Director, GTN Strategy & Policy Analytics

Otsuka Pharmaceutical Co., Ltd; Northern (KY); Hybrid; USD 186,000 - 279,000; Full time

Benefits offered by this job

Medical, dental, vision benefits

401(k) matching program

Tuition reimbursement

Paid time off

Job summary

Otsuka Pharmaceutical Co., Ltd in the U.S. seeks a Director of Gross-to-Net Strategy & Policy Analytics to lead forecasting across the inline portfolio, support accruals, and influence list price strategy within a dynamic policy environment.

You will head cross‑functional governance with Finance, Market Access, Policy, and Global teams; develop end‑to‑end GTN models; run scenario analyses; and oversee Anaplan planning and Model N interfaces.

Qualifications

• Eight or more 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.
• Strong understanding of U.S. pricing and policy landscape and their impact on GTN.

Responsibilities

• Develop end‑to‑end U.S. gross‑to‑net forecasting for inline products and support monthly updates.
• Provide GTN inputs for accrual management and external financial reporting.
• Lead design, enhancement, and execution of GTN models at channel and product level (Medicaid, Medicare, rebates, 340B, etc.).
• Run scenario analyses to quantify risk and opportunities from policy changes and market shifts.
• Partner with Policy to quantify financial impact of proposed policies and advise forecast treatment.
• Lead cross‑functional GTN governance with Finance, Market Access, Policy, and Brand to align assumptions.
• Monitor GTN performance, perform variance analysis, and deep dives with Audit teams.
• Present GTN and pricing perspectives in senior forums, communicating uncertainty and key drivers.

Skills

Gross-to-Net forecasting

Financial planning

Analytical modelling

Cross-functional leadership

Policy impact assessment

Education

Bachelor’s degree in Finance, Economics, Mathematics, Pharmacy or related field

MBA or MS in Finance or similar advanced degree (preferred)

Tools

Anaplan

Model N

SAP

Job description

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.

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.

Otsuka 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. 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.