Associate Director, Gross-to-Net & Sales Planning

Novartis AG; East Hanover (NJ); Hybrid; USD 120,000 - 222,000; Full time

Job summary

Novartis is seeking an Associate Director, Gross-to-Net & Sales Planning in East Hanover, NJ to lead Government GTN forecasts and collaborate with Market Access, Public Policy, and Finance. The role champions AI-enabled automation and ensures transparency in forecasting and reporting.

Responsibilities include managing Medicaid rebates, 340B forecasts, and IRA Penalty impacts, with strong emphasis on data-driven insights and senior stakeholder communication.

Qualifications

• Bachelor's degree in Finance, Accounting, Business Administration, Economics, or a related field.
• 5+ years of Finance experience, with pharmaceutical industry experience required.
• Strong understanding of gross-to-net complexities, financial modeling, accounting principles, forecasting, and financial analysis.
• Strong analytical skills with the ability to translate complex financial and commercial data into actionable business insights.
• Proven communication and presentation skills, including experience engaging senior leaders in complex stakeholder environments.
• Advanced proficiency with Microsoft Excel and financial analysis tools and software's (e.g. AI tools, BPC, Microsoft Excel, Powerpoint,Power BI, etc.), with experience driving process improvements and automation.
• Experience with U.S. Government segments or government pricing, including Medicaid, 340B, Medicare Part D, or Federal channels.
• MBA or related advanced degree with exposure to AI-enabled financial planning considered an advantage.

Responsibilities

• Contribute to and lead accurate, timely Government GTN forecasts and monthly/quarterly performance presentations.
• Lead the Medicaid rebate forecast and supplemental programs, including the BP/AMP-driven base rebate (URA), inflation penalty, utilization and payer mix.
• Monitor MFN pricing policies and agreements, and build scenarios quantifying impacts on net price, rebate exposure.
• Lead the 340B forecast, including ceiling price and sub-ceiling price, and chargeback/rebate trends.
• Forecast IRA Penalty and Benefit Redesign impacts on Medicare Part D and related programs.
• Support Forecast process on Federal channel pricing and discounts.
• Drive AI-enabled automation in GTN planning, improving transparency and automation.
• Partner with Market Access, Managed Markets Finance, and Revenue Accounting for forecast and quarterly close accruals.
• Collaborate across segment forecasts to align interdependent impacts.

Skills

Gross-to-net complexity

Financial modeling

Forecasting

Analytical thinking

Communication & presentation

Excel & BI tools

Education

Bachelor's degree in Finance, Accounting, Business Administration, Economics, or related field

Tools

Microsoft Excel

Power BI

PowerPoint

AI tools

Job description

Job Description Summary

#LI-Hybrid

Location: East Hanover, NJ

Relocation Support: Yes

Sponsorship: Novartis is unable to offer sponsorship for this role.

Lead gross-to-net forecast planning and analysis for (Government segments), partnering with key US stakeholders in Market Access, Public Policy and Finance to provide an accurate, timely understanding of actuals and forecasts and proactively identify variances and key drivers. This role also champions the use of AI and workflow redesign across Government gross-to-net planning, identifying high-value opportunities to automate routine data consolidation, variance analysis and reporting, and to give earlier visibility into emerging trends in Government Segment.

Job Description

Key Responsibilities

• Contribute to and lead accurate, timely Government GTN forecasts (Medicaid including MFN, 340B, IRA Penalty, Benefit Redesign, and FSS) and monthly/quarterly performance presentations. Analyze actuals versus forecast, identify key trends and rate / volume drivers, assess risks and opportunities, and recommend corrective actions
• Lead and maintain the Medicaid rebate forecast and supplemental programs, including the BP/AMP-driven base rebate (URA), inflation penalty, utilization and payer mix. Understand how pricing metrics (AMP, Best Price, 340B ceiling price) flow through each Government segment
• Lead the monitoring of MFN pricing policies and agreements, and build scenarios quantifying impacts on net price, rebate exposure. Align assumptions with Public Policy, Market Access and Finance leadership
• Lead and maintain the 340B forecast, including ceiling price and sub-ceiling price, and chargeback/rebate trends. Monitor channel growth, duplicate discount exposure and policy/litigation developments, and quantify net price impact
• Forecast IRA Penalty and Benefit Redesign impacts on Medicare Part D, including Manufacturer Discount Program liability, Part D inflation rebates by brand and benefit phase. Update assumptions as data emerges and document methodology for transparency and audit readiness
• Support Forecast process on Federal channel (e.g. VA, DoD, PHS, Tricare) pricing and discounts, including Non-FAMP and Federal Ceiling Price impacts.
• Drive process improvements and AI-enabled automation in GTN planning, improve transparency, including streamlining and consistency across brands and Government segments, and leveraging technology to automate routine tasks / reporting / dashboards
• Partner with Market Access, Managed Markets Finance, Commercial BPA, Financial Revenue Accounting for forecast and quarterly close accruals, prior period adjustments
• Collaborate across segment forecasts to align on interdependent impacts/assumptions (i.e. Commercial Best Price, segment mix, etc.)

