Director of Pricing Strategy

  • Waltham, MA, USA
  • Full-time

Company Description

Kala is an emerging pharmaceutical company on the verge of commercialization. We are seeking a Director, Pricing Strategy who will report to the VP of Commercial Operations.  This role will partner with our Commercial team to develop a pricing strategy for our products from the ground up.  This is an opportunity for the right individual to join an experienced and highly motivated team.  It is a really exciting time to join Kala!

Job Description


  • Develop and execute Kala payer contract price concession strategies and approaches, including discount and net price policies and implications.

  • Provide projected payer contributions to forecasting process.

  • Execution of discount and contracting tactical adjustments as needed.

  • Organize and lead the Contract Proposal Committee (CPC) and related sub-committees, defining roles, responsibilities, proposal review process, and approval process.

  • Conduct pre and post contract assessments to measure contract effectiveness.

  • Establish contracting KPIs to maximize profitability and ensure consistency.

  • Work with our selected Government Pricing partner to ensure on time and accurate reporting of prices to government programs (CMS).

  • Work cross-functionally with Finance to validate eligibility for rebates by health plans.

  • Establish rebate quality process to identify claims that should be disputed and/or do not qualify based on contract requirements.

  • Serve as the primary internal point of contact for large-scale national Requests for Proposals (RFPs) with responsibilities including critical financial modeling/analytics, and development and coordination of RFP responses.

  • Develop, interpret and disseminate contract specific performance reporting, trend analysis and customized contract reporting to sales executives in a timely manner leveraging analytical tools.

  • Track and report on payer contract Key Performance Indicators (KPIs), including pricing metrics, revenue and profitability, contract compliance, and other contract performance metrics.

  • Manage and support comprehensive national contracts with a focus on pricing/revenue analysis, management of all components of the contracting lifecycle, contract compliance and supporting Finance operations and controls.



  • 10+ years of experience in a combination of contracting, finance, account management, pricing and corporate strategy.

  • 3+ years of pricing and contract management experience. 

  • Knowledge of payer contract terms and of industry practices and strategies regarding pharmaceutical contract negotiations tactics.

  • Experience analyzing and reporting data in order to identify issues, trends, or exceptions to drive improvement of results and find solutions and experience in synthesizing the information into the big picture view.

  • Experience in diagnosing, isolating, and resolving complex issues and recommending and implementing strategies to resolve problems. 

  •  Advanced level skill in Microsoft Excel. 

  •  Intermediate level skill in Microsoft Word.

  •  Intermediate level skill in Microsoft PowerPoint. 


• Bachelor’s Degree. Masters/MBA preferred.


• Willing to travel up to 25%

Additional Information

Kala is a biopharmaceutical company focused on the development and commercialization of therapeutics using its proprietary mucus-penetrating particle (MPP) technology, with an initial focus on the treatment of eye diseases. Kala has applied the MPP technology to a corticosteroid designed for ocular applications, resulting in two lead product candidates. The product candidates are INVELTYSTM(KPI-121 1%) for the treatment of inflammation and pain following ocular surgery, for which we have submitted a NDA, and KPI-121 0.25% for the temporary relief of the signs and symptoms of dry eye disease, which is currently in Phase 3 clinical development