Director, Market Access Operations, DHH India Capability Hub

MSD Animal Health · India

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Job Description

Director, Market Access Operations, DHH India Capability Hub 

     Our Digital Human Health (DHH) organization is advancing the future of Market Access by building scalable, technology-enabled capabilities that strengthen access, revenue optimization, compliance and operational excellence across the U.S. market. As customers, payer models, contracting arrangements, government programs and Gross-to-Net dynamics become increasingly complex, Market Access Operations must evolve into an integrated, controlled and digitally enabled capability while maintaining compliant tools and processes.   

     The Director, Market Access Operations (India Hub) will serve as a senior India-based leader responsible for building, scaling, and integrating assigned Market Access capabilities supporting the U.S. business.  

     The role operates as part of a globally distributed Market Access Operations organization and partners closely with Market Access Operations leaders in the U.S. DHH organization, Finance, Contracting, Pricing, Revenue Management, other business stakeholders and strategic service partners. The role will advance the transformation of contracting activities and establish sustainable delivery models spanning Market Access systems, Gross-to-Net operations, contract management, rebate and chargeback processing, reporting, deal modeling and contract pull through capabilities, and process excellence.  
    The position reports to the Executive Director, DHH India Hub Delivery and would be based out of Pune or Hyderabad, with international and domestic travel as required by business.  

     This is a Market Access Operations role. Market Access Insights, market research and insights generation are managed through separate roles and are outside the primary scope of this position. 

Key responsibilities: 

Market Access Operations Strategy & Leadership 

• Serve as a senior leader for Market Access Operations capabilities in India and contribute to the long-term capability vision, operating model, governance and growth roadmap in partnership with U.S. Market Access Operations leadership. 

• Build scalable capabilities supporting assigned U.S. Market Access Operations workstreams, with clear accountability for service quality, controls, productivity, business continuity and continuous improvement.  All development is subject to internal and external audits. 

• Provide strategic thought partnership to U.S. Market Access Operations leaders and business stakeholders on operational transformation, capability expansion, risk management and technology modernization. 

• Evolve portfolio governance, demand prioritization, service-level measures, operational reviews and value-realization mechanisms across capabilities. 

Gross-to-Net & Revenue Operations 

• Serve as a senior subject matter expert in U.S. Gross-to-Net, including the operational and financial drivers that convert gross sales to net revenue. 

• Lead assigned capabilities supporting all government programs and pricing, commercial rebates, chargebacks, administrative and distribution fees, contract performance, deductions, reconciliations and related revenue-management processes. 

• Partner with Finance, Pricing, Contracting and Revenue Management to strengthen accrual support, forecast inputs, transparency, data quality, controls and revenue integrity. 

• Drive standardized GTN governance, operating procedures, metrics, issue management, audit readiness and root-cause resolution to reduce leakage and improve predictability. 

Market Access Systems & Model

• Provide business and operational leadership for assigned U.S. Market Access platforms and associated contract, pricing, rebate, chargeback and revenue-management systems. 

• Apply good working knowledge of Model N and its capabilities across contract management, payer and provider management, rebates, chargebacks, government pricing and revenue management. 

• Build internal expertise in system administration, configuration, master and reference data, access controls, interfaces, reporting, release readiness, incident management and user support. 

• Partner with business and technology leaders to improve Model N-enabled workflows, controls, reporting, integrations and operational performance.  

Partner & Operational Leadership 

• Collaborate with strategic service partners to drive delivery quality, productivity, controls, capability enhancement, knowledge continuity and continuous improvement.  

• Establish effective partner governance, performance measures, risk mitigation and issue-resolution mechanisms to protect service continuity, quality and compliance. 

• Ensure effective integration of partner resources and internal teams while maintaining clear accountability, appropriate oversight and strong stakeholder communication. 

Contracting, Rebate & Chargeback Operations 

• Evolve assigned capabilities across customer contracting, contract administration, contract setup and maintenance, amendments, eligibility, payment and reconciliation workflows to meet changing business requirements. 

• Establish disciplined controls for contract interpretation, claim and invoice validation, exception handling, dispute management, approvals and documentation. 

• Ensure connectivity between contract terms, system configuration, transaction processing, financial outcomes and business reporting. 

People & Capability Development 

• Build and lead high-performing, globally connected teams of Market Access Operations professionals. 

• Define workforce strategy, role architecture, career paths and targeted learning across GTN, contracting, rebates, chargebacks, systems, data and operational excellence. 

• Create a culture of patient focus, ownership, inclusion, control consciousness, continuous learning and measurable business impact. 

Required Experience and Skills: 

• Required: BA/BS in Business, Finance, Economics, Healthcare, Pharmaceutical Sciences, Information Systems, Operations or a related field. Preferred: Advanced degree such as MBA, PharmD or relevant master’s degree. 

• 12+ years of relevant experience in the pharmaceutical, biotechnology, healthcare, consulting or life-sciences services industry, including significant experience supporting U.S. Market Access Operations. 

• Deep expertise in Gross-to-Net and its core components, including commercial and government rebates, chargebacks, fees, deductions, reconciliations, accrual support and net-revenue drivers. 

• Strong experience in U.S. contracting operations, revenue management, rebate administration, chargeback operations, and customer contracting. 

• Good working knowledge of Model N and its capabilities across contract management, rebates, chargebacks, government pricing and revenue management.  Customer supplied data validation, all government programs 

• 5+ years of people leadership experience, with a proven record of building, scaling and developing high-performing operational teams. 

• Proven leadership of strategic partner governance, knowledge transfer, operating-model transformation or shared-capability buildout. 

• Strong understanding of operational controls, compliance, audit readiness, data governance, access management, change control, business continuity, and disaster recovery 

• Ability to translate business priorities into process, data, technology and workforce solutions and influence senior stakeholders across global, cross-functional teams. 

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