Title:  Senior Manager, Contract Operations

Date:  Aug 4, 2022
Location:  Princeton - Sun
Company:  Sun Pharmaceutical Industries, Inc (USA)



Company Overview

Sun Pharmaceuticals Industries Inc. is the fourth largest generic pharmaceutical company in the world, and rapidly building our brand presence. We manufacture, market and distribute pharmaceuticals to the nation’s largest wholesalers, distributors, warehousing and non-warehousing chain drugstores as well as managed care providers. Our goal is to continue to develop and market quality products that bring value to our customers and ultimately the patient. Current manufacturing capabilities allow Sun Pharma to develop products across most therapeutic categories.

At Sun Pharma we believe our people are an invaluable asset. Our culturally diverse workforce is one of our biggest strengths, along with the rich experience they bring across varied skill-sets. We are proud that our global workforce is bound by our common values.

THIS POSITION IS LOCATED IN PRINCETON, NEW JERSEY.  The work week is HYBRID: 3 days in office; 2 days remote.


Job Overview

SENIOR MANAGER CONTRACT OPERATIONS is responsible for contracting strategy and analytics for commercial (includes medical benefits) and Medicare payers and also supports field-facing team members in contract negotiations. Leads evaluation and analysis of customer contracting opportunities including performing financial modeling and contract risk assessment analysis and preparation of legally approved contract documents. Works closely on cross-functional team that includes account managers, pricing and contract team colleagues, finance, compliance and others to ensure offers are competitive, legally compliant, and strategically structured to create value for both the customer and Sun Pharma. In partnership with the account teams is the internal expert on assigned customers and ensures contracts are structured to be consistent with brand strategy and support the latest pull-through efforts and value creating programs. May accompany Account Managers on contracting calls to represent the best interests of Sun Pharma in when delicate contract negotiations are necessary. Assists Contract Analyst when score carding accounts and development of all Gross to Net (GTN) budget and projection assessments and accruals and provides input for Government Pricing calculations.


  • Utilize knowledge of channel/customer economics to negotiate contract language to drive value for customer and Sun Pharma
  • Works in partnership with the Brand team and Finance on customer-specific rebate projections
  • Understands inter-customer dynamics and the commercial implications for structuring deal negotiations
  • Provides proactive insights and recommendations to Market Access Account Managers to deliver stronger value for the customer and Sun Pharma
  • Acts as a liaison with the brand team, on behalf of the Market Access Account Manager to ensure all contracts are structured to be consistent with brand strategy and to maximize value creation for all stakeholders
  • Works with counterparts to ensure pricing strategies/philosophy can be executed within Sun Pharma contracting requirements
  • Conducts sophisticated analyses of potential savings for Sun Pharma with consideration of the customers’ perspective of contracted versus non-contracted revenue and works closely with Market Access Account Managers and Pricing and Contracts team to evaluate appropriate options and strategies for leveraging additional value creating opportunities
  • Leads cross-matrix meetings with Market Access Account Managers, Pricing, Brand Payer Marketing, Finance, Legal and Compliance to present and gain approval for contract offer recommendations that balance customer needs with brand objectives to ensure deals represent the best interests of all customers and Sun Pharma
  • Provides direct customer-facing support for Market Access Account Managers with contract negotiations, including developing and presenting supporting information that enhances negotiation discussions
  • Monitors the competition, marketplace, and regulatory changes that could influence contract terms
  • Works with internal government and legal experts to monitor the latest government contracting and reporting requirements, and ensures government pricing implications are identified and considered
  • Utilizes sophisticated analytical techniques to analyze and monitor customer compliance and performance against contract terms and keeps the Market Access Account Managers informed on contract performance with score cards and other analysis on an ongoing and regular basis
  • Ability to work in a deadline-driven and fast-paced multi-tasking environment including managing multiple projects with on time completion



  • 5+ years of progressive experience in Contracts, Pricing within the pharmaceutical and/or biopharmaceutical industry
  • Strong technical/functional skills and an ability to motivate, develop, and lead others as a player/coach
  • Experience in negotiating, executing, and implementing contracts
  • Strong analytical skills and ability to think strategically about the impact of various contracting approaches which could be employed in a complex ecosystem/marketplace
  • Firm understanding of the healthcare marketplace and demonstrate strong business acumen, including a solid understanding of the way various channels and customer types make money and create value
  • Ability to work across boundaries to partner, influence and build consensus with various stakeholders in order to get results
  • Exceptional aptitude for learning quickly and ability to communicate technical concepts to a wide range of stakeholders
  • Must demonstrate an ability to drive execution of key initiatives and meet all deadlines
  • Must have a strong ability to prioritize and work effectively in a fast-paced, dynamic environment
  • Track record of highly ethical and compliant behavior
  • Must have strong oral and written communication skills
  • Proficient in PowerPoint and Excel Preferred

Education and Experience

  • College Graduate-Bachelor’s Degree minimum with MBA a plus
  • 7+ years pharmaceutical industry experience preferably in Contracts, Pricing or Market Access


Nearest Major Market: New Jersey