Director, Pricing and Channel Strategy

ABOUT the company

The company is one of the fastest-growing benefits solutions and a category-defining pioneer in employer specialty pharmacy. We are reshaping how life-changing therapies are delivered and financed, ensuring patients get the treatment they need while employers finally get a fair deal.

Specialty drugs and infusions represent nearly 10% of all healthcare spend and are the fastest-growing cost category for employers. The company tackles this challenge with a novel approach: eliminating hidden markups, expanding access to high-quality infusion providers, and bringing clarity and fairness to how therapies are priced and paid for.

We’re proud to partner with numerous Fortune 500 companies and leading TPAs. Each patient we serve creates immediate ROI: lower costs, improved access, and better care. Join us as we redefine what’s possible in specialty care.

POSITION OVERVIEW

The Director, Pricing and Channel Strategy is the analytical engine behind the company's acquisition cost and value model, and the owner of the data-driven value proposition the company brings to manufacturers, specialty pharmacies, and Ambulatory Infusion Center (AIC) partners. Where the VP and Relations Manager own day-to-day account execution, this role owns the modeling, benchmarking, and external narrative that make the company's commercial model — and its manufacturer, pharmacy, and AIC pitch — credible and defensible.

This is a build role for someone who thinks in acquisition cost curves, gross-to-net and chargeback models, and claims data — and who wants to shape how the company's commercial model evolves, not just report on it after the fact. The ideal candidate is equally comfortable building a GTN or chargeback model and turning that model into a manufacturer-, pharmacy-, or AIC-ready narrative.

Critically, this role is the connective tissue between how the company actually buys — GPO enrollment, WAC/direct purchasing, distribution terms — and the lowest-acquisition-cost story employers ultimately see. Every dollar of purchasing efficiency this role identifies on the buy side has to show up, in plain terms, as savings on the employer side; this Director owns that translation end to end.

KEY RESPONSIBILITIES

ACQUISITION COST & VALUE MODEL ANALYTICS

• Build and own the models that evaluate and refine the combination of GPO enrollment, WAC/direct purchasing, and distribution terms that most reduces the company's drug acquisition cost over time

• Connect the dots between how the company buys — GPO enrollment, WAC/direct purchasing, distribution terms — and the lowest-acquisition-cost story employers see, so purchasing efficiency translates directly and transparently into employer savings

• Model and stress-test how changes to the manufacturer, pharmacy, and network mix affect acquisition cost, manufacturer value, while collaborating with employer side providing value

• Maintain gross-to-net, chargeback, and 340B leakage/impact models, keeping them current as manufacturer and distribution terms change

• Bring market and competitive intelligence (PBM, GPO, distributor moves) into the company's model design before it hardens into manufacturer or distribution agreements

MANUFACTURER, PHARMACY & AIC VALUE PROPOSITION

• Translate acquisition-cost and value-model analytics into manufacturer-facing value propositions (ASP protection, GTN improvement, 340B impact) and pharmacy/AIC-facing savings and performance narratives

• Turn the company's purchasing economics into a plain-terms employer savings story — how the way the company buys translates into the lowest acquisition cost an employer actually pays

• Own and continuously refine the company's value-proposition materials for manufacturers, specialty pharmacies, and AIC partners, ensuring every figure is sourced, current, and defensible

• Develop customer-ready analytics packages — business review decks, benchmarking reports, covered-lives and growth projections — used directly in manufacturer, pharmacy, and AIC conversations

• Maintain a library of reusable data assets and proof points that flex across manufacturer, pharmacy, and AIC audiences

CROSS-FUNCTIONAL PARTNERSHIP STRATEGY

• Serve as the analytical thought partner across all three external lanes: manufacturer relations, specialty pharmacy/distribution, and LTN/AIC network growth

• Identify data-driven opportunities to deepen partnerships beyond price — clinical and utilization insights, chargeback and REMS analytics

• Build the business case and supporting analysis for new LTN AIC partner onboarding and contract renewals

• Partner with the VP and SVP to prepare acquisition-cost and value-model analysis ahead of manufacturer, pharmacy, and AIC meetings, and represent the analytics function directly in those sessions

QUALIFICATIONS

REQUIRED

• 7+ years in pharmaceutical market access, specialty pharmacy, distribution/trade, PBM, GPO, health plan, or specialty provider operations, with hands-on ownership of pricing, chargeback, or gross-to-net analysis

• Working knowledge of ASP, WAC, GTN, 340B, buy-and-bill, chargebacks, and specialty infusion site-of-care economics

• Demonstrated ability to think in commercial models, not just accounts — comfortable evaluating tradeoffs across acquisition cost, manufacturer value, and employer/AIC savings

• Advanced Excel/Sheets fluency (SQL a plus) and a track record building external-facing analytical materials — business reviews, benchmarking, value-proposition decks

• Excellent written and visual communication skills for manufacturer-, pharmacy-, and AIC-facing materials

PREFERRED

• Experience at a specialty pharmacy, wholesaler/distributor (AmerisourceBergen, McKesson, Cardinal), infusion provider network, PBM, or integrated care company

• PharmD, MBA, or health-economics training, or equivalent pricing/analytics depth

• Familiarity with REMS programs, limited-distribution drugs, and specialty drug distribution

• Experience preparing or presenting materials for AMCP, ISPOR, or similar industry forums

• Pharma GTN (gross-to-net) experience or product-level modeling is a plus

• Skill and project work with Claude (or similar AI tools) for analytics, modeling, and content development is a plus

SUCCESS METRICS

FIRST 90 DAYS

• Complete an audit of all statistics and data sources currently used in manufacturer/pharmacy/AIC-facing materials, flagging any unsourced or unverified figures

• Stand up an initial acquisition cost model spanning GPO enrollment, WAC/direct purchasing, and distribution terms, and an initial benchmarking dashboard covering manufacturer accounts, SP/distribution partners, and LTN AIC partners

FIRST 12 MONTHS

• Value proposition impact: manufacturer, pharmacy, and AIC value-prop materials are fully data-substantiated and refreshed on a defined cadence

• Analytics infrastructure: a repeatable, self-service benchmarking and reporting capability is in place across all three external lanes, including live gross-to-net, chargeback, and 340B leakage models

• Strategic influence: acquisition cost and value-model recommendations from the Director are adopted into manufacturer negotiations and distribution/GPO decisions

At the company, we’re building an outlier company with real impact — and that takes focus, energy, and commitment. If that excites you, we’d love to hear from you.

The company is an equal opportunity employer and welcomes applicants from all backgrounds. We’re committed to building a team that reflects a diversity of perspectives, experiences, and identities.