Director Commercial Finance
About The Position
The Director Commercial Finance will lead financial modeling across Budget, Forecast, and Long-Range Planning (LRP) processes and support business development initiatives through valuation modeling and scenario analysis for licensing, partnership, and acquisition opportunities. This role serves as the lead finance partner to US Commercial leadership, providing financial insight and decision support across the commercial organization. The position requires deep expertise in pharmaceutical revenue and market access finance, including Gross-to-Net forecasting, revenue recognition, and modeling government pricing programs. The Director will also be responsible for developing the company’s commercial revenue forecast, leading Gross-to-Net modeling, serving as an expert on Medicare Part B buy-and-bill revenue modeling, and leading commercial revenue and operating expense modeling for annual budgets, quarterly forecasts, and long-range plans. Additionally, the role involves leading commercial OPEX and headcount planning, and partnering with Business Development to evaluate opportunities through financial modeling and valuation analysis.
Requirements
- Bachelor’s degree in Finance, Accounting, Economics, or related field required
- Minimum 10+ years of progressive finance experience, including significant commercial finance experience within the pharmaceutical or biotechnology industry.
- Deep expertise in pharmaceutical revenue forecasting and Gross-to-Net modeling.
- Proven experience supporting buy-and-bill or physician-administered pharmaceutical products reimbursed under Medicare Part B.
- Strong understanding of US pharmaceutical pricing, reimbursement, and payer contracting structures.
- Advanced Excel financial modeling skills
- Strong communication skills with the ability to influence senior stakeholders and translate complex financial concepts into clear business insights.
- Candidates without direct experience in pharmaceutical Gross-to-Net and ASP-based revenue modeling will not be considered.
Nice To Haves
- MBA, CPA, or CFA preferred.
- Experience supporting specialty or oncology pharmaceutical products preferred.
- Experience with ERP and financial planning systems preferred.
Responsibilities
- Serve as the lead finance partner to US Commercial leadership, providing financial insight and decision support across the commercial organization.
- Analyze revenue trends, demand signals, channel dynamics, and competitive market events to provide forward-looking insights.
- Partner with Commercial and Market Access leadership to evaluate pricing strategy, payer contracting structures, and promotional investment decisions through rigorous financial modeling and scenario analysis.
- Prepare ready executive analyses and presentations for senior leadership and Board-level discussions.
- Translate complex reimbursement and market dynamics into clear financial insights to support strategic decision-making.
- Develop the company’s commercial revenue forecast, including demand, pricing, channel mix, and Gross-to-Net deductions.
- Develop and maintain detailed forecasting models including: Volume forecasting (TRx, NRx, and demand units), Channel mix and inventory dynamics, Average Selling Price (ASP) modeling and reimbursement-driven pricing considerations.
- Develop scenario and sensitivity analyses to assess commercial risks and opportunities.
- Continuously enhance forecasting methodologies, data integration, and financial modeling tools.
- Drive forecast accuracy through strong cross-functional collaboration with Commercial, Market Access, Supply Chain, and Market Analytics teams.
- Lead all Gross-to-Net modeling and forecasting, including: Government rebates (Medicaid, Medicare Part D, VA, 340B), Commercial managed care rebates, Chargebacks and distribution service fees, Copay assistance programs, Returns and other deductions.
- Monitor GTN trends and identify key drivers of forecast variance.
- Ensure alignment between GTN forecasts, accrual methodologies, and revenue recognition policies.
- Partner with Accounting and Market Access teams to ensure accurate financial reporting and compliance.
- Serve as the internal expert on revenue modeling for physician-administered pharmaceutical products reimbursed under Medicare Part B.
- Maintain deep understanding of: ASP-based reimbursement methodology and quarterly ASP updates, Provider acquisition cost dynamics and buy-and-bill margin economics, Commercial payer reimbursement structures tied to ASP benchmarks, Impact of reimbursement changes on provider behavior and demand.
- Develop financial models that evaluate provider margin sensitivity and commercial strategy implications.
- Lead commercial revenue and operating expense modeling for: Annual Budget, Quarterly Forecast updates, 5–7-year Long-Range Plan (LRP).
- Integrate demand forecasts, pricing dynamics, Gross-to-Net assumptions, and operating expenses into cohesive financial projections.
- Present financial risks, sensitivities, and strategic trade-offs to senior leadership.
- Lead forecasting and management of commercial operating expenses, including: Sales force costs and incentive compensation, Marketing programs and agency spend, Market access investments.
- Model headcount plans, hiring timelines, and total compensation costs.
- Partner with HR and Commercial leadership on organizational planning and workforce strategy.
- Provide variance analysis and cost optimization recommendations.
- Partner with Business Development and executive leadership to evaluate licensing, co-development, and acquisition opportunities through financial modeling and valuation analysis.
- Build integrated financial models including P&L, cash flow, and NPV analyses.
- Conduct base, upside, and downside scenario analyses to support investment decisions.
- Support financial due diligence and executive investment discussions.
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What This Job Offers
Job Type
Full-time
Career Level
Director
