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Astellas Pharma Marketing Strategy Pricing Director in Northbrook, Illinois

Developing innovative therapies is one of the most challenging, most essential and personally rewarding fields in science. This is the most exciting time to be a part of Astellas, a company with a uniquely collaborative and patient-focused culture.

There's something special about working at Astellas. It's reflected in our focus on the people we serve, the way we treat each other and the results we achieve together as a company.

Astellas is announcing a Marketing Strategy Pricing Director opportunity in Northbrook, IL.

Purpose & Scope:

Successful pricing and market access outcomes are fundamental to the achievement of Astellas's commercial objectives and the evolving, complex pharmaceutical payer environment makes Global Market Access (GMAx) a critical function. GMAx takes a global, business wide, perspective and adopts a leadership position on strategic questions with respect to the value, price and access outcomes of assets in development. As a leader in this field, the GMAx team must exercise a high degree of expertise and influence across other global functions (R&D, Medical, Commercial, and HEOR) and across wide geographies (such as EMEA, Asia Oceania, Japan and Latina).

This Global Pricing position will work with the Strategic Pricing lead working and facilitate decisions among peers within cross functional teams, incorporating MAx, commercial, MA and HEOR leaders, across Astellas's therapeutic areas of interest. This role will exert a meaningful impact on global development strategies through GPST (Global Product Strategy Team), working across Core Development processes such as the iGBP (integrated Global Brand Plan), and ensuring that value based pricing strategies are embedded in all global and regional development plans.

The scope of expertise will cover: principles of pharma drug pricing; setting price strategy; value based approaches to pricing; the price-volume-value relationship; internal pricing governance and external risk management; and the evolving national & international pricing regulatory environment.

The role holder should be expected to demonstrate pricing expertise across a range of therapy areas and geographic territories; be able to implement industry leading pricing practices at regional and/or affiliate level; and drill down to apply their knowledge to pricing situations regarding specific medicines in specific countries.

The role holder will implement and manage a governance framework for undertaking timely and robust internal global pricing decisions. The individual will identify relevant risk factors; summarise them to senior management; and provide a sound recommendation on the optimal course of action. They should be able to defend their recommendation and make appropriate and insightful challenges.

The results of this role's influence and expertise will be to help raise Astellas pricing capabilities across the whole company; inform, drive and execute strategic pricing decisions with, and on behalf of, Astellas's Senior Leadership resulting in consistently positive and measurable market access outcomes.

Essential Job Responsibilities:

Working closely with the Strategic Pricing Lead, Global MAx TA Directors and Regional Commercial/ MAx Leaders to champion best practice and raise pricing capability throughout Astellas at regional level and within markets through the following activities:

  • Supporting the development of value-enhancing pricing strategies across the product portfolio and work with markets /regions to implement Patient Access Initiatives; evidence based pricing models; search for price-volume opportunities; help develop novel pricing transactions to ensure that Astellas's product price strategies capture the medicine's full value; facilitate patient access; and fulfil the commercial ambition for the medicine.

  • Implementing industry-leading approaches to achieve launch excellence for Astellas's new products which address: new product launch sequencing; launch target prices, international reference pricing; price erosion impact; optimal emerging markets pricing; providing objective (analytically driven) assumptions for early stage assets and licensing opportunities.

  • Operationalizing governance frameworks which oversee: the development of pricing strategies and price targets at regional and affiliate level in EMEA, Asia-Oceania, Japan & Latina markets; and the implementation of Patient Access Initiatives at regional and affiliate level in EMEA, Asia-Oceania, Japan & Latina markets. These frameworks are accountable to the Global Pricing Committee (GPC) and will result in a robust, efficient and transparent decision making process for resolving inter-regional pricing differences. Decisions will be based on evidence, expert knowledge and data and will ensure that affiliate pricing proposals are rigorously challenged, analysed and led to a successful and optimal conclusion.

  • Making recommendations to GPC and Commercial Leaders regarding the optimal course of action; managing stakeholders; and robustly articulating the rationale for their position to decision makers.

