Director, Gross-to-Net Strategy & Policy Analytics

The Director, Gross-to-Net Strategy & Policy Analytics is responsible for leading U.S. gross‑to‑net forecasting across the inline portfolio, partnering with Finance to support accruals and external financial reporting, and driving U.S. list price strategy in a highly dynamic policy environment. The role serves as the functional lead for all U.S. gross‑to‑net components, leads cross‑functional governance with Finance, Market Access, Policy, and Global teams, and provides quantitative policy impact assessments (e.g., IRA, MFN) to inform executive decision‑making.

Key Responsibilities

• Develop and recommends end‑to‑end U.S. gross‑to‑net forecasting for all inline products, including RF/budget submissions, long‑range planning and monthly updates, using Anaplan and home-grown models as core tools.
• Provide gross‑to‑net inputs and assumptions to Finance/Accounting for accrual management and external financial reporting, ensuring alignment with the close calendar and external audit requirements.
• Lead the design, enhancement, and execution of gross‑to‑net models at channel and product level (Medicaid, Medicare, commercial rebates, wholesaler/distribution, returns, copay, 340B, cash discounts, disputes) and own consolidated portfolio‑level output.
• Run scenario analyses and ranges around base‑case forecasts to quantify risk and opportunity, including shocks from policy changes, competitive events, and access shifts.
• Partner closely with the U.S. Policy team to quantify financial impact of current and proposed policies (e.g., Inflation Reduction Act, price appreciation caps, MFN concepts, MFP/IRA selections) and advise on forecast treatment (embedded vs scenario only).
• Lead recurring cross‑functional gross‑to‑net governance with Finance, Gross‑to‑Net Accounting, Market Access Strategy, and Brand to align on volume, access, and rebate assumptions and to monitor monthly trends (including 340B volatility).
• Use modeling to predict future impacts to ASP, Medicaid URA, 340B Price, and to make recommendations for annual price changes
• Develop and maintain payer/access‑based gross‑to‑net drivers, partnering with Market Access Strategy to refresh payer‑level access and rebate assumptions and integrate them into forecasts.
• Oversee implementation, maintenance, and continuous improvement of the Anaplan gross‑to‑net planning environment, including automated data interfaces from Model N and external partners; manage external consultants who support the platform.
• Establish robust monitoring and diagnostics for gross‑to‑net performance, including daily/weekly/monthly KPI review, variance analysis vs prior forecasts, and deep‑dives (e.g., 340B spikes) with Government Pricing and Audit teams.
• Provide GTN U.S. gross‑to‑net and pricing perspectives in senior‑level forums (e.g., U.S. leadership, Global Finance, Pricing Committee), clearly communicating uncertainty, ranges, and key value drivers as the portfolio scales.
• Partner with finance through close cycles to ensure accurate balance sheet accruals and reconciliation

Qualifications

• 8+ years of experience in pharmaceutical finance, pricing, gross‑to‑net, or market access analytics.
• Direct ownership of gross‑to‑net or revenue forecasting for U.S. products is preferred.
• Deep understanding of U.S. channel economics and government/commercial program mechanics, including Medicaid, Medicare Part D/coverage gap, commercial rebates, 340B, chargebacks, and wholesaler agreements.
• Hands‑on experience with financial planning and revenue management systems (e.g., Anaplan, Model N, SAP) and comfort working with large, complex data sets.
• Strong grasp of U.S. pricing and policy landscape (IRA, inflation penalties, MFP, MFN concepts, and state transparency), and their implications for list price, contracting, and gross‑to‑net.
• Demonstrated ability to lead cross‑functional decision‑making with Finance, Policy, Market Access, Brand, and Global stakeholders in a matrix organization.
• Advanced analytical and modeling skills, including scenario and sensitivity analysis, with a track record of translating complex analytics into clear recommendations for senior leaders.
• Bachelor’s degree in Finance, Economics, Mathematics, Pharmacy or related field; MBA, MS in Finance, or similar advanced degree preferred.

Competencies
Accountability for Results - Stay focused on key strategic objectives, be accountable for high standards of performance, and take an active role in leading change.
Strategic Thinking & Problem Solving - Make decisions considering the long-term impact to customers, patients, employees, and the business.
Patient & Customer Centricity - Maintain an ongoing focus on the needs of our customers and/or key stakeholders.
Impactful Communication - Communicate with logic, clarity, and respect. Influence at all levels to achieve the best results for Otsuka.
Respectful Collaboration - Seek and value others’ perspectives and strive for diverse partnerships to enhance work toward common goals.
Empowered Development - Play an active role in professional development as a business imperative.

Minimum $186,489.00 - Maximum $278,875.00, plus incentive opportunity: The range shown represents a typical pay range or starting pay for individuals who are hired in the role to perform in the United States. Other elements may be used to determine actual pay such as the candidate’s job experience, specific skills, and comparison to internal incumbents currently in role. Typically, actual pay will be positioned within the established range, rather than at its minimum or maximum. This information is provided to applicants in accordance with states and local laws.

Company benefits:  Comprehensive medical, dental, vision, prescription drug coverage, company provided basic life, accidental death & dismemberment, short-term and long-term disability insurance, tuition reimbursement, student loan assistance, a generous 401(k) match, flexible time off, paid holidays, and paid leave programs as well as other company provided benefits.

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Disclaimer: 

This job description is intended to describe the general nature and level of the work being performed by the people assigned to this position. It is not intended to include every job duty and responsibility specific to the position. Otsuka reserves the right to amend and change responsibilities to meet business and organizational needs as necessary. 

Otsuka is an equal opportunity employer.  All qualified applicants are encouraged to apply and will be given consideration for employment without regard to race, color, sex, gender identity or gender expression, sexual orientation, age, disability, religion, national origin, veteran status, marital status, or any other legally protected characteristic.   

If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation, if you are unable or limited in your ability to apply to this job opening as a result of your disability.  You can request reasonable accommodations by contacting [email protected]. 

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