Lead - Gross to Net

Lead - Gross to Net (GTN)

Job Title : Lead Gross to Net (GTN)

Function : Global Finance

Primary Geography : United States

Team Size : 8 Direct Reports

Location : Mumbai

Designation : GM/Sr GM

Job Purpose :

Lead Gross to Net (GTN) will lead the US GTN function within Global Finance, ensuring accurate estimation, accounting, forecasting, and governance of Gross-to-Net components for US pharmaceutical operations. The role is critical to revenue recognition, compliance, and business decision-making, supporting US commercial strategy.

Key Responsibilities :

Leadership & People Management :

- Lead, manage, and develop a team of 8 professionals supporting US GTN operations.

- Drive performance management, capability development, and succession planning.

- Foster a high-performance culture with strong focus on accuracy, control, and compliance.

Gross-to-Net Ownership (US) :

- Own end-to-end US GTN processes including : Medicaid and Medicare rebates, Commercial rebates, Chargebacks, Managed care contracts, Product returns, prompt pay discounts, and other deductions.

- Ensure accurate monthly, quarterly, and annual GTN accruals and true-ups. Dispute management with customers.

Revenue Recognition & Accounting :

- Ensure GTN accounting complies with US GAAP / IFRS revenue recognition standards.

- Partner with Accounting teams for proper booking, reconciliation, and documentation.

- Support month-end, quarter-end, and year-end close processes related to GTN.

Forecasting, Analytics & Business Support :

- Collaborate with US FP&A, Commercial, Pricing, and Market Access teams.

- Build and review GTN forecasts and assess key drivers and assumptions.

- Analyze variances and provide insights to senior management to support pricing and contracting decisions.

Compliance, Audit & Controls :

- Ensure compliance with US regulatory requirements impacting GTN (CMS, Medicaid, Medicare, etc.).

- Act as key contact for internal audits, external audits, and SOX controls related to GTN.

- Maintain strong documentation, governance, and audit readiness.

Process Improvement & Systems :

- Drive standardization, simplification, and automation of GTN processes.

- Leverage systems and tools (SAP, GTN tools, reporting dashboards) to enhance accuracy and efficiency.

- Lead continuous improvement and finance transformation initiatives related to GTN. Centralisation or transition of G2N activities to India.

Stakeholder Management :

- Partner with Legal, Compliance, Commercial, Market Access, IT, and Global Finance teams.

- Support evaluation of GTN impact for new contracts, pricing changes, and product launches.

- Present GTN insights and updates to senior leadership as required.