Essential Requirements

• Bachelor's degree in Finance, Accounting, Business Administration, Economics, or a related field.
• 5+ years of Finance experience, with pharmaceutical industry experience required.
• Strong understanding of gross-to-net complexities, financial modeling, accounting principles, forecasting, and financial analysis.
• Strong analytical skills with the ability to translate complex financial and commercial data into actionable business insights.
• Proven communication and presentation skills, including experience engaging senior leaders in complex stakeholder environments.
• Advanced proficiency with Microsoft Excel and financial analysis tools and software's (e.g. AI tools, BPC, Microsoft Excel, Powerpoint,Power BI, etc.), with experience driving process improvements and automation.

Desirable Requirements

• Experience with U.S. Government segments or government pricing, including Medicaid, 340B, Medicare Part D, or Federal channels.
• Master of Business Administration or another relevant advanced degree, with exposure to AI-enabled financial planning considered an advantage.

Why Novartis?

At Novartis, our purpose is to reimagine medicine to improve and extend people's lives. As Associate Director, Gross-to-Net & Sales Planning, you will have the opportunity to shape critical forecasting and financial decisions across U.S. Government segments while helping the organization navigate an evolving pricing, reimbursement, and policy environment. You will collaborate across Market Access, Public Policy, Finance, and Financial Revenue Accounting to strengthen forecast accuracy, anticipate financial impacts, and advance more transparent, technology-enabled gross-to-net planning.

Benefits & Rewards

The salary for this position is expected to range between $119,700 - $222,300 USD per year.

The final salary offered is determined based on factors like, but not limited to, relevant skills and experience, and upon joining Novartis will be reviewed periodically. Novartis may change the published salary range based on company and market factors.

Your compensation will include a performance-based cash incentive and, depending on the level of the role, eligibility to be considered for annual equity awards.

US-based eligible employees will receive a comprehensive benefits package that includes health, life and disability benefits, a 401(k) with company contribution and match, and a variety of other benefits. In addition, employees are eligible for a generous time off package including vacation, personal days, holidays and other leaves.

Commitment to Diversity and Inclusion

Novartis is committed to building an outstanding, inclusive work environment and diverse teams representative of the patients and communities we serve.

The Novartis Group of Companies are Equal Opportunity Employers and take pride in maintaining a diverse environment.

We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, national origin, age, sexual orientation, gender identity or expression, marital or veteran status, disability, or any other legally protected status. We are committed to building diverse teams, representative of the patients and communities we serve, and we strive to create an inclusive workplace that cultivates bold innovation through collaboration and empowers our people to unleash their full potential.

Accessibility and Accommodation

The Novartis Group of Companies are committed to working with and providing reasonable accommodation to individuals with disabilities.

If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or in order to perform the essential functions of a position, please send an email to [e-mail] or call [phone] and let us know the nature of your request and your contact information. Please include the job requisition number in your message.

EEO Statement

The Novartis Group of Companies are Equal Opportunity Employers. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, sex, national origin, age, sexual orientation, gender identity or expression, marital or veteran status, disability, or any other legally protected status.

Accessibility and reasonable accommodations

The Novartis Group of Companies are committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or to perform the essential functions of a position, please send an e-mail to [e-mail] or call [phone] and let us know the nature of your request and your contact information. Please include the job requisition number in your message.

Salary Range

$119,700.00 - $222,300.00

Skills Desired

Artificial Intelligence (AI), Building High Performance Team, Capital Allocation, Critical Thinking, Database Normalization, Data Cleansing, Data Visualization, Financial Management Reporting, Give Feedback, Insight Generation, Interpersonal Relationships, Key Driver Analysis (KDA), Managing Ambiguity, Market Understanding, Planning Analysis, Post-Merger Integrations (PMI), Problem Solving, Process Optimization, Stakeholder Influence