Senior Director, Customer Segment Strategy – Channel & Distribution

Roche

Access and Contracting Segment Strategy Leader responsible for developing strategies in a key customer segment. Overseeing team and providing insights on contracting to enhance Genentech's market access.

Posted 7/24/2026full-timeSouth San Francisco • California • 🇺🇸 United StatesSenior💰 $217,400 - $403,700 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in Market Access strategies, including pricing, contracting, and distribution within the pharmaceutical industry, while effectively leading high-performing teams and fostering cross-functional collaboration to achieve strategic goals.

Highest-signal resume keywords

Market Access Strategy DevelopmentPricing and Contracting ExpertiseLeadership in High Performing TeamsCross-Functional Team MobilizationReimbursement Environment Knowledge

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Contracting StrategyMarket AnalysisHealth EconomicsDistribution StrategyPayer StrategyAccess Strategy ExecutionEvidence Generation KnowledgeStrategic Problem SolvingCustomer Interaction ManagementContract Performance Insights

Soft Skills

Excellent Communication SkillsCoaching and MentoringCollaborative MindsetStrategic ThinkingKnowledge Sharing Facilitation

Certifications & Qualifications

Bachelor's DegreeMBA or Advanced Degree Preferred

Industry Keywords

Pharmaceutical IndustryUS Market AccessManaged Care FinanceTherapeutic AreasAccount ManagementContracting DynamicsCustomer Segment StrategyCross-Portfolio ConsiderationsPolicy, Evidence, and Access StrategyHealthcare Environment Trends

About the role

Key responsibilities & impact

Leads a team of individual(s) responsible for account-level access and/or contracting strategies within a customer segment, including insights and recommendations on discounts, rebates, trends, negotiation strategies, and cross-portfolio considerations to national and regional/ecosystem account teams and Squads.
Leads a cross-functional segment “pod” in the creation of access and contract strategies and decisions that balance GNE’s product access and financial goals.
Expertly advises Genentech senior leaders on contracting opportunities and risks related to account and segment strategy development and implementation, including contracting spend, trends, and competitive dynamics across accounts, and provides expert insights, guidance, and advice regarding strategic options to optimize portfolio performance within a specific customer segment.
Acts as conduit between managed care account management teams and home office strategic partners, including Squads and PCD, to align strategic planning efforts and ensure optimal outcomes between portfolio field teams and home office partner functions in account excellence and execution.
Helps develop and manage the overall Policy, Evidence, and Access Strategy (PEAS) organization; taking a leadership role in defining, developing and overseeing implementation of a longer-range vision, strategy, plan and associated objectives for the overall function and team.
Provides vision and strategic direction to your team, considering Genentech's overall business priorities in conjunction with brand and customer specific priorities when making decisions.
Shapes and informs goals and priorities within the team, and with other parts of the organization, to develop and facilitate near-term and mid-term solutions, and facilitates implementation of these initiatives across the commercial organization.
Brings a collective leadership mindset to Policy, Evidence, and Access Strategy (PEAS), flowing work across CSS verticals, and across PEAS teams as appropriate, to ensure robustness of strategies and holistic perspectives.
Creates and fosters a culture that facilitate idea/knowledge sharing across team, and enables and requires employees at all levels to live our Operating Principles in all aspects of their work.
Synthesizes key contract performance insights at an above-brand and cross-customer level within a segment, and shares those insights and perspectives with key stakeholders (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.
Identifies, analyzes, and monitors GNE’s portfolio contracting and external customer trends within a segment, and utilizes those insights to shape and influence contract decision-making and segment-level contracting strategy.
Stays abreast of macro trends in the healthcare environment and understands the implications of a rapidly-evolving marketplace that potentially impact current and/or future contracting activities and customer needs across Genentech’s product portfolio.
Creates a 3-5 year vision and contracting strategy that takes into account input from CE leaders, Access Business Partners, SAI, E4A (HEOR/evidence generation) leads, marketing, operations, and other key partners.
Incorporates and aligns on key assumptions supporting customer contracting strategies and forecasts, and the ultimate strategy recommendation.
Leads or sponsors broader, above-brand strategic efforts impacting overall portfolio contracting strategies.
Actively participates in customer interactions as appropriate; and is “at the table” with key customer senior leaders (VP and above) in critical negotiations.
Achieves specific and measurable targets for impact delivered through novel contracting solutions and channel expansion strategies, working with and on behalf of national and regional/ecosystem account teams.

Requirements

What you’ll need

You have a Bachelor’s Degree
You have 10-15 years of relevant work experience in the pharmaceutical industry such as direct customer experience in relevant segment (PREFERRED), payer or contracting strategy, account management, consulting, market analysis, health economics, distribution strategy, and/or managed care finance
8+ years of work experience in a Market Access function, and demonstrated leadership experience within the function
Broad and diversified US Market Access experience to include multiple therapeutic areas
Proven success in managing high performing teams, while acting as a coach and mentor to team members
Expert in pricing, contracting, distribution, and/or policy strategies within US segment landscape
Significant experience in developing and executing access strategies
Excellent communication skills, and demonstrated ability to guide development of messaging to both internal stakeholders and external facing customers
Ability to mobilize cross-functional teams and deploy resources with an enterprise mindset
Deep understanding of reimbursement environment and strategy within a segment
Knowledgeable about the role of evidence generation in access
Strategic mindset for proactively identifying problems and generating solutions across a complex and changing environment
MBA or other advanced degree preferred.

Benefits

Comp & perks

Relocation Benefits are offered
Discretionary annual bonus may be available based on individual and Company performance