Vice President, Payer Strategy & Pricing (Plainsboro Township)
About the Department Novo Nordisk's Market Access and Public Affairs team engages diverse stakeholders across political and healthcare landscapes to forge solutions that drive patient access to innovative products. We strive to deliver the best possible outcomes for patients with diabetes, obesity, growth hormone deficiencies and rare bleeding disorders through mutual wins for both Novo Nordisk and our Market Access customers. Our passion for helping people live better lives and our award-winning product pipeline can only be as effective as our ability to provide information to healthcare providers, key stakeholders and policymakers. Our Market Access and Public Affairs professionals ensure that the latest therapies and products reach the people who need them most, by creating an environment where innovation and chronic disease management drive optimal health outcomes. Are you ready to realize your potential? The Position Serves as the senior US leader accountable for payer strategy across Novo Nordisk current therapeutic areas, as well as emerging areas designated by the business. Leads product and portfolio pricing strategy, including whole-sale acquisition cost (WAC), net price ambition, contracting strategy and payer value communications, to secure sustainable, profitable patient access and advance US business objectives. Provides end-to-end market access strategy across the asset lifecycle, from early pipeline and business development through launch, in-line growth and the end of the promotional lifecycle. Translates payer, customer, competitive, policy and evidence insights into clear access choices and equips field market access teams with the strategies, tools and guidance required to negotiate and deliver profitable access. Relationships Reports to: Senior Vice President, Market Access & Public Affairs (MAPA). Serves as an active member of the MAPA Leadership Team and US Operations (USO) LT. Direct leadership: Leads teams responsible for payer strategy, pricing and contracting strategy and payer value communications. Key internal relationships: Partners closely with PCOR (Pricing, Contract Operations & Reimbursement), National and Area Account Management, Market Access Channel and Alternative Models, Brand and Therapeutic Area leadership, HEOR (Health Economics and Outcomes Research), Medical Affairs, Finance, Legal, Compliance, Regulatory, Patient Support Solutions, Trade and Distribution, Channel Strategy, Alternative Models, Public Affairs, Commercial Sales, Enterprise Insights, Global Market Access and Strategic Pricing, Global Commercial, Investor Relations and Business Development. Executive and governance interactions: Advises the US Executive Team, MAPA Leadership Team, US Pricing Committee and relevant portfolio and launch forums on payer strategy, pricing, contracting, customer value and portfolio trade-offs. Essential Functions Enterprise Payer Strategy: Sets the vision, strategy and multi-year plan for payer access across Novo Nordisk's current and emerging therapeutic areas, integrating therapeutic area priorities into a coherent portfolio approach. Leads recommendations on access, investment, supply and contracting trade-offs across products and therapeutic areas, balancing patient access, growth, profitability and long-term enterprise value. Pricing and Contracting Strategy: Leads US strategic pricing for pipeline, launch and in-line assets, including value-based and competitive pricing analysis, WAC strategy, net price ambition, scenario planning and lifecycle pricing. In collaboration with the Channel Strategy team, develops commercial and government-channel contracting strategies, customer offer frameworks, rebate architecture and access guardrails. In collaboration with the Alt Models Team, develops pricing strategies for alternative business models, including NovoCare® Pharmacy, self-pay, direct-to-employer and alternative benefit providers, ensuring alignment with covered-channel and enterprise pricing strategy. Partners with PCOR, Finance, Account Management teams and Legal to evaluate contract economics, optimize gross-to-net investment and ensure strategies are executable, governed and compliant. Payer and B2B Value Strategy: Leads payer and B2B customer strategy, segmentation and insight generation across payers, PBMs, health systems, pharmacies and other access stakeholders, in collaboration with the MA Channel Strategy team. Develops differentiated value propositions and strategic positioning that integrate clinical, economic, population health and budget-impact evidence to support reimbursement, formulary placement and appropriate adoption. Oversees payer-facing programs, customer-facing resource materials and tools, economic models, formulary tools, objection-handling resources and contracting guidance. Equips and trains field market access teams to translate strategy into effective customer engagement, negotiation and profitable access. Pipeline, Evidence and Business Development: Provides end-to-end US market access support from early pipeline and commit-to-medicine-development decisions through launch, in-line optimization and end-of-promotional-life planning. Partners with HEOR, Medical Affairs and Global Market Access to define payer evidence needs, identify gaps and guide evidence-generation plans that support pricing, reimbursement and the payer value story. Supports business development assessments with analysis of payer dynamics, access feasibility, pricing potential, evidence requirements, contracting risk and portfolio fit, in collaboration with the BD Center of Excellence. Execution and Performance Leadership: Leads cross-functional payer and access planning with Therapeutic Area and Brand teams, Account Management, PCOR, HEOR, Medical, Finance, Legal, Regulatory, Public Affairs, Patient Support Services, Trade and Commercial Operations. Represents MAPA on relevant Core Teams. Engages directly with priority customers to test strategy, deepen market insight and support complex negotiations, value discussions and strategic partnerships. Establishes clear performance measures for access, pricing, contracting and payer marketing; uses market, customer, formulary, utilization, gross-to-net and contract ROI insights to adjust strategy and resource allocation. Anticipates policy, competitive and market changes and recommends proactive responses in partnership with Channel Strategy, Public Affairs, PCOR, Legal and Finance. Develops and manages the function strategy, annual operating plan and budget, directing resources to the highest-value enterprise priorities and measuring return on investment. Values and Leadership: Demonstrates values-based leadership consistent with the Novo Nordisk Way and the expectations of a senior enterprise leader. External relationships: In collaboration with the field market access teams, engages senior leaders at health plans, PBMs, government programs, health systems, specialty pharmacies, pharmacies, employers and other B2B customers, as well as relevant associations, vendors and consultants. Participates in priority customer meetings and negotiations, as appropriate. Physical Requirements 10-20% overnight travel required. Development Of People Supervisory (leader of leaders). Builds and leads a high-performing, inclusive organization with clear accountability for payer strategy, pricing and contracting strategy and payer value communications. Sets clear goals, decision rights and performance measures aligned with MAPA and US business priorities; reviews progress regularly and holds leaders accountable for outcomes. Ensures each employee has a meaningful development plan that builds strategic, commercial, customer, financial and leadership capability. Coaches leaders, provides timely and candid feedback, creates challenging development opportunities and builds a diverse succession pipeline for critical roles. Fosters enterprise leadership and constructive challenge across therapeutic areas and functions, with decisions based on total enterprise value rather than local priorities. Creates an environment in which teams act with urgency, make disciplined decisions with incomplete information, elevate risks early and simplify work while maintaining quality, compliance and governance. Manages the application and communication of Novo Nordisk policies, procedures and the Novo Nordisk Way. Ensures that reporting personnel have individual development plans (IDP), with annual goals and measurements that are consistent with the priorities of the business and that interim reviews are held so that their work is focused on those priorities, and they understand their level of accountability for results and the measurement process. Ensures that the IDP forms include completed learning and aspiration plans and are in place for all reporting personnel to enable the achievement of goals and capability to assume increased levels of responsibility. Manages the application and communication of all Novo Nordisk policies, procedures and Novo Nordisk Way. Qualifications Bachelor's degree required. MBA or another advanced degree preferred. 2 years experience may be substituted for Masters, PharmD or PhD. 15 years of progressively relevant business experience in areas such as account management, sales, marketing, finance or market access, preferably in the pharmaceutical industry including pricing and contracting and market access strategy. At least 5 years of people management experience required, with a successful track record of development and coaching. Manager of function experience is strongly preferred. Strong understanding of the US payer environment, payer market dynamics, payer marketing principles and how managed care organizations make deci
