Note: The job is a remote job and is open to candidates in USA. Otsuka Pharmaceutical Companies (U.S.) is a pharmaceutical company seeking a Director, Gross-to-Net Strategy & Policy Analytics. The role leads U.S. gross-to-net forecasting, pricing strategy, policy impact analysis, financial accrual support, and cross-functional governance across the inline product portfolio.
Responsibilities
- Develop and recommends end‑to‑end U.S. gross‑to‑net forecasting for all inline products, including RF/budget submissions, long‑range planning and monthly updates, using Anaplan and home-grown models as core tools
- Provide gross‑to‑net inputs and assumptions to Finance/Accounting for accrual management and external financial reporting, ensuring alignment with the close calendar and external audit requirements
- Lead the design, enhancement, and execution of gross‑to‑net models at channel and product level (Medicaid, Medicare, commercial rebates, wholesaler/distribution, returns, copay, 340B, cash discounts, disputes) and own consolidated portfolio‑level output
- Run scenario analyses and ranges around base‑case forecasts to quantify risk and opportunity, including shocks from policy changes, competitive events, and access shifts
- Partner closely with the U.S. Policy team to quantify financial impact of current and proposed policies (e.g., Inflation Reduction Act, price appreciation caps, MFN concepts, MFP/IRA selections) and advise on forecast treatment (embedded vs scenario only)
- Lead recurring cross‑functional gross‑to‑net governance with Finance, Gross‑to‑Net Accounting, Market Access Strategy, and Brand to align on volume, access, and rebate assumptions and to monitor monthly trends (including 340B volatility)
- Use modeling to predict future impacts to ASP, Medicaid URA, 340B Price, and to make recommendations for annual price changes
- Develop and maintain payer/access‑based gross‑to‑net drivers, partnering with Market Access Strategy to refresh payer‑level access and rebate assumptions and integrate them into forecasts
- Oversee implementation, maintenance, and continuous improvement of the Anaplan gross‑to‑net planning environment, including automated data interfaces from Model N and external partners; manage external consultants who support the platform
- Establish robust monitoring and diagnostics for gross‑to‑net performance, including daily/weekly/monthly KPI review, variance analysis vs prior forecasts, and deep‑dives (e.g., 340B spikes) with Government Pricing and Audit teams
- Provide GTN U.S. gross‑to‑net and pricing perspectives in senior‑level forums (e.g., U.S. leadership, Global Finance, Pricing Committee), clearly communicating uncertainty, ranges, and key value drivers as the portfolio scales
- Partner with finance through close cycles to ensure accurate balance sheet accruals and reconciliation
Skills
- 8+ years of experience in pharmaceutical finance, pricing, gross‑to‑net, or market access analytics
- Deep understanding of U.S. channel economics and government/commercial program mechanics, including Medicaid, Medicare Part D/coverage gap, commercial rebates, 340B, chargebacks, and wholesaler agreements
- Hands‑on experience with financial planning and revenue management systems (e.g., Anaplan, Model N, SAP) and comfort working with large, complex data sets
- Strong grasp of U.S. pricing and policy landscape (IRA, inflation penalties, MFP, MFN concepts, and state transparency), and their implications for list price, contracting, and gross‑to‑net
- Demonstrated ability to lead cross‑functional decision‑making with Finance, Policy, Market Access, Brand, and Global stakeholders in a matrix organization
- Advanced analytical and modeling skills, including scenario and sensitivity analysis, with a track record of translating complex analytics into clear recommendations for senior leaders
- Bachelor's degree in Finance, Economics, Mathematics, Pharmacy or related field
- Direct ownership of gross‑to‑net or revenue forecasting for U.S. products is preferred
- MBA, MS in Finance, or similar advanced degree preferred
- Direct ownership of gross‑to‑net or revenue forecasting for U.S. products is preferred
- MBA, MS in Finance, or similar advanced degree preferred
Benefits
- Incentive opportunity
- Comprehensive medical, dental, vision, and prescription drug coverage
- Company-provided basic life insurance
- Accidental death and dismemberment insurance
- Short-term and long-term disability insurance
- Tuition reimbursement
- Student loan assistance
- A generous 401(k) match
- Flexible time off
- Paid holidays
- Paid leave programs
- Other company-provided benefits
Company Overview