Director, GTN Strategy & Policy Analytics

Otsuka America Pharmaceutical Inc.; Salem (OR); Remote; USD 180,000 - 240,000; Full time

Job summary

Otsuka America Pharmaceutical Inc. is seeking a Director, Gross-to-Net Strategy & Policy Analytics to lead U.S. GTN forecasting across the inline portfolio, partnering with Finance to support accruals and inform external financial reporting.

The role drives U.S. pricing strategy within a dynamic policy environment. The position leads cross-functional governance with Finance, Market Access, Policy, and Global teams, and provides quantitative policy impact assessments to guide executive

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).

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 homegrown 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

Skills

Financial forecasting

Gross-to-net expertise

Market access analytics

Leadership

Tools

Anaplan

Model N

Job description

Remote

Full time

R12799

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 homegrown 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