Director of Gross-to-Net (Biopharma)

MUST HAVE BIOTECH OR PHARMACEUTICAL EXPERIENCE

Overview

The Director of Gross to Net will lead all GTN strategy, forecasting, and analytics to ensure accurate financial planning and compliant revenue recognition across the organization. This leader will oversee end to end GTN processes, partner cross functionally with Finance, Commercial, Trade, and Market Access teams, and develop best in class methodologies that support both inline brands and pipeline launches. The ideal candidate brings strong biotech or pharmaceutical experience, deep understanding of channel dynamics, and the ability to navigate a fast paced, evolving environment.

Key Responsibilities

• Own the full Gross to Net process including accrual design, forecasting, reserve management, and month end close
• Lead development of GTN forecasting models across all segments including commercial, Medicare, Medicaid, 340B, VA, GPO, and specialty pharmacy
• Ensure accurate accrual methodologies that align with company policies, government regulations, payer contracts, and historical performance trends
• Partner with Finance and Accounting to support revenue guidance, long range planning, audit requests, SOX controls, and external reporting
• Collaborate with Market Access, Trade, and Contracting teams to assess payer mix changes, contracting scenarios, rebate structures, and pull through performance
• Manage GTN insights needed for pricing strategy, product launch planning, investment decisions, and channel optimization
• Oversee maintenance of chargeback, rebate, returns, and discount data to ensure accuracy and reconciliation
• Lead continuous improvement efforts to strengthen GTN processes, systems, reporting tools, and documentation
• Present GTN forecasts, risks, and opportunities to executive leadership
• Manage and mentor GTN analysts or managers and help build scalable team capabilities

Qualifications

• Bachelor’s degree required. MBA, CPA, or related advanced degree preferred
• 8 to 12 years of progressive experience in Gross to Net, Government Pricing, Revenue Management, or related finance roles within biopharma
• Strong understanding of payer dynamics, specialty distribution, PBM and pharmacy channels, and government program requirements
• Proven experience building GTN models for both inline and pre launch products
• Strong financial acumen with the ability to communicate complex concepts to non financial stakeholders
• Experience working cross functionally in high growth or emerging commercial organizations
• Ability to manage multiple priorities, tight timelines, and evolving business needs
• Advanced Excel skills and experience with revenue systems, ERP tools, or data platforms