Director, Gross-to-Net

IQVIA•Parsippany, NJ

About The Position

The Principal-level leader within IQVIA Market Access Technology & Solutions’ Managed Services / Business Process Outsourcing team leads cross-functional, distributed teams that provide advisory services and deliver gross-to-net (GTN) close and forecast services to U.S. pharmaceutical and biotechnology clients. The position combines GTN forecast and accrual model creation and management, balance sheet reserve management, stakeholder and project management, implementation of IQVIA’s proprietary GTN application, transitions to steady-state operations, and support for business development and practice growth. The role is responsible for client delivery and satisfaction, providing high-quality deliverables, and supporting clients’ FP&A and Accounting organizations through GTN close, balance sheet reserve, and forecast cycles. It also provides leadership to clients and delivery teams, contributes to thought leadership and firm-building initiatives, monitors industry and competitive developments, and mentors colleagues. Travel may be required as needed. Client service-level agreements may require weekend and holiday hours.

Requirements

At least 10 years of professional experience in consulting or the pharmaceutical industry, with evidence of career progression.
Bachelor’s degree or equivalent.
Extensive life sciences industry experience and strong conceptual understanding of pharmaceutical supply chains and distribution channels, purchase-based and utilization-based contracting, and regulatory compliance, including government programs and pricing.
Experience advising and supporting clinical-stage or pre-commercial clients with GTN launch readiness for products covered by pharmacy and medical benefits and with various routes of administration.
Working understanding of GAAP principles related to revenue recognition and gross-to-net accounting practices.
Ability to support client FP&A and Accounting organizations’ gross-to-net close and forecast cycles, which may require weekend and holiday hours to meet service-level agreements.
Working understanding of, and willingness to stay current on, regulatory impacts to pricing, contracting, and market access.
Extensive experience working with demand, ex-factory sales, inventory, chargebacks, rebates, and patient assistance program datasets.
Extensive experience creating gross-to-net forecasting models, accruals, and balance sheet reserve management processes.
Experience creating pre-deal and cross-channel pricing models with scenario modeling and sensitivity analysis.
Strong quantitative skills and experience with Excel, PowerBI, or similar tools.
Strong analytical skills, including experience using SQL to analyze large datasets.
Track record of leadership and people development.
Strong project planning, time management, and organizational skills.
Hands-on project management experience using waterfall, agile, and hybrid approaches.
Hands-on software development lifecycle experience supporting configuration, integration, data conversion, testing, deployment, and operational readiness for ERP or financial systems, GTN platforms, revenue management platforms, and systems integrations.
Experience leading distributed teams in the United States and in global or regional hubs outside the United States.
Willingness and ability to travel as needed.

Nice To Haves

MBA or relevant graduate degree.
CPA designation, even if inactive.

Responsibilities

Own client delivery and be ultimately responsible for client satisfaction and quality, including follow-up after deliverables are completed.
Create and manage gross-to-net forecasting models and accruals using datasets such as demand, ex-factory sales, inventory, chargebacks, rebates, and patient assistance programs.
Support client FP&A and Accounting organizations through gross-to-net close, balance sheet reserve, and forecast processing cycles.
Manage implementation projects for IQVIA’s proprietary GTN application and transitions to steady-state operations.
Provide direction, advice, and intellectual leadership to clients and delivery teams.
Provide high-level input to client deliverables and ensure their development in accordance with agreed service-level agreements.
Lead thought leadership and firm-building initiatives.
Monitor industry, client, and competitive trends to anticipate and identify client business challenges and issues.
Mentor, coach, and share subject matter expertise to develop individuals and delivery capabilities.
Support business development and practice growth.