Director, Gross-to-Net

SERVIER MONDE•United States, CA

10d•$215,000 - $250,000•Hybrid

About The Position

The Director, Gross to Net is a strategic financial leadership role responsible for the precision of Servier’s revenue recognition, the accuracy of long-range forecasting, and analytical analysis of current and future impacts. Reporting to the Executive Director, U.S. Pricing and Contracting, you will lead the "Financial Stewardship" pillar of the department. Your mission is to ensure that Gross-to-Net (GTN) reporting and future-looking revenue models are accurate, compliant, and transparent. You serve as the subject matter expert on gross-to-net deduction channels, providing key industry insights that support both finance and strategy teams with current and forward-looking net sales calculations.

Requirements

8-10+ years in the pharmaceutical industry, with at least 5 years specifically in GTN accounting, Revenue Management, or Finance/Government Operations
Proven experience building complex long-range revenue models and performing actual-to-accrual variance analysis
Expert understanding of U.S. GAAP revenue recognition and pharmaceutical accrual methodologies.
Experience in Oncology or Rare Diseases is highly preferred
Proficiency in managing Revenue Management software and understanding how script-level data impacts financial reporting.
Knowledge of 340B program mechanics and an understanding of the operational financial impacts of the Inflation Reduction Act
Proven experience in managing direct reports and cross-functional operational workflows

Nice To Haves

Experience in Oncology or Rare Diseases

Responsibilities

Lead the month-end and quarter-end Gross-to-Net (GTN) process, providing the financial reconciliation of actuals to forecast with supporting documentation
Develop and refine complex "actual-to-accrual" variance models to ensure revenue recognition aligns with U.S. GAAP and corporate financial standards
Develop and maintain sophisticated models to accurately track actual deductions against forecasted estimates, providing detailed variance analysis to empower finance business partners with data-driven monthly accrual decisions and robust forward-looking projections
Collaborate across stakeholders such as Market Access, Contract Operations, Government Reporting, Brands, and Finance to ensure alignment of assumptions and data sources
Collaborate in pre-deal analytics to ensure assumptions are aligned to forecast as well as to inform future forecasts
Maintain documentation of methodologies, processes, and approvals
Establish and oversee data reconciliations across internal and external data
Lead the development of the 3-year GTN plan and input into annual budget cycles, acting as the primary financial forecaster of GTN for the U.S. commercial portfolio.
Build and maintain a gross-to-net model to forecast sales deductions across products and channels, accounting for shifting payer mixes and new product launches
Build and maintain a gross-to-net impact model for government changes, and government impacts related to price increases or commercial deals
Distil complex model outputs into actionable guidance, enabling strategy and finance teams to seamlessly integrate these insights into a consolidated long-range plan
Conduct quarterly variance analyses and "what-if" simulations to inform senior leadership of the financial impacts of contracting shifts, market dynamics, and legislative changes to inform quarterly financial submissions
Act as the lead point of contact for Corporate Finance and Brand teams to ensure GTN forecasts are integrated into the broader corporate P&L
Serve as the functional owner of a Revenue Management System, ensuring the system architecture accurately supports both GTN calculations and forecasting outputs
Ensure data integrity across systems and alignment of data utilization and data definition
Optimize the use of script-level data and third-party aggregators to enhance the precision of rebate validation, prevent revenue leakage, and increase forecast accuracy
Partner with IT and Finance to ensure data integrity between the Contract Management System (CMS) and the corporate ERP (SAP/Oracle)
Lead and develop a team of analysts, fostering technical expertise in pharmaceutical accounting, forecasting, and government operational mechanics
Serve as the lead point of contact for external financial auditors regarding GTN methodologies
Support the Pricing Committee by providing financial evaluations to measure the actual ROI of executed contracts against original GTN projections