  • Monitoring the evolving pricing environment and acting as expert to Senior management, GMAx, TA leadership on questions of pricing, reimbursement & access policy (inc. external HTA decisions) to guide future courses of action.

  • Utilising existing and developing new analytical tools and processes which guide and inform strategic decisions on alternative price strategies, launch sequencing and indication sequencing etc. such as databases, information sources, tracking mechanisms, KPIs, templates and analytic platforms.

  • Ensuring that all global, regional and market, pricing activities comply with regulatory agencies, public policies and guidelines, and with corporate policies and procedures.

  • Commissioning 3rd party vendors on strategic pricing research or consultancy projects which enhance Astellas pricing capabilities, including insights, methodologies, frameworks, databases & tools.

Quantitative Dimensions:

  • This role is accountable for leading pricing activities across Astellas global business with a potential to directly impact sales across the 6 regional P&L responsibilities of EMEA, US, Latina, Asia, Oceania & Japan; across 73 global markets; with combined sales of £8bn.

  • The role will operate across the wide range of therapeutic areas (oncology, emergent technologies, vaccines, rare diseases); a number of in line therapy areas and combined development products numbering more than 50.

  • The role facilitates activities among Regional and affiliate professionals with responsibility for pricing in EMEA, Asia-Oceania, US and Japan incorporating a high component of business judgement and organisational influence.

  • The role has direct responsibility for a number of critical activities (see above) which will have a direct impact on current and future sales potential of the above products. See Essential Job Responsibilities above.

Organizational Context:

  • The role is one of seven Pricing and Market Access leads which form the Global Market Access team and which collectively reports in to SVP; Head of Global Marketing Strategy.

  • The individual role reports to the VP; Head of Global Market Access & Pricing.

  • The pricing role will interact with VPs and SVP level business, R&D leaders as well as country GMs. They will need to convey sufficient authority to be able to persuade, influence and challenge such senior leaders on matter of strategy, investment and policy from Market Access functional perspective.

  • Peer groups: Directors and Senior Directors at Global/Regional levels; Global TA Market Strategy Leaders; Medical leads TA NPTL/GPSTL, Regional leaders within Commercial strategy, Medical, Pricing, Market Access, and HEOR.



  • Bachelor's degree life sciences, finance, marketing/business administration or related field.

  • Further qualification MBA, PhD or equivalent professional qualification.

  • Minimum of 10 years of pharmaceutical business experience which includes:

o Minimum of five years health outcomes, marketing, finance or related experience with proven track record in leading development and managing execution of strategy.

o Minimum of 5 years of Market Access, Pricing or Reimbursement experience in the pharmaceutical/ device industry with a track record of strategy development & execution.

  • Strong understanding and experience of working within the global payer environment; drivers for reimbursement & value based access; and how to integrate into drug development and commercial strategies.

  • Demonstrated expertise in developing innovative approaches to pricing; value based pricing strategies; informing government strategies, including advocacy development; developing the payer value proposition; and payer negotiation workshops.

  • Experience working in a global position and working across regional organizations to develop global pricing policies and respective governance.

  • Demonstrated expertise in international reference pricing and tendering systems and knowledge of analytical and conceptual tools which are relevant to pricing and contracting.

Personal skills:

  • Strong leadership: Ready to take a leading role in work streams; exercise influence in decision making process among diverse functional & geographical areas & at all levels of management.

  • Strategic thinking: Must be able to see operational trends and activities and relate their impact to the "bigger" strategic picture.

  • Strong communication: Both verbal and written, including presentation skills essential. Fluent in written and verbal business English. Proven ability of successfully managing complexity across multi-functional stakeholders, and building strong relationships

  • Strong analytical thinker: with ability prioritize and resolve trade-offs between competing demands. Excellent interpersonal skills and ability to influence decision making across diverse functional areas and all levels of management.


  • Prior global pricing experience in major pharmaceutical company.


Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled

Category Marketing