EDM Business Alliance and Value & Access Lead

This role is a strategic leadership position within European Distributor Markets (EDM), created to provide end-to-end accountability for Value & Access across all therapeutic areas while also leading the governance and performance management of key distributor partnerships. The position combines deep expertise in pricing, value, and access with strong business alliance leadership to ensure that EDM protects product value, expands patient access, strengthens distributor execution, and operates with greater consistency, control, and performance discipline across markets.

Purpose of the Role

• Lead the EDM Value & Access agenda across all products and therapeutic areas, with full accountability for pricing strategy, DPP governance, value preservation, and patient access.

• Provide strategic and operational leadership for distributor governance, including contracting support, performance management, KPIs, and ways of working with external partners.

• Strengthen EDM’s operating model by creating clearer ownership, greater consistency, and stronger cross-functional coordination in areas that are currently fragmented or insufficiently covered.

• Act as a senior partner to the EDM Commercial Lead and leadership team on access, pricing, distributor performance, and long-term growth enablers.

Key Responsibilities

1. Value & Access Leadership

• Own the Value & Access strategy for EDM across all therapeutic areas, ensuring a coherent and scalable approach across virology, oncology, and future portfolio needs.

• Lead pricing strategy and governance for distributor markets, including launch pricing, list price changes, distributor purchase price (DPP) setting, review of change requests, and alignment with global pricing governance.

• Ensure all pricing and access decisions are informed by market dynamics, payer realities, patient access needs, international reference pricing implications, and applicable legal and competition law guardrails.

• Partner with therapeutic area leads, finance, legal, global pricing and analytics, medical, and other stakeholders to assess pricing business cases and support robust decision-making.

• Oversee the support provided by the existing V&A contractor and ensure work is prioritized, integrated, and aligned to broader EDM priorities.

• Drive greater consistency, transparency, and discipline in pricing processes, documentation, and approval flows.

2. Business Alliance and Distributor Governance

• Lead strategic collaboration with EDM distribution partners to support shared goals, business growth, and market development.

• Shape and oversee the governance model for distributor relationships, including Joint Steering Committee interactions, performance reviews, strategic business reviews, and cross-functional operating rhythms.

• Support the design and evolution of distributor contractual frameworks in close partnership with legal, finance, and leadership stakeholders.

• Define, align, track, and challenge distributor performance KPIs, targets, and incentives, ensuring that performance expectations are translated into clear operational follow-through.

• Identify performance gaps, governance risks, and execution bottlenecks, and lead cross-functional actions to address them.

• Help embed a more disciplined, proactive, and performance-driven distributor management model across EDM.

3. Cross-Functional Leadership

• Contribute to the continuous improvement of EDM ways of working, operating discipline, and role clarity across the distributor model.

• Provide structured business insight, problem solving, and recommendations to leadership on complex access, pricing, contract, and performance topics.

• Support preparation of senior leadership materials, strategic recommendations, and business cases related to distributor partnerships, pricing decisions, and growth opportunities.

• Drive alignment between strategic intent and operational execution, ensuring follow-through on key decisions and agreed actions.

Decision Scope and Accountability

The role holds senior accountability for EDM Value & Access recommendations, DPP and pricing governance input, distributor governance processes, and performance management frameworks. The individual is expected to exercise sound judgment in a highly matrixed and regulated environment, influence senior stakeholders across functions, and escalate appropriately where formal approvals are required. The role does not operate in isolation, but it is expected to provide clear leadership, recommendation quality, and ownership of process discipline in its areas of responsibility.

Candidate Profile

• Strong prior experience in pricing, value, and access is essential and should be considered a core requirement for the role. Understanding of pricing governance, reimbursement dynamics, market access strategy, and value preservation principles.

• Demonstrated experience operating in complex, multi-market healthcare environments, ideally including distributor-led or indirect commercial models.

• Experience working with or leading external business partnerships, alliances, or distributor relationships is highly desirable.

• Ability to combine strategic thinking with operational rigor and execution discipline.

• Track record of influencing senior cross-functional stakeholders and driving alignment without relying solely on direct authority.

Required Qualifications and Experience

• Advanced degree or equivalent experience in business, life sciences, health economics, market access, pharmacy, or a related discipline.

• Significant relevant experience in pricing, market access, value strategy, commercial operations, or related business leadership roles within biopharma or a comparable healthcare environment.

• Strong knowledge of pricing governance, reimbursement frameworks, contracting principles, and access-related commercial considerations.

• Experience preparing business cases, recommendations, and materials for senior leadership decision-making.

• Strong analytical, problem-solving, and communication skills, with the ability to translate complexity into clear recommendations and actions.

• Experience in matrix leadership; people management experience is beneficial but not essential if the candidate has strong demonstrated leadership in cross-functional settings.

Leadership Competencies

• Strategic thinking with strong business judgment.

• Ability to influence, align, and lead through complexity.

• Strong stakeholder management and external partnership capability.

• High level of ownership, accountability, and execution discipline.

• Comfort operating across strategy, governance, and operational detail.

• Clear communicator with executive presence and sound decision-making instincts.

• Strong commitment to compliance, integrity, and working within legal and policy guardrails.

Key Interfaces

• EDM Commercial Lead

• General Manager, Greece & EDM

• EDM Leadership Team

• Therapeutic Area / Business Unit leads and product managers

• Finance, Legal, Medical, Regulatory, Supply Chain / Trade Operations, and Business Analytics

• Global Pricing & Analytics and Global Value & Access stakeholders

• External distribution partners and relevant senior counterparts