FP&A Manager - Sales & Marketing and Revenue

Description :

Reporting to the Head of FP&A, you will be the primary finance business partner for the Company's US Sales & Marketing organization, working closely with a wide range of stakeholders across Sales, Marketing, and Market Access.

You will also oversee the Company's Gross-to-Net (GTN) revenue estimates and financial reporting. Most of the GTN modeling and data processing is outsourced to a specialized third-party provider (Integrichain / ICH); in this role, you will control, challenge, and validate the work performed by ICH rather than build or maintain the underlying models yourself.

Location : Warren, New Jersey - minimum 3 days on site

Salary Range : $140-160k

Key Responsibilities :

FP&A / Business Partnering – Sales & Marketing (Priority #1):

• Act as the lead finance business partner for US Sales & Marketing leadership, managing a wide range of stakeholders and moving parts across the organization.

• Lead the annual budgeting, quarterly forecasting, and long-range planning processes for Sales & Marketing expenses.

• Analyze trends and variances against budget/forecast, provide decision-support indicators, and identify risks and opportunities across all partnered functions.

• Support senior leaders (VP Sales, VP Marketing, and Market Access) on investments, projects, contracts, and resource allocation decisions.

• Challenge business owners on their forecasts and planning assumptions; ensure spend discipline and visibility across a broad and evolving set of partners.

• Actively participate in the monthly and quarterly financial closing process for the Sales & Marketing scope.

Revenue & Gross-to-Net (GTN) – Oversight & Control:

• Oversee and control the Gross-to-Net (GTN) estimates and deliverables prepared by the Company's outsourced GTN provider (Integrichain / ICH), rather than building or maintaining the GTN models directly.

• Review and challenge ICH's monthly and quarterly GTN accruals (rebates, chargebacks, discounts, returns, Medicaid/Medicare/340B, distribution and prompt-pay fees) for completeness and accuracy.

• Act as the main internal point of contact with ICH, ensuring deliverables are timely, well-documented, and aligned with contract terms and business assumptions.

• Monitor GTN ratios and deductions as a percentage of gross sales, flagging unexpected trends or variances to Accounting and senior Finance leadership.

• Ensure GTN estimates and revenue recognition are compliant with US GAAP (ASC 606) and support internal/external audit requests.

Contribution to Financial Reporting:

• Contribute to the preparation of US GAAP financial disclosures (10-Q, 10-K) related to revenue, GTN reserves, and Sales & Marketing expenses during quarterly and annual closings.

• Prepare management reporting packages and Board/Executive Committee materials on commercial and revenue performance.

Continuous Improvement:

• Contribute to the enhancement and automation of Sales & Marketing and GTN reporting and planning tools.

• Integrate non-financial KPIs into financial models and management reporting.

• Improve existing processes to strengthen the reliability, timeliness, and relevance of financial information.

Ensure internal control procedures (SOX) are properly implemented and maintained within the scope

Qualifications :

• Bachelor's degree in Finance, Accounting, or Business Administration required; MBA, CPA, or CMA is a plus

• Minimum 5–7 years of progressive FP&A or commercial finance experience, ideally within the biotech/pharmaceutical industry, including exposure to Sales & Marketing business partnering.

• A few years of experience as a manager (or senior analyst) within a Gross-to-Net (GTN) team is sufficient; deep GTN model-building expertise is not required, as most GTN activities are outsourced to a specialized third-party provider (Integrichain / ICH).

• Experience managing or overseeing outsourced service providers / vendors is a plus.

• Advanced proficiency in Microsoft Excel and PowerPoint; experience with ERP/EPM systems (e.g., Dynamics, SAP, Oracle, Anaplan, Hyperion) required.

• Working knowledge of US GAAP revenue recognition (ASC 606) and the main components of Gross-to-Net (rebates, chargebacks, discounts, Medicaid/Medicare/340B), sufficient to control and challenge third-party deliverables.

• This is a high-exposure role requiring strong business partnering capabilities, with direct interaction with a broad and evolving set of stakeholders across Sales, Marketing, and Market Access functions.

• Rigor, autonomy, responsiveness, and the ability to operate in a demanding, fast-paced environment with many moving parts are essential.

• Strong analytical skills, ability to prioritize, proactive mindset, synthesis skills, and intellectual curiosity are key to success in this role.

Behavioral skills :

• Curiosity: Keep on exploring uncharted territories. Always ask “why?” and more importantly “why not?”,

• Courage: Take smart risks, mentor each other to always do better & be accountable for our choices, our opinions, and our actions,

• Collaboration: Teamwork and spirit. Support each other and be equally involved in the achievement of our common goals,

• Credibility: Be transparent, follow through and build trust. Educate ourselves about our unique technology.