Senior Director, Revenue Management & GtN

Title:

Senior Director, Revenue Management & GtN

Company:

Ipsen Biopharmaceuticals Inc.

 

About Ipsen:

Ipsen is a mid-sized global biopharmaceutical company with a focus on transformative medicines in three therapeutic areas: Oncology, Rare Disease and Neuroscience. Supported by nearly 100 years of development experience, with global hubs in the U.S., France and the U.K, we tackle areas of high unmet medical need through research and innovation.

 Our passionate teams in more than 40 countries are focused on what matters and endeavor every day to bring medicines to patients in 88 countries. We build a workplace that champions human-centric leadership and fosters a culture of collaboration, excellence and impact. At Ipsen, every individual is empowered to be their true selves, grow and thrive alongside the company’s success. Join us on our journey towards sustainable growth, creating real impact on patients and society!

For more information, visit us at https://www.ipsen.com/ and follow our latest news on LinkedIn and Instagram.

Job Description:

As a key member of the North America Finance Leadership team, the Senior Director, Revenue Management and Gross to Net will manage one of the largest and most complex drivers of U.S. net sales and cash.

The successful candidate will provide financial stewardship over revenue management and gross-to-net outcomes ensuring disciplined governance, strong controls, and executive-ready insights.

As Senior Director, Revenue Management and Gross to Net, you are accountable for the integrity and strategic direction of GTN forecasting, reporting, and reserve governance. In this role, you will be the go-to expert for GTN modeling, scenario planning, and forecasting, partnering with Government Affairs, Commercial, V&A, and Finance teams to ensure financial accuracy and alignment with FP&A cycles. You will also actively coordinate business case modeling based on opportunities identified by the contracting team, contributing strategic financial guidance and serving as a key voice in shaping commercial decisions.

In close collaboration with North America Leadership team, this role will also play a critical part in translating market and policy dynamics into Financial Performance.

Main Responsibilities & Technical Competencies

North America Finance Leadership team

• Member of the NA Finance Leadership team, ability to influence across the peer group and globally
• Key liaison representing Finance in all pricing related discussions
• Active in driving animation, development, motivation and retention of the team members
• Lead Finance initiatives for North America to positively impact Global Finance transformation roadmap (to address U.S. needs in terms of revenue management and GtN) and team engagement

Revenue Management

• Support modelling of policy changes and impact on Ipsen Net Sales in the near and longer term
• Support pricing aspects of commercial strategy and business decisions: Provide financial insights on government programs, payers and channel mix, product launches, and contract structures to support leadership decisions.
• Evaluate pricing and access impacts: Assess the financial impact of pricing strategies, market access programs, and payer negotiations. Translate assumptions into clear implications for profitability and performance to facilitate business decisions
• Support Pricing & Contracting Committees preparation and ensure financial accuracy of presented business plans
• Recommend and challenge actions to maximize business capabilities on a short/long term basis

Forecasting

• Own GtN forecasting cycles in alignment with FP&A cadence: Lead GTN forecasting and actuals processes in partnership with the Brand teams, Finance Business Partners and V&A. Drive alignment, transparency, and forecast accuracy.
• Coordinate planning and forecasting activities between V&A and FP&A teams to align GtN assumptions to short- and longer-term top line modelling (Budget, Forecast, Long Range Plans)
• Enhance Gross to Net tools and processes to enable agility and improve reliability
• Lead cross-functional alignment: Lead cross-functional sessions to align assumptions, resolve variances, and enhance GtN forecasting models accordingly

GtN Accounting and Control framework

• Lead GTN reserves and Balance Sheet governance: Own monthly GtN reserve process, ensuring reserves are accurate, B/S accounts reconciled, risks/opportunities are identified early, and key assumptions and rates are well captured
• Ensure proper documentation of B/S reserves in collaboration with accounting and government pricing / Contracts teams
• Ensure close, controls, and audit readiness: Oversee governance of net sales close activities and supporting GTN processes; serve as the senior point of contact for internal/external audits
• Key contributor to “Evolve 2030” Finance transformation initiative; ensuring U.S. revenue management and Gross to Net specificities are supported by Global Finance systems.

