FP&A Manager - Sales & Marketing and Revenue
About The Position
Reporting to the Head of FP&A, the FP&A Manager will serve as the primary finance business partner for the Company’s US Sales & Marketing organization, partnering with stakeholders across Sales, Marketing, and Market Access. The role leads budgeting, forecasting, long-range planning, financial analysis, and decision support for Sales & Marketing expenses. The position also oversees the Company’s Gross-to-Net (GTN) revenue estimates and financial reporting. GTN modeling and data processing are primarily outsourced to Integrichain (ICH); the role controls, challenges, and validates ICH’s work rather than building or maintaining the underlying models. It reviews GTN accruals, monitors deductions and ratios, coordinates with the provider, and helps ensure revenue recognition complies with US GAAP (ASC 606). The manager contributes to financial disclosures, management and Board reporting, continuous improvement of reporting and planning tools, and SOX internal controls. The position is based in Warren, New Jersey, with a minimum of three days onsite.
Requirements
- Bachelor’s degree in Finance, Accounting, or Business Administration.
- Minimum 5–7 years of progressive FP&A or commercial finance experience.
- Experience with Sales & Marketing business partnering; biotech or pharmaceutical industry experience is ideal.
- A few years of experience as a manager or senior analyst within a Gross-to-Net (GTN) team; deep GTN model-building expertise is not required.
- Advanced proficiency in Microsoft Excel and PowerPoint.
- Experience with ERP/EPM systems such as Dynamics, SAP, Oracle, Anaplan, or Hyperion.
- Working knowledge of US GAAP revenue recognition (ASC 606) and key GTN components, including rebates, chargebacks, discounts, and Medicaid/Medicare/340B.
- Strong business partnering capabilities and ability to interact with a broad and evolving stakeholder group.
- Rigor, autonomy, responsiveness, and ability to work in a demanding, fast-paced environment with many moving parts.
- Strong analytical, prioritization, proactive, synthesis, and intellectual-curiosity skills.
Nice To Haves
- MBA, CPA, or CMA.
- Experience in the biotech or pharmaceutical industry.
- Experience managing or overseeing outsourced service providers or vendors.
Responsibilities
- Act as the lead finance business partner for US Sales & Marketing leadership and stakeholders across Sales, Marketing, and Market Access.
- Lead annual budgeting, quarterly forecasting, and long-range planning for Sales & Marketing expenses.
- Analyze trends and variances against budget and forecast, provide decision-support indicators, and identify risks and opportunities.
- Support senior leaders, including the VP Sales, VP Marketing, and Market Access leaders, on investments, projects, contracts, and resource allocation.
- Challenge business owners’ forecasts and planning assumptions and promote spend discipline and visibility.
- Participate in monthly and quarterly financial close activities for the Sales & Marketing scope.
- Oversee and control GTN estimates and deliverables prepared by Integrichain (ICH), validating rather than building or maintaining the underlying GTN models.
- Review and challenge monthly and quarterly GTN accruals, including rebates, chargebacks, discounts, returns, Medicaid/Medicare/340B, distribution fees, and prompt-pay fees.
- Serve as the main internal point of contact with ICH and ensure deliverables are timely, documented, and aligned with contract terms and business assumptions.
- Monitor GTN ratios and deductions as a percentage of gross sales and flag unexpected trends or variances to Accounting and senior Finance leadership.
- Ensure GTN estimates and revenue recognition comply with US GAAP (ASC 606) and support internal and external audit requests.
- Contribute to US GAAP financial disclosures in 10-Q and 10-K filings related to revenue, GTN reserves, and Sales & Marketing expenses.
- Prepare management reporting packages and Board and Executive Committee materials on commercial and revenue performance.
- Contribute to improving and automating Sales & Marketing and GTN reporting and planning tools.
- Integrate non-financial KPIs into financial models and management reporting.
- Improve processes to strengthen the reliability, timeliness, and relevance of financial information.
- Ensure SOX internal control procedures are properly implemented and maintained within the role’s scope.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Manager
