Director, Gross-to-Net

IQVIA Inc; Parsippany-Troy Hills (NJ); Hybrid; USD 139,000 - 386,000; Full time

Job summary

IQVIA is seeking a Principal, Market Access Technology & Solutions – GTN Services Lead to drive gross-to-net forecasting and close activities for US pharmaceutical clients. You will lead cross-functional teams, manage projects, and align with SLAs while supporting business development and practice growth.

The role emphasizes GTN model creation, balance sheet reserves, and FP&A collaboration with strong leadership and analytics experience. Travel to client sites may be required.

Qualifications

• 10+ years of professional experience in consulting, or pharmaceutical industries with evidence of career progression.
• Strong academic track record including minimum Bachelor’s degree and an MBA or relevant graduate degree.
• Extensive experience in the life sciences industry with understanding of pharmaceutical supply chain and pricing.
• Experience advising Clinical stage / pre-Commercial GTN launch readiness activities.
• Knowledge of GAAP revenue recognition and gross-to-net accounting practices.

Responsibilities

• Acts as principal owner of client delivery with responsibility for client satisfaction and high-quality deliverables.
• Creates Gross-to-Net models for forecasting and accruals management using datasets like Demand, Ex-factory Sales, and Rebates.
• Supports FP&A and Accounting teams’ expectations for GTN Close and Forecast cycles.
• Manages projects related to GTN application implementation and transition to steady-state operations.
• Mentors and guides teams, and contributes to SLAs and thought leadership.

Skills

GTN forecasting

SQL

Excel

PowerBI

Project management

Leadership

Cross-functional collaboration

Data analysis

Education

Bachelor's degree in a relevant field

MBA or relevant graduate degree

Tools

IQVIA GTN application

ERP / financial systems

SQL tooling

Job description

Principal, Market Access Technology & Solutions, Gross to Net Services Lead

Company & Team Overview

Formed through the merger of IMS Health and Quintiles, IQVIA - the Human Data Science Company™, offers a broad range of solutions that harness advances in healthcare information, technology, analytics and human ingenuity to drive healthcare forward.

The IQVIA Market Access Technology & Solutions team is a market-leading technology-enabled services division within IQVIA, that helps manufacturers in the US pharmaceutical and biotechnology industry. With offerings across systems integration partnerships and services, and managed business process outsourcing services, and analytics, we create value for our clients by advising and partnering with them on execution of key operational initiatives in today’s challenging landscape.

Position Overview

This Principal-level leader within IQVIA Market Access Technology & Solutions – Managed Services / Business Process Outsourcing team, leads cross-functional, distributed teams to provide advisory services and deliver exceptional gross-to-net (GTN) close and forecast services to US pharmaceutical and biotechnology clients. The role combines GTN forecast and accrual model creation and management, balance sheet reserve management, cross-functional stakeholder management, project management for implementations of IQVIA's proprietary GTN application and transitions into steady state, and active support of business development and practice growth.

Key Responsibilities

• Acts as principal owner of client delivery with ultimate responsibility for client satisfaction and delivers high levels of quality/added value, and provides follow-up with client after project deliverable have been completed to ensure client satisfaction.
• Utilizes quantitative and analytical skills and experience working with datasets related to Demand, Ex-factory Sales, Inventory, Chargebacks, Rebates, Patient Assistance Programs to create Gross-to-Net models for forecasting (Long Range, Latest Estimate, Rolling, etc.) and accruals management
• Support client’s FP&A and Accounting organizations’ expectations for Gross-to-Net Close, Balance Sheet Reserve and Forecast processing cycles
• Manages projects related to implementation of IQVIA's proprietary GTN application and transition to steady state ongoing operations
• Provides direction, advice and intellectual leadership to clients and delivery teams.
• Provides high level input to, and ensures the development of, client deliverables in agreed-upon SLAs.
• Leads thought leadership and firm building initiatives.
• Remains current on industry, client and competitive trends and directions in order to anticipate and identify new business challenges and issues at assigned clients.
• Mentors, coaches and shares subject matter expertise with others to help develop individuals and our capabilities to deliver world-class solutions for clients.

Qualifications

• 10+ years of professional experience in consulting, or pharmaceutical industries with evidence of career progression
• Strong academic track record including minimum Bachelor’s degree or equivalent and an MBA or relevant graduate degree (desired but not a requirement)
• Extensive experience in the life sciences industry with strong conceptual understanding of pharmaceutical supply chain and distribution channels, purchase-based and utilization-based contracting, and regulatory compliance, including government programs and pricing
• Experience advising and supporting Clinical stage / pre-Commercial clients with GTN launch readiness activities for products that covered by pharmacy benefit and medical benefit, with various route of administration.
• Working understanding of GAAP principles related to revenue recognition and gross-to-net accounting practices (CPA designation, even if inactive is preferred)
• Ability to support client’s FP&A and Accounting organizations’ expectations for Gross-to-Net Close and Forecast processing cycles, which may include weekend and holiday hours to support SLAs
• Working understanding of and willingness to keep current knowledge about regulatory impacts to pricing, contracting, market access to support conversations with client’s market access teams
• Extensive experience working with datasets related to Demand, Ex-factory Sales, Inventory, Chargebacks, Rebates, Patient Assistance Programs
• Extensive experience creating models for Gross-to-Net forecasting (Long Range, Latest Estimate, Rolling, etc.) and accruals and balance Sheet reserve management
• Experience creating pre-deal and cross-channel pricing models with scenario modeling and sensitivity analysis capabilities
• Strong quantitative skillset with experience working in Excel, PowerBI or other similar toolsets
• Strong analytical skillset supported by utilizing SQL to analyze large datasets
• A track record of leadership and people development
• Strong project planning, time management, and organizational skills
• Strong understanding of hands-on project management experience utilizing waterfall, agile and hybrid approaches
• Hands-on experience across the software development lifecycle (SDLC) supporting configuration, integration, data conversion, testing, deployment, and operational readiness workstreams for ERP / financial systems, GTN platforms, Revenue Management platforms, and systems integrations
• Experience leading distributed teams within the United States and in global/regional hubs external to the United States
• A willingness and ability to travel as needed

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com

IQVIA is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other status protected by applicable law. https://jobs.iqvia.com/eoe

IQVIA is committed to integrity in our hiring process and maintains a zero tolerance policy for candidate fraud. All information and credentials submitted in your application must be truthful and complete. Any false statements, misrepresentations, or material omissions during the recruitment process will result in immediate disqualification of your application, or termination of employment if discovered later, in accordance with applicable law. We appreciate your honesty and professionalism.

The potential base pay range for this role, when annualized, is $138,600.00 - $386,200.00. The actual base pay offered may vary based on a number of factors including job-related qualifications such as knowledge, skills, education, and experience; location; and/or schedule (full or part-time). Dependent on the position offered, incentive plans, bonuses, and/or other forms of compensation may be offered, in addition to a range of health and welfare and/or other benefits.