Team Management

• Lead and develop a high-performing organization of ~3 direct reports
• Maintain all related Ipsen Manager responsibilities
• Ensure timely recruitment and efficient on-boarding / training process
• Ensure proper documentation and SOP are maintained to facilitate transition and succession planning
• Secure ongoing development & motivation and retention of the team members
• Develop and implement talent plans with a focus on continual improvement
• This position may infrequently require working after hours and weekends to meet specific deadlines for reporting and special projects, and travel to various Ipsen sites domestically and internationally.

Knowledge & Experience

Knowledge & Experience (essential):

• A minimum of 15 years of experience in finance leadership positions
• Solid understanding of pharmaceutical business and commercial drivers
• Relevant, demonstrated & practical experience leading revenue forecasting / GtN and reserves governance in a complex organization (including multiple TAs / Brands), focused on U.S. market.
• Thorough understanding of financial statements and their interface between external reporting, management reporting and budgeting/forecasting
• Management experience (Direct or Dotted Line / CoE)
• Advanced level Excel skills and knowledge of at least one ERP Finance (SAP & TM1 are a plus)
• Embodies values of trust, collaboration, accountability, and ethics. Strong interpersonal and leadership skills with a proven capacity to lead by influence, effectively collaborate across functional teams, and build cohesive teams.
• Exhibits strong organizational, leadership, analytical, and problem-solving capabilities to drive successful outcomes.
• Excellent presentation and communication skills with the ability to simplify and structure messages to different layers of the organization
• Ability to simplify pricing discussions to enable discussions with different groups.
• Builds good relationship in an international working environment to inspire trust and lead cross-cultural project teams.
• Structured, organized, and creative, demonstrating autonomy, agility, and the ability to think creatively
• Maintains performance under pressure: able to prioritize effectively and remain composed in challenging situations
• Result-oriented and persistent, demonstrating a high level of integrity and dependability with a strong sense of urgency to achieve results
• Demonstrates solid analytical abilities, business valuation expertise, and effective problem-solving capabilities.
• Leadership and strategic acumen: Exhibits strong organizational and leadership skills, with strategic thinking and business acumen to drive initiatives and achieve results.
• Action and solution-oriented, taking ownership of tasks, following through to successful completion, and effectively addressing challenges.
• Strong business partnering skills, including ability to support a diverse set of functions.

Education / Certifications (essential):

• Bachelor’s degree in finance, Accounting, Economics, or a related field

Education / Certifications (preferred):

• MBA highly preferred

Language(s) (essential):

• Fluent English.

The annual base salary range for this position is $217,500 to $310,000

This job is eligible to participate in our short-term incentives program. The pay range displayed above is the range of base pay compensation within which Ipsen expects to pay for this role at the time of this posting. Individual compensation within this range depends on a variety of factors, including, but not limited to, prior education and experience, job-related knowledge and demonstrated skills.

At Ipsen we are proud to offer a comprehensive employee benefits package, including 401(k) with company contributions, group medical, dental and vision coverage, life and disability insurance, short- and long-term disability insurance, as well as flexible spending accounts. Ipsen also provides parental leave, paid time off, a discretionary winter shutdown, well-being allowance, commuter benefits, and much more.

We are committed to creating a workplace where everyone feels heard, valued, and supported; where we embrace “The Real Us”. The value we place on different perspectives and experiences drives our commitment to inclusion and equal opportunities. When we include diverse ways of thinking, we make more thoughtful decisions and discover more innovative solutions. Together we strive to better understand the communities we serve. This means we also want to help you perform at your best when applying for a role with us. If you require any adjustments or support during the application process, please let the recruitment team know. This information will be handled with care and will not affect the outcome of your application. Ipsen is an equal opportunity employer that strictly prohibits unlawful discrimination. We recruit, employ, train, compensate, and promote without regard to an individual’s race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.