Director, Gross-to-Net
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 gross-to-net (GTN) close and forecast services to U.S. pharmaceutical and biotechnology clients. The role combines GTN forecast and accrual model creation and management, balance sheet reserve management, cross-functional stakeholder management, and project management for implementations of IQVIA’s proprietary GTN application and transitions to steady-state operations. The leader also supports business development and practice growth. IQVIA Market Access Technology & Solutions is a technology-enabled services division that supports U.S. pharmaceutical and biotechnology manufacturers through systems integration partnerships and services, managed business process outsourcing services, and analytics. IQVIA describes itself as a global provider of clinical research services, commercial insights, and healthcare intelligence for the life sciences and healthcare industries.
Requirements
- At least 10 years of professional experience in consulting or the pharmaceutical industry, with evidence of career progression.
- Bachelor’s degree or equivalent; an MBA or relevant graduate degree is desired but not required.
- Extensive life sciences industry experience and a 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 on GTN launch-readiness activities 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 through gross-to-net close and forecast cycles, potentially including weekend and holiday hours to meet SLAs.
- Working understanding of regulatory impacts on pricing, contracting, and market access, and willingness to keep that knowledge current.
- Extensive experience working with data related to demand, ex-factory sales, inventory, chargebacks, rebates, and patient assistance programs.
- Extensive experience creating gross-to-net forecast models, accruals, and balance sheet reserve management.
- 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 use of 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 experience across the software development lifecycle, including 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 take ultimate responsibility for client satisfaction, delivering high-quality, value-added work and following up after project deliverables are completed.
- Create gross-to-net models for forecasting and accruals management using data related to 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 projects implementing IQVIA’s proprietary GTN application and transitioning clients to steady-state operations.
- Provide direction, advice, and intellectual leadership to clients and delivery teams.
- Provide high-level input to client deliverables and ensure development in accordance with agreed-upon service-level agreements.
- Lead thought-leadership and firm-building initiatives.
- Monitor industry, client, and competitive trends to anticipate and identify business challenges and issues at assigned clients.
- Mentor and coach others and share subject-matter expertise to develop individuals and delivery capabilities.
- Support business development and practice growth.
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What This Job Offers
Job Type
Full-time
Career Level
Principal
