Head of Payer Partnerships - Remote

Astellas Pharma Inc. is a pharmaceutical company conducting business in more than 70 countries around the world. We are committed to turning innovative science into medical solutions that bring value and hope to patients and their families. Keeping our focus on addressing unmet medical needs and conducting our business with ethics and integrity enables us to improve the health of people throughout the world. For more information on Astellas, please visit our website at www.astellas.com .

This position is remote. Primary locations include San Francisco, CA | New York, NY | Boston, MA. Remote work from certain states may be permitted in accordance with Astellas’ Responsible Flexibility Guidelines. Candidates interested in remote work are encouraged to apply.

Purpose & Scope of Position:

The Head of Payer Partnerships will be fully dedicated to a priority program within Astellas Rx+ that is focused on the development and commercialization of a Digital Therapeutic plus hardware medical device product currently referred to as Z1608. Z1608 is being designed to help patients manage the day-to-day challenges of living with a serious cardiovascular condition while creating the opportunity for earlier intervention by capturing/sharing key biomarkers with the patient’s care team.

As a member of the Z1608 team the Head of Payer Partnerships will be broadly responsible for business development activities with IDNs and health plans. This individual will build and manage the entire business development pipeline for Z1608 and cultivate relationships with executive stakeholders and key decision makers at IDNs and regional/national health plans. The Head of Payer Partnerships will lead early-stage product/program discussions, navigate the business development process, negotiate commercial contracts, and collaboratively plan for program launch/implementation with prospective IDN/payer partners.

This individual will be key to establishing initial commercial partnerships and pilots as well as Z1608’s long-term growth strategy as we begin to scale the business in coming years. This commercial leader should possess a strong understanding of the U.S. healthcare marketplace, the challenges that IDNs/payers face with managing high-cost chronic diseases, and the role digital interventions can play in improving outcomes/reducing total cost of care. This individual must be a credible leader and possess the knowledge and sales skills to engage with clinical, business, and innovation executives at IDNs and health plans. Success in this role will be defined initially by establishing our first commercial programs/pilots for Z1608, followed by contributing to commercial expansion as we scale the business in coming years.

Essential Job Responsibilities:

Acquire a deep understanding of the Z1608 product, mechanism of action, and clinical/economic value proposition

Develop a deep understanding of unmet needs in our target therapeutic area and how the Z1608 product can effectively address those

Develop and target a prioritized set of IDNs/health plans for initial commercial programs/pilots

Initiate, develop, and maintain strong relationships with key customer executives and decision makers

Develop presentations and discussion guides to be used in information gathering conversations with IDNs and plans

Work collaboratively with IDNs and plans to solicit input on the Z1608 product, especially program launch/implementation, patient enrollment, and HCP engagement

Work with Z1608 program lead, product team, and commercial operations to ensure IDN/plan inputs are incorporated into launch/implementation/operational capabilities we build around the Z1608 product

Create pitch presentations and sales materials to be leveraged in business development discussions with IDNs/payers

Lead pitch/business development meetings with key customer stakeholders with support from field medical, Z1608 program lead, etc.

Lead the development of customized proposals aligned to specific customers’ requirements

Lead contracting process from start to finish with support from various Astellas functions

Work closely with Account Management to seamlessly transition prospective customers to existing customers as deals close and programs launch

Help ensure a long-term competitive edge for Z1608 by communicating learnings from the market, customers, competition, etc. to the Z1608 leadership and product teams

Maintain the highest level of ethical standards and professionally represent Astellas Rx+ to the medical community

Qualifications:

Required

Bachelor’s Degree is required

Experience defining and executing innovative contractual relationships for digital health products, including value-based outcomes and SaaS/data-driven business model

Considerable understanding of the U.S. healthcare environment and payer landscape (including health systems, IDNs, and health plans)

10+ years of experience in sales / business development / account management in the healthcare industry - preferably B2B experience with payers in the digital health / medical device / pharmaceutical industries

Experience and success with leading end-to-end customer partnerships starting with overall strategy to establish pipeline followed by executing through prospecting, relationship building, pitching, and contracting

Experience defining and executing innovative contractual relationships for digital health products, including value-based outcomes and SaaS/data-driven business models

Experience working with clinical, business, and innovation stakeholders to execute complex deals with health systems, IDNs, and health plans

Network of relationships with senior executives at leading IDNs and health systems

Action-oriented leader who takes initiative, motivates others, and enjoys solving novel problems in creative ways

Demonstrates strong aptitude to work in a rapidly evolving, early-stage, start-up environment (with the support of a large multi-national pharmaceutical company)

Strong negotiating/influencing skills

Excellent interpersonal and networking skills

Strong preference for experience in medical device/digital health startups, specifically Digital Therapeutics, Prescription Digital Therapeutics, and Remote Patient Monitoring

Salary Range

$153K – $204K (NOTE: Final salary could be more or less, based on experience)

Benefits

Medical, Dental and Vision Insurance

Generous Paid Time Off options, including Vacation, Sick time, plus national holidays including Heritage Days, and Summer and Winter Breaks

401(k) match and annual company contribution

Company paid life insurance

Annual Corporate Bonus and Quarterly Sales Incentive for eligible positions

Long Term Incentive Plan for eligible positions

Referral bonus program

Category Rx+ Commercial

Astellas is committed to equality of opportunity in all aspects of employment.

EOE including Disability/Protected Veterans