Candidates must demonstrate deep expertise in pharmaceutical revenue and market access finance. Ideal candidates will have:
- Direct experience in pharmaceutical Gross-to-Net forecasting and revenue recognition
- Experience supporting physician-administered or buy-and-bill pharmaceutical products reimbursed under Medicare Part B
- Strong understanding of ASP-based reimbursement dynamics and provider margin economics
- Experience modeling government pricing programs including Medicaid, 340B, VA/FSS, and Medicare Part D rebates
- Familiarity with specialty distribution and specialty pharmacy channel economics
Commercial Business Partnership
- Serve as the lead finance partner to US Commercial leadership, providing financial insight and decision support across the commercial organization.
- Analyze revenue trends, demand signals, channel dynamics, and competitive market events to provide forward-looking insights.
- Partner with Commercial and Market Access leadership to evaluate pricing strategy, payer contracting structures, and promotional investment decisions through rigorous financial modeling and scenario analysis.
- Prepare ready executive analyses and presentations for senior leadership and Board-level discussions.
- Translate complex reimbursement and market dynamics into clear financial insights to support strategic decision-making.
Revenue Forecasting & ASP Modeling (Subject Matter Expert)
- Develop the company’s commercial revenue forecast, including demand, pricing, channel mix, and Gross-to-Net deductions.
- Develop and maintain detailed forecasting models including:
- Volume forecasting (TRx, NRx, and demand units)
- Channel mix and inventory dynamics
- Average Selling Price (ASP) modeling and reimbursement-driven pricing considerations
- Develop scenario and sensitivity analyses to assess commercial risks and opportunities.
- Continuously enhance forecasting methodologies, data integration, and financial modeling tools.
- Drive forecast accuracy through strong cross-functional collaboration with Commercial, Market Access, Supply Chain, and Market Analytics teams.
Gross-to-Net (GTN) Leadership
- Lead all Gross-to-Net modeling and forecasting, including:
- Government rebates (Medicaid, Medicare Part D, VA, 340B)
- Commercial managed care rebates
- Chargebacks and distribution service fees
- Copay assistance programs
- Returns and other deductions
- Monitor GTN trends and identify key drivers of forecast variance.
- Ensure alignment between GTN forecasts, accrual methodologies, and revenue recognition policies.
- Partner with Accounting and Market Access teams to ensure accurate financial reporting and compliance.
Medicare Part B Buy-and-Bill Expertise
- Serve as the internal expert on revenue modeling for physician-administered pharmaceutical products reimbursed under Medicare Part B.
- Maintain deep understanding of:
- ASP-based reimbursement methodology and quarterly ASP updates
- Provider acquisition cost dynamics and buy-and-bill margin economics
- Commercial payer reimbursement structures tied to ASP benchmarks
- Impact of reimbursement changes on provider behavior and demand
- Develop financial models that evaluate provider margin sensitivity and commercial strategy implications.
Budget, Forecast & Long-Range Planning
- Lead commercial revenue and operating expense modeling for:
- Annual Budget
- Quarterly Forecast updates
- 5–7-year Long-Range Plan (LRP)
- Integrate demand forecasts, pricing dynamics, Gross-to-Net assumptions, and operating expenses into cohesive financial projections.
- Present financial risks, sensitivities, and strategic trade-offs to senior leadership.
Commercial OPEX & Headcount Planning
- Lead forecasting and management of commercial operating expenses, including:
- Sales force costs and incentive compensation
- Marketing programs and agency spend
- Market access investments
- Model headcount plans, hiring timelines, and total compensation costs.
- Partner with HR and Commercial leadership on organizational planning and workforce strategy.
- Provide variance analysis and cost optimization recommendations.
Business Development Financial Modeling
- Partner with Business Development and executive leadership to evaluate licensing, co-development, and acquisition opportunities through financial modeling and valuation analysis
- Build integrated financial models including P&L, cash flow, and NPV analyses.
- Conduct base, upside, and downside scenario analyses to support investment decisions.
- Support financial due diligence and executive investment discussions.
Qualifications
- Bachelor’s degree in Finance, Accounting, Economics, or related field required; MBA, CPA, or CFA preferred.
- Minimum 10+ years of progressive finance experience, including significant commercial finance experience within the pharmaceutical or biotechnology industry.
- Deep expertise in pharmaceutical revenue forecasting and Gross-to-Net modeling.
- Proven experience supporting buy-and-bill or physician-administered pharmaceutical products reimbursed under Medicare Part B.
- Strong understanding of US pharmaceutical pricing, reimbursement, and payer contracting structures.
- Experience supporting specialty or oncology pharmaceutical products preferred.
- Advanced Excel financial modeling skills: experience with ERP and financial planning systems preferred.
- Strong communication skills with the ability to influence senior stakeholders and translate complex financial concepts into clear business insights.
Salary: $200,000 - $220,000
Candidates without direct experience in pharmaceutical Gross-to-Net and ASP-based revenue modeling will not be considered.