Executive Director, Pricing & Contracting

The Executive Director, U.S. Pricing, Contracting & Market Access Strategy will lead the U.S. Pricing and Contracting function and serve as the enterprise owner of pricing strategy, governance, and gross-to-net (GTN) performance across the Otsuka portfolio.

Reporting to the Vice President, Market Access, this role is a core member of the Market Access leadership team and a trusted strategic partner to the Chief Financial Officer and senior commercial leadership. The Executive Director will be responsible for developing and executing long-term pricing and contracting strategies that optimize patient access, portfolio profitability, and compliance across all U.S. channels.

This role provides strategic leadership across pricing strategy, payer and GPO contracting, government pricing, GTN forecasting, and pricing governance, while leading the teams and operating forums required to translate strategy into disciplined execution.

Key Responsibilities

Enterprise Pricing & Market Access Strategy

• Lead the development of long-term U.S. pricing strategies across the portfolio, with a focus on improving gross-to-net performance across channels

• Establish strategic pricing frameworks, playbooks, and decision-support tools to guide launch, in-line, and lifecycle pricing decisions

• Ensure pricing strategy is fully integrated into portfolio planning, lifecycle management, and pipeline development

• Translate clinical, economic, and real-world evidence into differentiated pricing and access strategies

Pricing Governance & Decision Making

• Own U.S. pricing governance, including Pricing Committee processes, discounting guidelines, and grants of authority

• Chair or lead a cross-functional pricing and contracting operating committee to support execution, operational decision-making, and performance evaluation

• Ensure pricing decisions are consistent, transparent, well-documented, and aligned with corporate strategy and financial objectives

Contracting Strategy & Performance Management

• Lead the development and oversight of payer, PBM, GPO, and institutional contracting strategies across all U.S. channels

• Monitor and evaluate contract performance to optimize portfolio profitability and access outcomes

• Guide development of contract modeling and scenario analyses to support negotiation strategy and investment decisions

• Ensure consistency of contracting approaches across products, customer segments, and books of business

Gross-to-Net (GTN) & Financial Leadership

• Provide executive oversight of GTN forecasting, accruals, and performance across commercial and government channels

• Partner closely with Finance to assess pricing, contracting, and policy impacts on revenue, margin, and long-term value

• Communicate GTN risks, opportunities, and trade-offs to senior leadership with clarity and credibility

Government Pricing & Policy Impact

• Provide executive oversight of government price reporting, including Medicaid, Medicare, 340B, FSS, and state price transparency requirements

• Ensure pricing strategies and operational execution meet all regulatory, legal, and compliance standards

• Partner with Government Affairs to assess current and emerging policy scenarios and model financial impact to in-market and pipeline assets

Contract Operations Oversight

• Ensure contract management and rebate operations meet performance and compliance standards

• Establish processes to prevent and or limit revenue leakage across contract portfolio

Cross-Functional Leadership & Influence

• Partner with Market Access, Finance, Marketing, Medical, Legal, Compliance, and Government Affairs to ensure alignment on pricing and access strategy

• Serve as a strategic advisor to business unit leaders on pricing, contracting, and access trade-offs

• Represent Pricing and Contracting in enterprise-level discussions with executive leadership

People Leadership

• Lead and develop the Pricing and Contracting team, building strong technical capability and strategic judgment

• Establish development plans, succession planning, and ongoing education to ensure readiness for evolving market and policy dynamics

• Foster a high-performance, collaborative culture grounded in accountability, learning, and continuous improvement

Qualifications

Experience & Expertise

• Minimum of 10+ years of U.S. Market Access experience, with a strong track record in pricing and contracting leadership

• Deep technical expertise in U.S. pricing, contracting, and reimbursement across commercial, Medicare Part D, Medicare Part B, GPO, and 340B channels

• Strong government pricing knowledge, including regulatory requirements and compliance standards

• Demonstrated ability to develop long-term pricing strategies and lead cross-functional execution

• Proven financial acumen, including GTN forecasting, modeling, and scenario analysis

• Experience translating scientific and clinical value into effective commercial pricing strategies

Leadership & Skills

• Exceptional strategic thinking, executive communication, and stakeholder influence skills

• Ability to lead and align cross-functional teams with and without formal authority

• Strong problem-solving capability and comfort navigating ambiguity and complexity

• High emotional intelligence, adaptability, and a results-oriented, growth mindset

• Advanced proficiency in Excel and PowerPoint

Education

• Bachelor's degree required

• MBA or other postgraduate degree strongly preferred

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.

Minimum $249,973.00 - Maximum $388,125.00, plus incentive opportunity: The range shown represents a typical pay range or starting pay for individuals who are hired in the role to perform in the United States. Other elements may be used to determine actual pay such as the candidate's job experience, specific skills, and comparison to internal incumbents currently in role. Typically, actual pay will be positioned within the established range, rather than at its minimum or maximum. This information is provided to applicants in accordance with states and local laws.

Application Deadline : This will be posted for a minimum of 5 business days.

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.

Come discover more about Otsuka and our benefit offerings; .

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.

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