Director, Commercial Finance

Brief Description

The Director, Commercial Finance will serve as the organization’s internal authority on pharmaceutical revenue mechanics, including Gross-to-Net modeling, ASP-based reimbursement, and buy-and-bill market dynamics. This individual will partner closely with Sales, Marketing, Market Access, Pricing & Contracting, Supply Chain, and Operations to analyze revenue trends, develop robust forecasting models, and translate complex reimbursement dynamics into actionable financial insights.

The role will also lead financial modeling across Budget, Forecast, and Long-Range Planning (LRP) processes and support business development initiatives through valuation modeling and scenario analysis for licensing, partnership, and acquisition opportunities.

Key Responsibilities

Candidates must demonstrate deep expertise in pharmaceutical revenue and market access finance. Ideal candidates will have:

• Direct experience in pharmaceutical Gross-to-Net forecasting and revenue recognition
• Experience supporting physician-administered or buy-and-bill pharmaceutical products reimbursed under Medicare Part B
• Strong understanding of ASP-based reimbursement dynamics and provider margin economics
• Experience modeling government pricing programs including Medicaid, 340B, VA/FSS, and Medicare Part D rebates
• Familiarity with specialty distribution and specialty pharmacy channel economics

Commercial Business Partnership

• Serve as the lead finance partner to US Commercial leadership, providing financial insight and decision support across the commercial organization.
• Analyze revenue trends, demand signals, channel dynamics, and competitive market events to provide forward-looking insights.
• Partner with Commercial and Market Access leadership to evaluate pricing strategy, payer contracting structures, and promotional investment decisions through rigorous financial modeling and scenario analysis.
• Prepare executive ready analyses and presentations for senior leadership and Board-level discussions.
• Translate complex reimbursement and market dynamics into clear financial insights to support strategic decision-making.

Revenue Forecasting & ASP Modeling (Subject Matter Expert)

• Develop the company’s commercial revenue forecast, including demand, pricing, channel mix, and Gross-to-Net deductions.
• Develop and maintain detailed forecasting models including:
• Volume forecasting (TRx, NRx, and demand units)
• Channel mix and inventory dynamics
• Average Selling Price (ASP) modeling and reimbursement-driven pricing considerations
• Develop scenario and sensitivity analyses to assess commercial risks and opportunities.
• Continuously enhance forecasting methodologies, data integration, and financial modeling tools.
• Drive forecast accuracy through strong cross-functional collaboration with Commercial, Market Access, Supply Chain, and Market Analytics teams.

Gross-to-Net (GTN) Leadership

• Lead all Gross-to-Net modeling and forecasting, including:
• Government rebates (Medicaid, Medicare Part D, VA, 340B)
• Commercial managed care rebates
• Chargebacks and distribution service fees
• Copay assistance programs
• Returns and other deductions
• Monitor GTN trends and identify key drivers of forecast variance.
• Ensure alignment between GTN forecasts, accrual methodologies, and revenue recognition policies.
• Partner with Accounting and Market Access teams to ensure accurate financial reporting and compliance.

Medicare Part B Buy-and-Bill Expertise

• Serve as the internal expert on revenue modeling for physician-administered pharmaceutical products reimbursed under Medicare Part B.
• Maintain deep understanding of:
• ASP-based reimbursement methodology and quarterly ASP updates
• Provider acquisition cost dynamics and buy-and-bill margin economics
• Commercial payer reimbursement structures tied to ASP benchmarks
• Impact of reimbursement changes on provider behavior and demand
• Develop financial models that evaluate provider margin sensitivity and commercial strategy implications.

Budget, Forecast & Long-Range Planning

• Lead commercial revenue and operating expense modeling for:
• Annual Budget
• Quarterly Forecast updates
• 5–7-year Long-Range Plan (LRP)
• Integrate demand forecasts, pricing dynamics, Gross-to-Net assumptions, and operating expenses into cohesive financial projections.
• Present financial risks, sensitivities, and strategic trade-offs to senior leadership.

Commercial OPEX & Headcount Planning

• Lead forecasting and management of commercial operating expenses, including:
• Sales force costs and incentive compensation
• Marketing programs and agency spend
• Market access investments
• Model headcount plans, hiring timelines, and total compensation costs.
• Partner with HR and Commercial leadership on organizational planning and workforce strategy.
• Provide variance analysis and cost optimization recommendations.

Business Development Financial Modeling

• Partner with Business Development and executive leadership to evaluate licensing, co-development, and acquisition opportunities through financial modeling and valuation analysis
• Build integrated financial models including P&L, cash flow, and NPV analyses.
• Conduct base, upside, and downside scenario analyses to support investment decisions.
• Support financial due diligence and executive investment discussions.

Qualifications

• Bachelor’s degree in Finance, Accounting, Economics, or related field required; MBA, CPA, or CFA preferred.
• Minimum 10+ years of progressive finance experience, including significant commercial finance experience within the pharmaceutical or biotechnology industry.
• Deep expertise in pharmaceutical revenue forecasting and Gross-to-Net modeling.
• Proven experience supporting buy-and-bill or physician-administered pharmaceutical products reimbursed under Medicare Part B.
• Strong understanding of US pharmaceutical pricing, reimbursement, and payer contracting structures.
• Experience supporting specialty or oncology pharmaceutical products preferred.
• Advanced Excel financial modeling skills: experience with ERP and financial planning systems preferred.
• Strong communication skills with the ability to influence senior stakeholders and translate complex financial concepts into clear business insights.

Candidates without direct experience in pharmaceutical Gross-to-Net and ASP-based revenue modeling will not be considered.