Director, Revenue Management

  • Eisai
  • Woodcliff Lake, NJ
  • 243 views
Full Time Accounting Executive Finance Management Pharmaceutical

Job Description

Job Description

This position is responsible to perform robust analyses that provide greater visibility of the value chain economics (pricing, commercial contracting, channel metrics, net margins at indication or NDC levels) and brings data insights to actionable commercial strategies that deliver Gross Margin growth.

As a member of the Finance Leadership Team, work collaboratively and effectively with all members of leadership across Eisai Inc. to ensure the revenue cycle functions efficiently, effectively and to best practice and industry standards. The position has a direct impact on business decisions regarding sales using data-driven tactics and strategy by combining data mining, operations research, understanding of customer behavior, and business partnering with the Commercial function.

Essential Functions

Manage Gross-To-Net (GTN) function including all accounting and analysis related to closing, including maintaining and ensuring compliance with Sarbanes-Oxley controls and documentation requirements; review, analysis and pressure testing of gross-to-net accounting estimates/accruals, and working closely with FP&A / Government Pricing teams.

Responsible for Revenue Recognition accounting in accordance with ASC606; maintain accurate accounting records for US legal entities and ensure compliance with GAAP; oversee the identification and calculation of month-end accruals.

Lead financial expert for product launches by providing benchmarking and insights on GTN liabilities across government and commercial channels, including managed care contracts, Medicaid, 340B, Tricare, returns, copay and Coverage Gap.

Collaborate with Commercial, COEs and Operations to identify, communicate and mitigate barriers or gaps in the revenue cycle; look for innovative solutions to existing challenges and opportunities to maximize revenue while ensuring compliance with all applicable laws and regulations.

Streamline and improve a rigorous demand driven forecast model that provides insights to management.

Manage monthly close process, including establishing accruals, refreshing forecasts, providing critical analysis of data, and alerting management to potential changes that may affect their business.

Key contributor to GTN thought leadership and state of the art benchmarking capabilities through collaboration at all levels as well as independent and project-based research, project delivery and conference attendance.

Support forecasting as relates to intangible impairment testing with Accounting.

Job Qualifications

  • Bachelor’s degree in accounting or finance or related field required. Masters preferred.
  • Public accounting experience strongly preferred.
  • Pharmaceutical or Life Science Industry a plus.
  • 12+ years’ experience in pharmaceuticals or life sciences, at least 7 of those years in GTN.
  • Deep understanding of gross-to-net accounting practices.
  • Knowledge of the pharma supply chain and contracting and how they relate to how data flows through GTN models – including but not limited to direct sales, chargebacks, rebates, and copay data.
  • Ability to create complex analyses using Microsoft excel and creating a compelling power point skill strongly preferred.
  • Skilled at presenting to Senior level management.
  • Ability to respond to change or unexpected developments strategically, tactically with emotional regulation. Remain a steady, calming influence for the team and customers.
  • Motivated to lead; accomplishment of daily activities proactively and independently.


The competencies essential for success in this role are:

  • Leadership - leading by example without relying on authority
  • Accountability - having the confidence and competence
  • Mobility - moving forward with agility and flexibility
  • Perseverance - relentless pursuit of excellence

Education Requirements

Bachelor's Degree