, Medicaid, VA/FSS, and 340B channels. The ideal candidate combines deep analytical expertise in pharmaceutical pricing economics with a proven ability to negotiate complex contracts, manage government pricing obligations, and lead a focused team that ensures compliant, optimized price realization in a highly regulated US market.

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Key Responsibilities

Pricing Strategy & Governance

• Lead the development, recommendation, and execution of US pricing strategy, including WAC establishment, price corridor design, and lifecycle price optimization for oncology and specialty products.
• Own pricing governance frameworks and ensure alignment with global pricing policies, US legal/regulatory requirements, and corporate financial objectives.
• Evaluate pricing scenarios, competitive positioning, and revenue impact models to inform executive and cross-functional leadership decision-making.
• Partner with Finance, Legal, and Compliance to ensure all pricing decisions are defensible, auditable, and transparent.

Pricing & Contracting – Commercial

• Design, negotiate, and execute pricing and contracting strategies with commercial payers, PBMs, Medicare Part D plans, and organized customers to optimize formulary positioning and net price realization.
• Develop and manage rebate, discount, administrative fee, and incentive structures; ensure contracts deliver target access outcomes while preserving margin.
• Oversee the full contracting lifecycle—from strategic design, financial modeling, and negotiation through execution, implementation, and ongoing performance monitoring.
• Evaluate and implement innovative and value-based contracting arrangements where aligned with portfolio strategy and payer capabilities.
• Ensure all commercial contracts adhere to legal, regulatory, and compliance standards; manage contract analytics and ROI assessment to support access pull-through.

Government Pricing & Compliance

• Oversee all US government pricing operations, including AMP, BP, ASP, 340B ceiling price, and VA/FSS pricing calculations, reporting, and compliance.
• Ensure accurate and timely submission of pricing data to CMS, HRSA, VA, and other federal agencies; maintain robust government pricing methodologies and documentation.
• Monitor and interpret evolving government pricing regulations, legislative changes, and agency guidance; proactively assess impact on portfolio pricing and contracting strategy.
• Lead government contract negotiations and administration (e.g., FSS, Big 4, PHS 340B) in collaboration with Legal and Compliance.
• Manage the government pricing team member(s) to ensure operational excellence, data integrity, and audit readiness.

Gross-to-Net (GTN) Management

• Own US GTN strategy, forecasting, accrual management, and performance analytics across the product portfolio.
• Develop and maintain GTN models that integrate pricing decisions, contract utilization, and channel mix to project net revenue and inform strategic trade-offs.
• Identify and mitigate GTN leakage risks; partner with Finance and Market Access leadership to optimize net price realization and revenue forecasting accuracy.
• Establish GTN reporting dashboards and KPIs to provide executive visibility into price erosion drivers and contract performance.

Cross-Functional Leadership

• Serve as the internal subject-matter expert on US pricing, reimbursement, and contracting dynamics; provide strategic counsel to the Head of Market Access & Pricing and executive leadership.
• Partner closely with Trade & GPO, Field Reimbursement, Payer Marketing, Sales, Medical Affairs, HEOR, Finance, Legal, and Compliance to ensure integrated access and commercial execution.
• Align US pricing and contracting strategies with global market access governance, regional commercial priorities, and launch readiness timelines.
• Support product launch readiness by ensuring pricing infrastructure, contract templates, and government pricing systems are operational prior to commercialization.

Team Leadership & Development

• Build, mentor, and lead a high-performing team, including government pricing and contracting specialists.
• Foster a culture of analytical rigor, compliance excellence, and cross-functional collaboration.
• Set clear performance objectives, development plans, and accountability standards aligned with US commercial and global market access goals.

Requirements

• Bachelor's degree in Pharmacy, Life Sciences, Business, Economics, or related field (required).
• Advanced degree (MBA, PharmD, MPH, JD, or MS in a quantitative discipline) preferred.
• Minimum 10–12 years of progressive pharmaceutical/biotech experience in US pricing, contracting, government pricing, or market access roles.
• Deep expertise in US pharmaceutical pricing mechanics, including WAC, AMP, BP, ASP, 340B, and VA/FSS pricing methodologies and regulations.
• Proven experience managing gross-to-net (GTN) forecasting, accruals, and analytics in a specialty/biologics environment.
• Demonstrated track record negotiating and executing contracts with commercial payers, PBMs, and/or government purchasers.
• Strong understanding of federal healthcare program requirements (Medicare, Medicaid, 340B, VA/FSS) and associated compliance obligations.
• Experience leading or managing government pricing operations and submissions; familiarity with pricing reporting systems and audit processes.
• Demonstrated leadership experience in matrixed commercial organizations; ability to influence senior stakeholders without direct authority.
• Advanced proficiency in financial modeling, Excel, and pricing analytics tools; strong business acumen and attention to detail.
• Direct experience in oncology, biosimilars, and/or complex specialty products with buy-and-bill and/or specialty pharmacy distribution models.

Preferred Qualifications

• Experience working in both large pharma and growth-stage biotech environments; comfortable building pricing infrastructure and scaling operations.
• Track record of successful pricing strategy execution, GTN optimization, and access outcome delivery.
• Familiarity with value-based contracting, outcomes-based agreements, and innovative payment models.
• Established network across US payers, PBMs, and/or government purchasing entities.
• Experience with ERP/pricing systems (e.g., Model N, Revitas, SAP) and government pricing calculation tools.

About Henlius

Henlius (2696.HK) is a global biopharmaceutical company with the vision to offer high-quality, affordable and innovative biologic medicines for patients worldwide with a focus on oncology, autoimmune diseases and ophthalmic diseases. Up to date, 10 products have been approved for marketing worldwide, and 5 marketing applications have been accepted for review in China and the EU, respectively. Since its inception in 2010, Henlius has built an integrated biopharmaceutical platform with core capabilities of high-efficiency and innovation embedded throughout the whole product life cycle including R&D, manufacturing and commercialization. It has established global innovation centre and Shanghai-based commercial manufacturing facilities certificated by China, the EU and U.S. GMP.

Henlius has pro-actively built a diversified and high-quality product pipeline covering about 50 molecules and has continued to explore immuno-oncology combination therapies with proprietary HANSIZHUANG (anti-PD-1 mAb) as the backbone. To date, the company's launched products include HANSIZHUANG (serplulimab, trade name: Hetronifly in Europe), the world's first anti-PD-1 mAb for the first-line treatment of SCLC, HANQUYOU (trastuzumab, trade name: HERCESSI™ in the U.S., Zercepac in Europe), a China-developed mAb biosimilar approved in China, Europe and U.S., HANLIKANG (rituximab), the first China-developed biosimilar, denosumab Bildyos and Bilprevda. and pertuzumab Poherdy. xhyhwjd What's more, Henlius has conducted over 30 clinical studies for 19 products, expanding its presence in major markets as well as emerging markets.

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