Senior Director, Customer Segment Strategy - Channel & Distribution

About this role

The Opportunity The Access and Contracting Segment Strategy Leader (Team Lead or IC) serves as an organizational leader and subject matter expert for the CMG organization and Genentech for a key customer segment (e.g., Channel & Distribution). They shape, evaluate and monitor the company’s respective access and contracting segment strategy.

Within the Customer Segment Strategy organization, they play a critical role in the overall development and management of the function, overseeing individual(s) and/or directly creating access and contracting strategies for key customers. This includes providing contracting decision support and rationale, insights and recommendations on discounts, rebates, trends, negotiation strategies, and cross-portfolio considerations to national and regional/ecosystem account teams.   Within the broader Commercial organization, they will be responsible for leading and influencing across Commercial (including CE leaders, Access Business Partners and Squad Leads, PA&A leadership, and others) on key customer segment risks, the “strategic fit” of opportunities, and aligning priorities while creating overarching segment level access strategies with proactive and insightful feedback loop between customer needs and product needs. They shape current and future access strategies across Genentech’s portfolio for their specific customer segment. 

To maximize their impact, the Segment Strategy Leaders must consider the short- and long-term impact of key trends, market events, and customer evolution on Genentech, thus providing support to the business to establish executable strategies for Customer Engagement that will positively impact Genentech’s bottom line.    Key Job Responsibilities  Leadership Oversight and Execution • Leads a team of individual(s) responsible for account-level access and/or contracting strategies within a customer segment, including insights and recommendations on discounts, rebates, trends, negotiation strategies, and cross-portfolio considerations to national and regional/ecosystem account teams and Squads.

• Leads a cross-functional segment “pod” in the creation of access and contract strategies and decisions that balance GNE’s product access and financial goals.  These pods are composed of senior leaders across relevant CE field teams, CCM (operations/ implementation) leaders, E4A leads, Access Business Partners, Account and Access Marketing, SAI, and others to identify, prioritize, and address key business questions within a priority segment.

• Expertly advises Genentech senior leaders on contracting opportunities and risks related to account and segment strategy development and implementation, including contracting spend, trends, and competitive dynamics across accounts, and provides expert insights, guidance, and advice regarding strategic options to optimize portfolio performance within a specific customer segment.

• Acts as conduit between managed care account management teams and home office strategic partners , including Squads and PCD, to align strategic planning efforts and ensure optimal outcomes between portfolio field teams and home office partner functions in account excellence and execution

• Helps develop and manage the overall Policy, Evidence, and Access Strategy (PEAS) organization ; taking a leadership role in defining, developing and overseeing implementation of a longer-range vision, strategy, plan and associated objectives for the overall function and team

• Provides vision and strategic direction to your team, considering Genentech's overall business priorities in conjunction with brand and customer specific priorities when making decisions

• Shapes and informs goals and priorities within the team, and with other parts of the organization, to develop and facilitate near-term and mid-term solutions, and facilitates implementation of these initiatives across the commercial organization.

• Brings a collective leadership mindset to Policy, Evidence, and Access Strategy (PEAS) , flowing work across CSS verticals, and across PEAS teams as appropriate, to ensure robustness of strategies and holistic perspectives.

• Creates and fosters a culture that facilitate idea/knowledge sharing across team, and enables and requires employees at all levels to live our Operating Principles in all aspects of their work

Functional Expertise & Strategic Planning • Leads the development of strategies and recommendations to optimize Genentech's contracting effectiveness, patient access, and competitive advantage for all products within a customer segment. 

• Synthesizes key contract performance insights at an above-brand and cross-customer level within a segment, and shares those insights and perspectives with key stakeholders (Squad Leads, CE National and Regional VPs, Access Steering Committee, and others as appropriate) to inform contract decision-making and influence product-level contracting strategies. 

• Identifies, analyzes, and monitors GNE’s portfolio contracting and external customer trends within a segment, and utilizes those insights to shape and influence contract decision-making and segment-level contracting strategy.

• Stays abreast of macro trends in the healthcare environment and understands the implications of a rapidly-evolving marketplace that potentially impact current and/or future contracting activities and customer needs across Genentech’s product portfolio.

• Anticipates market access and pricing/contracting risks and opportunities within Genentech, across a segment, and with key customers.

• Creates a 3-5 year vision and contracting strategy that takes into account input from CE leaders, Access Business Partners, SAI, E4A (HEOR/evidence generation) leads, marketing, operations, and other key partners

• Incorporates and aligns on key assumptions supporting customer contracting strategies and forecasts, and the ultimate strategy recommendation.  

• Leads or sponsors broader, above-brand strategic efforts imp

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