Head, Gross-to-Net Operations (US Market)

Organization's Global Capability Centre, Navi Mumbai | Reports to: Head, GCC

Job Summary

Lead the transition of gross-to-net (G2N) operations for the US business (Ascend Laboratories LLC) from the United States to the organisation's GCC and thereafter own the end-to-end operation. The role has two mandates. Deliver the transition and run the function while building and leading the GCC team from the ground up.

Key Responsibilities

Transition Leadership (first 6 to 9 months)

- Lead end-to-end transition of G2N processes from the US entity to the GCC: process discovery, knowledge capture from the incumbent US team, SOP and desktop procedure documentation, and training design.
- Design and execute the parallel-run and cutover plan, including entry and exit criteria, error thresholds, and sign-off gates for each process tower.
- Baseline service levels pre-transition and stabilize post-cutover performance to agreed SLAs within two to three month-end close cycles.
- Manage the working relationship with US counterparts and retained roles through the transition, maintaining cooperation and knowledge flow in a sensitive people context.
- Recruit, train, and cross-skill the GCC team in parallel with transition execution.

Gross-to-Net Management

- Own G2N operations for annual gross sales of the US business: chargebacks, rebates, sales returns, Medicaid and other government pricing adjustments, wholesaler fees, and related reserves.
- Oversee chargeback adjudication and dispute resolution against contract and membership data, ensuring revenue accuracy.
- Manage monthly accruals, true-up analysis,



and balance sheet reserve reviews for all G2N components, with clear documentation of estimates and judgements.
- Ensure accurate accounting and reporting in compliance with US GAAP, group policies, and internal and external guidelines.
- Own the accuracy and timeliness of contract prices, eligibility rosters, effective dates, and price changes in Vistex and SAP.
- Work with US sales and contracting teams to keep contract, pricing, and membership data current, treating data maintenance as dispute prevention.
- Monitor aging, drive timely collections, and support effective credit monitoring for improved cash flow.
- Drive RPA, AI-assisted, and automation projects to improve efficiency and control after processes stabilize.
- Lead software migrations and identify process improvement areas, collaborating with GCC IT for implementation.

Audit and Compliance

- Coordinate with internal and external audit teams across US and India, ensuring compliance and audit readiness of transitioned processes.
- Respond to audit queries with complete and timely information; maintain the control documentation created during transition.

Key Requirements

Mandatory

- Chartered Accountant with 15+ years of experience in business finance, commercial operations, and gross-to-net sales in the pharmaceutical or allied industries.




- Must have led at least one end-to-end offshoring or shared-services transition of commercial finance or G2N processes from a US entity to India, covering knowledge transfer, SOP documentation, parallel run, cutover, and post-cutover stabilization. Candidates who have only operated an already-established offshore function will not qualify.
- Direct, hands-on ownership of US generics G2N operations, specifically chargeback adjudication and rebate settlement through Vistex (or an equivalent revenue management platform), not exposure alone.
- Hands-on experience working/coordinating with Big 3 wholesalers (McKesson, ABC, Cardinal Health) and other specialty distribution channels
- Hands-on experience with SAP FICO and related finance tools.
- Demonstrated experience building or significantly scaling a finance team, including hiring, training, and cross-skilling within a defined ramp-up window.
- Experience managing US-based stakeholders and counterparts across time zones, including in transition or transformation contexts.
- Strong background in statutory audits, SOX or internal-control environments, and MIS reporting.
- Valuable knowledge of US government pricing programmes (Medicaid rebates, AMP and Best Price mechanics, 340B, Medicare Part D) sufficient to manage GCC support work and interface with US-retained specialists.
- Exposure to returns reserve modelling for generics, including price-erosion effects on return valuation.
- Experience with RPA or AI-assisted automation of finance processes.

Prior experience in a GCC or shared-services build-out phase

📌 Head, Gross-to-Net Operations For US Market! (Navi Mumbai)
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