Principal, Customer Segment Strategy - National Provider GPOs

The Position

In this position, you will be responsible for leading the development of access and contracting strategy recommendations across Genentech’s portfolio of products for key customers within a managed care segment, as well as leading high-impact cross-portfolio strategies. 

This role acts as a critical subject matter expert within a segment, providing analytical rigor, strategic recommendations and thought partnership, and negotiation strategy to Customer Engagement (CE) Account Teams and Market Access leaders.

This role serves as a liaison between CE Account Teams, Squads, and Pricing, Contracting, and Distribution (PCD) leads for a product or Therapeutic Area (TA), and plays a crucial part in developing and executing customer segment strategy, utilizing a customer-centric approach to assess access and pricing impacts. 

This work includes effectively leading cross-functional strategy development teams in a dynamic environment, establishing clear and effective priorities and communication across the organization,and building collaborative relationships with senior leaders within Customer Engagement, Public Affairs & Access, Squads, and others.

The outputs of this work have direct and meaningful impacts on GNE’s P&L, patient access for products across GNE’s portfolio, account engagement and partnership, and on GNE’s ability to compete effectively.

This work requires considerable managed care and contracting expertise, deep subject matter expertise in a particular segment, and a customer-centric approach. 

Key Job Responsibilities 

Functional Expertise & Strategic Planning


* Leads the development of access & contracting strategies and recommendations, from strategy through execution, to maximize patient access and protect Genentech’s profitability across all products and multiple key customers within a segment.


* Serves as a liaison between CE Account Teams, PCD, and Squad/Access Business Partners to develop customer strategies aligned with Brand/TA priorities. 


* Provides negotiation support to account teams by clarifying the rationale behind access  strategies, anticipating customer reactions and needs, and providing relevant negotiation talking points as appropriate 


* Synthesizes key contract performance insights across multiple key customers within a segment, and identifies and shares scalable insights or key learnings with relevant leaders (e.g., 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.


* Exploring, developing and maintaining access and contracting strategies that span multiple customer segments (including national and regional payers, Community Providers, hospitals, 340B entities, channel, etc).


* Identifies and analyzes key internal or external trends (including customer evolution, policy reform, industry shifts, and other events) to ant...