The Opportunity:
The Director, Contracting Strategy will lead the development of contracting strategies and offerings for the assigned customer segment that support brand access, business objectives, and CSL’s competitive position in the market.
The role is responsible for translating brand priorities, customer needs, reimbursement dynamics, market conditions, and customer economics into actionable contracting strategies. The Director will develop contract recommendations that balance access, volume, financial value, customer needs, operational feasibility, and enterprise objectives.
The role is a key member of the US Strategic Market Access organization and will work closely with the Senior Director, Commercial Contract Strategy and Innovation Lead, Contract Execution, Contract Operations, Pricing Operations, Price Modelling, Market Access Account, Marketing, Finance, Legal, Analytics, and other cross-functional partners to support the development, approval, implementation, and ongoing evaluation of contracting strategies.
The incumbent will possess deep expertise in pharmaceutical contracting, strong business and financial acumen, and a thorough understanding of reimbursement, customer economics, and market access within the assigned channel.
The Role:
Channel Contracting Strategy:
Lead the development and evolution of contracting strategies for the assigned customer segment. Ensure strategies align with brand priorities, access goals, customer needs, market dynamics, financial objectives, and enterprise value.
Contract Offering Development:
Develop customer and segment specific contract offerings, including pricing structures, performance requirements, access provisions, and other contractual elements designed to improve product access and competitiveness.
Customer and Market Insights:
Maintain a deep understanding of customer business models, reimbursement dynamics, economics, decision-making processes, and emerging market trends. Translate these insights into actionable contracting strategies and recommendations.
Brand and Access Strategy Alignment:
Partner with Marketing, Market Access, Pricing, and other cross-functional stakeholders to translate brand strategies and access goals into channel-specific contracting strategies and customer value propositions.
Financial and Business-Case Development:
Governance and Contract Approval:
Develop and present contracting recommendations to appropriate governance committees. Clearly articulate the strategic rationale, customer value proposition, financial implications, risks, and expected business outcomes.
Contract Implementation and Execution Support:
Partner with Contract execution, Contract Operations, Market Access Account teams, Legal, Finance, and other stakeholders to ensure approved contracting strategies are translated into executable contract terms and implemented accurately and efficiently.
Contract Performance and Optimization:
Skills and Experience:
Bachelor’s degree (BA/BS) relevant field (e.g. business or economics) - Required, MBA/Masters- Preferred
10+ years of experience in pharmaceutical or biotechnology, including significant experience in US market access, pricing, contracting or related commercial roles.
5+ years of direct experience developing or supporting pharmaceutical contracting strategies
Demonstrated experience translating brand strategy, customer insights, reimbursement dynamics, and financial analysis into actionable contracting recommendations.
Proven experience supporting financial business cases and evaluating the access, volume, gross-to-net, profitability, and strategic implications of contract offerings.
Experience presenting contracting recommendations to senior leadership and governance committees.
