Overview

The Director, Gross-to-Net Strategy & Policy Analytics is responsible for leading U.S. gross-to-net forecasting across the inline portfolio, partnering with Finance to support accruals and external financial reporting, and driving U.S. list price strategy in a highly dynamic policy environment. The role serves as the functional lead for all U.S. gross-to-net components, leads cross-functional governance with Finance, Market Access, Policy, and Global teams, and provides quantitative policy impact assessments (e.g., IRA, MFN) to inform executive decision-making.

Key Responsibilities

• •Develop and recommend 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.
• •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 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 with Government Pricing and Audit teams.
• •Provide 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.

Qualifications

• •8+ years of experience in pharmaceutical finance, pricing, gross-to-net, or market access analytics.
• •Direct ownership of gross-to-net or revenue forecasting for U.S. products is preferred.
• •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; MBA, MS in Finance, or similar advanced degree preferred.

Compensation

Minimum $186,489 - Maximum $278,875, plus incentive opportunity. Actual pay will be determined based on experience, skills, and internal equity.

Benefits

• •Comprehensive medical, dental, vision, and prescription drug coverage
• •Company provided basic life, accidental death and dismemberment, short-term and long-term disability insurance
• •Tuition reimbursement and student loan assistance
• •Generous 401(k) match
• •Flexible time off, paid holidays, and paid leave programs

About Otsuka

Otsuka Pharmaceutical Co., Ltd. is a global healthcare company with operations in neuroscience, nephrology, and digital medicine. In the U.S., Otsuka employs approximately 2,200 colleagues and has been certified as a Great Place to Work. The Otsuka group employed 34,400 people worldwide and had consolidated sales of approximately USD 14.2 billion in 2023.