Director, Market Access Contract Offer & Development (Remote)

Otsuka Pharmaceutical Co., Ltd.; United States; Remote; USD 186,000 - 279,000; Full time

Benefits offered by this job

Medical, dental, vision

Life insurance & disability

Tuition reimbursement

Student loan assistance

401(k) match

Flexible time off

Paid holidays & leave

Job summary

Otsuka Pharmaceutical Co., Ltd. seeks a Director of Contract Offer & Development to drive end-to-end contracting for Medicare/Medicaid and major PBMs/GPOs in the United States.

This role sits at the intersection of finance, legal, and account management to optimize net revenue and minimize regulatory risk. The candidate will own advanced pre-deal analytics, lead redline negotiations, and collaborate with Legal, Finance, Government Pricing, and Contract Operations to ensure compliant, favorable

Qualifications

• Bachelor’s degree in Finance, Economics, Business, Health Policy, or related field required; advanced degrees preferred.
• Director level with 8–10+ years leading contract strategy and direct negotiations with Top 3 PBM/GPO entities preferred.
• Experience drafting and redlining complex contracts and managing compliance.

Responsibilities

• Lead pre-deal financial modeling for rebates, value-based contracts, price protection caps, and portfolio bundles.
• Analyze pre-GTN impacts and margins to optimize net revenue.
• Evaluate PBM/GPO administrative, data, and service fees for safe harbor compliance.
• Assess government pricing impacts (Medicaid Best Price, AMP, 340B) of proposed discounts.
• Draft, negotiate, and redline master rebate agreements and amendments.

Skills

Financial modeling

Contract drafting

Redlining management

PBM/GPO knowledge

Compliance & SOX

Cross-functional liaison

Negotiation leadership

Risk mitigation

Education

Bachelor’s degree in Finance, Economics, Business, Health Policy, or related field

MBA/JD or advanced healthcare degree preferred

Job description

The Director, Contract Offer & Development serves as the execution lead for commercial and Medicare/Medicaid contracting across the company’s multi-billion dollar portfolio. This highly visible role drives the end-to-end contract lifecycle for the nation’s largest and most complex customer segments: Top 3 PBMs (CVS Caremark, Express Scripts, OptumRx) and Payer GPOs (Ascent Health Services, Emisar Pharma Services, Zinc Health Services). The successful candidate will sit at the intersection of finance, legal, and account management, mastering two core pillars: advanced pre-deal business case analytics and rigorous contract language redline management. You will ensure that pricing concessions directly optimize market access, protect net revenue, and strictly minimize legal and regulatory liability.

Key Responsibilities

The Director will serve as the P&C lead supporting the National and Regional Managed Markets Account Management teams to ensure comprehensive and actionable contracting and pricing strategies are assessed and implemented at each account that align to Market Access objectives and goals.

1. Deal Analytics & Business Case Development

• Financial Modeling: Construct sophisticated, data-driven pre-deal financial simulations to evaluate complex rebate structures, value-based contracts, price protection caps, and portfolio bundles.
• Net Revenue Optimization: Calculate Pre- Gross-to-Net (GTN) impacts, assessing the trade-offs between tier placement/access gains and margin erosion.
• GPO & PBM Fee Evaluation: Deconstruct and analyze PBM administrative fees, data fees, and GPO service fees to ensure compliance with safe harbor regulations
• Government Pricing Impact: Assess how proposed discounts impact Government Pricing metrics, including Medicaid Best Price, Average Manufacturer Price (AMP), and 340B ceiling prices.
• Executive Presentation: Champion business cases before the Pricing Committee and Executive Leadership, translating financial modeling into clear, actionable commercial risks and rewards.
• PBM/GPO Landscape Mastery: Maintain an expert-level understanding of the evolving PBM/GPO ecosystem, including vertical integration verticality, clearinghouse mechanics, and shifting downstream payer dynamics.

2. Contract Language & Redline Management

• Contract Drafting & Redlining: Lead the negotiation and drafting of highly customized contract language, master rebate agreements, and amendments for Top 3 PBMs and GPOs.
• Strategic Redline Alignment: Partner directly with Corporate Legal to defend company interests against aggressive PBM-proffered templates, specifically managing clauses related to formulary compliance definitions, audit rights, and termination-for-convenience.
• Risk Mitigation: Scrutinize contract language to eliminate operational ambiguities, “gotcha” clauses, and financial exposure relating to inflation caps, market share calculations, and exclusion penalties.
• Cross-Functional Liaison: Serve as the central bridge between National Account Managers, Corporate Legal, Finance, Government Pricing, and Contract Operations to ensure viability and execution of approved terms.
• Audit & Compliance Support: Ensure all contracts strictly adhere to internal corporate governance, Sarbanes-Oxley (SOX), anti-kickback statutes, and fair market value guidelines.

Candidate Profile & Qualifications

• Education: Bachelor’s Degree in Finance, Economics, Business, Health Policy, or related quantitative field required. MBA, JD, or advanced healthcare degree highly preferred.
• Director Level: Minimum of 8 - 10+ years of experience, demonstrating a proven track record of leading high-stakes contract strategy and direct face-to-face negotiations with Top 3 PBM/GPO entities 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 $186,489.00 - Maximum $278,875.00, 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.

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.

Otsuka is an equal opportunity employer. All qualified applicants are encouraged to apply and will be given consideration for employment without regard to race, color, sex, gender identity or gender expression, sexual orientation, age, disability, religion, national origin, veteran status, marital status, or any other legally protected characteristic.

If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation, if you are unable or limited in your ability to apply to this job opening as a result of your disability. You can request reasonable accommodations by contacting [e-mail].

Otsuka America Pharmaceutical Inc., Otsuka Pharmaceutical Development & Commercialization, Inc., and Otsuka Precision Health, Inc. (“Otsuka”) does not accept unsolicited assistance from search firms for employment opportunities. All CVs/resumes submitted by search firms to any Otsuka employee directly or through Otsuka’s application portal without a valid written search agreement in place for the position will be considered Otsuka’s sole property. No fee will be paid if a candidate is hired by Otsuka as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.