Associate Director, GTN Strategy & Forecasting

Otsuka America Pharmaceutical Inc.; Oklahoma City (OK); Remote; USD 150,000 - 224,000; Full time

Job summary

Otsuka America Pharmaceutical Inc. is seeking an Associate Director, GTN Strategy & Forecasting to lead GTN forecasting across the portfolio, modeling channel mix, rebates, and payer dynamics.

You will partner with Finance, Pricing, and Commercial teams to drive accurate close processes, scenario planning, and governance, impacting corporate guidance and strategic contracts. This remote, full-time role offers a high-visibility path in a multi-billion-dollar business and requires advanced

Qualifications

• Bachelor’s degree in a highly quantitative field is required; advanced certifications preferred.
• MBA, CPA, or CFA designation is highly preferred.
• Experience in GTN finance, forecasting or market access analytics in pharma/biotech.

Responsibilities

• Lead GTN forecasting and modeling across the portfolio, including rebates and payer dynamics.
• Analyze deduction streams and simulate policy and macro scenarios.
• Partner with Finance, Pricing, and Commercial teams for close variance analysis and accrual strategies.
• Communicate insights to executives and ensure SOX-compliant governance.

Skills

Gtn forecasting

Financial modeling

Cross-functional collaboration

Education

Bachelor’s degree in Finance/Accounting/Economics or quantitative field

MBA / CPA / CFA preferred

Tools

IQVIA

Symphony

Job description

Remote

Full time

R12801

The Associate Director, GTN Strategy & Forecasting is a critical financial and strategic role responsible for projecting and managing the multi-billion dollar revenue deductions across the company's portfolio. This role sits at the high-stakes intersection of commercial strategy and finance. The successful candidate will lead the predictive modeling for channel distribution and revenue erosion across all commercial and government segments. Your forecasting models will directly influence corporate financial guidance, pipeline commercialization strategies, and high-stakes Payer/PBM contracting decisions. You will be the definitive expert on how channel mix shifts impact the bottom line.

Key Responsibilities

1. Gross-to-Net (GTN) Forecasting & Modeling

• Predictive Financial Modeling: Build and maintain dynamic forecasting models to project GTN discount reserves, pipeline accruals, and erosion percentages. This includes consideration for channel mix and discount rate predictions. Responsible for GTN forecasts for every major planning cycle.

• Deduction Stream Analytics: Analyze and forecast complex discount streams, including commercial rebates, Medicare Part D coverage gaps, Managed Medicaid rebates, 340B discounts, and patient copay assistance cards.

• Policy & Macro Scenario Simulation: Run predictive simulations to analyze the financial impact of major healthcare policy updates, inflation penalties, and pipeline drug launches on overall GTN health.

• Pre-Deal Incorporation: Work closely with Pre-Deal groups to understand and highlight overall GTN impact

2. Accrual Strategy & Close Variance Analysis

• Month-End/Quarter-End Close: Partner closely with Finance & Accounting during financial close cycles to evaluate forecast-to-actual variances and adjust balance sheet accrual strategies.

• True-Up Methodology: Manage and optimize the pipeline "true-up" process, tracking delayed payer utilization data against historical accrual assumptions to prevent financial line-item surprises.

• Government Pricing Feedback Loop: Collaborate with the Government Pricing team to monitor how commercial contract updates alter Medicaid Best Price and Average Manufacturer Price (AMP),340B, factoring these shifts back into the core GTN model.

• Data Integrity Oversight: Validate and clean massive longitudinal datasets and healthcare data streams (e.g., IQVIA, Symphony, internal rebate systems) to ensure forecasting model inputs are accurate.

3. Executive Insights & Leadership

• Cross-Functional Synthesis: Serve as the central financial hub connecting Pricing & Contracting, Brand Marketing, Finance & Accounting, Data & Analytics, and Government Pricing.

• Strategic Reporting: Translate data models into high-level, clear visual narratives for Budget and Forecast updates; drive strategic risks/opportunity discussions.

• Audit & Governance Compliance: Ensure all forecasting processes adhere strictly to internal financial controls, Sarbanes-Oxley (SOX) compliance, and accounting standards for revenue recognition.

Candidate Profile & Qualifications

• Education: Bachelor’s Degree in Finance, Accounting, Economics, or a highly quantitative field is required. MBA, CPA, or CFA designation is highly preferred.

• Experience: Minimum of 5–7 years of experience in the pharmaceutical or biotech industry, with a direct focus on GTN finance, commercial forecasting, or market access analytics.

• Data Expertise: Proven experience working with massive longitudinal datasets and healthcare data aggregators (e.g., IQVIA, Symphony, Managed Markets Insights).

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 $150,034.00 - Maximum $224,250.00, 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.

Application Deadline

This will be posted for a minimum of 5 business days.

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.

Come discover more about Otsuka and our benefit offerings; https://ah-prod.com/multi/videoplayer/player.html?v=6385356920112 .

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 [e-mail] .

Otsuka America Pharmaceutical Inc., Otsuka Pharmaceutical Development & Commercialization, Inc., and Otsuka Precision Health, Inc. (“Otsuka”) does not accept unsolicited assistance from search firms for employment opportunities. All CVs/resumes submitted by search firms to any Otsuka employee directly or through Otsuka’s application portal without a valid written search agreement in place for the position will be considered Otsuka’s sole property. No fee will be paid if a candidate is hired by Otsuka as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails.

Otsuka Pharmaceutical Co., Ltd. is a global healthcare company with the corporate philosophy: “Otsuka–people creating new products for better health worldwide.” In the U.S., Otsuka is comprised of two companies, Otsuka America Pharmaceutical, Inc., and Otsuka Pharmaceutical Development & Commercialization, Inc., that share a deep commitment to the development and commercialization of innovative products in the spaces of neuroscience, nephrology, and digital medicine.

Driven by our purpose to defy limitation, so that others can too, we have an unwavering belief in doing more and transcending expectations. In going above and beyond—under any circumstances—for patients, families, providers, and for each other. It’s this deep-rooted dedication that drives us to uncover answers to complex, underserved medical needs, so that patients can push past the limitations of their disease and achieve more than they thought was possible each and every day.

OPDC and OAPI are indirect subsidiaries of Otsuka Pharmaceutical Company, Ltd., which is a subsidiary of Otsuka Holdings Co., Ltd. headquartered in Tokyo, Japan. The Otsuka group of companies employed 34,400 people worldwide and had consolidated sales of approximately USD 14.2 billion in 2023.

We invite you to explore our open positions for an opportunity to join our 2,200 colleagues in the U.S. whose passion for our mission and pride in our company have earned us certification as a Great Place to Work by the Great Place to Work Institute.