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.
• •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 $186,489.00 - Maximum $278,875.00, plus incentive opportunity. Actual pay will be determined based on candidate experience, specific skills, and comparison to internal incumbents.

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 the philosophy of people creating new products for better health worldwide. In the U.S., Otsuka is comprised of Otsuka America Pharmaceutical, Inc. and Otsuka Pharmaceutical Development and Commercialization, Inc., with a deep commitment to neuroscience, nephrology, and digital medicine. The Otsuka group employed 34,400 people worldwide and had consolidated sales of approximately USD 14.2 billion in 2023.