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Reference Number: SK-DPMSMA
Location: Boston, Massachusetts, United States

Director, Payer Marketing and Strategy:

My client, a well-established biotech company situated outside of Boston, has multiple commercialized products and a solid pipeline.  They are a company committed to growing their current therapeutic areas as well as entering into new ones by developing both bio-therapeutic proteins and small molecules.  Their corporate values are the framework for how they do business and guide them as they strive to fulfill their mission and deliver on their promise to patients and stakeholders. 

My client believes in developing their employees' professional skills and in creating a workplace environment that fosters growth and advancement.  The organization is one that is competency-based and provides strategic core curriculum and training programs around these targeted competencies.  The company specifically provides training and development programs designed to incorporate the company's values into employees' daily work life and into the cultural fabric of the organization. 

The company recognizes the importance of a healthy work/life balance and is committed to helping their employees maintain that balance.  My client prides themselves on rewarding its employees by offering a rich, competitive array of benefits and value-added programs.

If this sounds like the type of organization you would like to work for, keep reading.  I am currently seeking a Director Payer Marketing and Strategy for this organization.  The ideal candidate for this role will have the following:

  • 10+ years pharma experience, including 3-5 years payer marketing experience
  • Prefer payer marketing experience in specialty pharmacy products, but will consider others
  • Experience developing value proposition and analytics, as well as contracting strategy
  • Must have solid tenure at prior organizations and not short stints
  • Broadened experience and knowledge base through progression within the function vs. being in the same role within an organization for 10 years
  • Strong leadership – highly visible role, must be able to influence cross-functionally and affect change
  • Willingness to roll up your sleeves and get your hands dirty as this is an individual contributor role
  • Must be authorized to work for any employer in the US without sponsorship

TITLE:   Director, Payer Marketing & Strategy   

LOCATION: Southern Boston, MA Suburb

REPORTS TO:  VP Payer Strategy & Marketing


The Director, Payer Strategy and Marketing will develop & implement public and private payer segment market access and pull through plans for assigned products. This position will work in collaboration with Brand Marketing, MM Account Managers, HEOR, Legal, Regulatory, Commercial Analytics, Medical Affairs, Field Sales Management, and Sales Training to ensure development of optimal payer marketing strategies and tactics.



  • Lead the development and implementation of the annual US Managed Markets plan for assigned product(s) for key channels (commercial insurance plans, PBMs, Specialty Pharmacy, Medicaid, Medicare, and Federal channel), including compliant contracting and pull-through strategies, tactics, and budget in collaboration with MM Account Management, Operations, HEOR, NDD Brand Marketing teams, and co-promote partner when applicable. Plans will become part of the Brand plans.  In-line brand has sales >$1B, plus will support pipeline in assigned disease states
  • Conduct in-depth situation analyses of the managed markets landscape for assigned products and provide strategic recommendations to Senior Management based on insights
  • Develop and/or revise contracting models that include plan level market share projections and ROI analysis for investment decision making
  • Direct the execution of pull and push-through plans across relevant functions including Managed Markets Account Management, Specialty Pharmacy Solutions Management, NDD Brand Sales and Marketing, Business Excellence, and Sales Training
  • Develop payer value propositions and facilitate implementation by the US Managed Markets Mutual Value Teams at key accounts
  • Manage agency and vendor relationships to develop promotional programs and tactics aligned with the payer plan
  • Support business development activities and new product planning through landscape analysis, understanding of access drivers and competitors, and evaluation of likely payer response to varying scenarios
  • Develop and maintain expert knowledge of the dynamics driving the various managed markets segments and channels including Commercial Managed Care, Medicare, Medicaid, and Health Exchanges
  • Lead Market Access activities in support of future therapeutic area product launches
  • Main Interfaces
    • Internally: US  Brand Sales and Marketing, Market Access and Customer Solutions (MACS) Senior Management, NAMs, RAMs, MACS Contracting & Operations,    Management and staff including Marketing, Sales, Patient Support Services, Medical Affairs, Clinical Development Sr. Management and staff,  Supply Chain, Regulatory Affairs, Government Affairs, Drug Safety, Finance, Commercial Operations & Planning, IT, Human Resources and Legal
    • Externally: Presidents, COO’s ,Vice Presidents, and Directors of  PBMs,  Specialty Pharmacies, MCOs, Specialty Distributors, and differing levels of management with potential future co-promote partners if any
  • Develop the annual brand Market Access Strategy in line with brand objectives for assigned products for all appropriate managed markets channels, including Medicare Part D, Medicaid, Government, and Specialty Pharmacy
  • Develop and direct cross functional execution of brand Access pull-through programs
  • Develop and execute brand value proposition to payer customers
  • Work collaboratively with account management, operations, health outcomes, specialty markets, and brand teams on development & implementation of the strategy
  • Effectively manage budgets and project timelines



  • Bachelor’s degree
  • Advanced degree such as MPH, PharmD or MBA preferred
  • 10 + years biopharmaceutical commercial operations experience
  • 3-5 years’ experience in market Access function within payer marketing, national account management and/or contract operations
  • Strong specialty product experience with understanding of specialty pharmacy channel & specialty product brand management
  • Strong understanding of payer market dynamics and how managed care organizations make decisions across private & public channels
  • Must have superior analytical ability to analyze current and future landscape and specific contract outcomes at the micro and macro level to make investment recommendations that impact our brands
  • High level of expertise in financial modeling, scenario planning, and impact assessments
  • Ability to translate strategies into measurable tactical programs that have high ROI for our brands
  • Ability to work and lead collaboratively in cross - functional teams across the managed markets organization, brand teams, finance, legal & regulatory
  • Ability to identify leading trends, channel dynamics and translate to impactful access programs for our brands.
  • High level of integrity developing compliant strategies and works transparently with legal, regulatory and compliance.
  • Identifies problems and barriers and can quickly assimilate information to develop actionable and effective solutions.
  • Must be willing to execute tactics
  • Must be comfortable working in a matrix reporting and cross cultural environment
  • Fluent English language required
  • Expert level knowledge of MS marketplace, Managed Markets, and Specialty Distribution
  • Strong analytical and financial skills including budgeting, forecasting, and management reporting
  • Strong project management skills
  • Normal and routine office duties
  • Ability to travel 30%