About this role
At Bristol Myers Squibb, our employees often ask, “Who are you working for?”—a question that fuels collaboration, accountability, and urgency in our work. Our purpose-driven culture inspires us to discover, develop, and deliver innovative medicines to prevail over serious diseases. We offer uniquely interesting and meaningful work, opportunities for growth, and a supportive environment that values inclusion, wellbeing, flexibility, and comprehensive benefits.
This is work that transforms the lives of patients, and the careers of those who do it.
The Associate Director, U.S. Commercial Sales & GTN Analysis position provides strategic support to the U.S. business (with a multi-billion gross to net adjustments “GTN” and net sales, the largest BMS Commercial unit) by leading the close and projection pillars of GTN Finance. This role manages the monthly/quarterly accounting close, account reconciliations, and forward-looking gross-to-net projections across the U.S. product portfolio (Oncology, Immunology & Cardiovascular, Neuroscience, CAR-T & Established Brands).
The Associate Director owns the integrity of the GTN close (accrual sheets, B/S reconciliations, SOX controls) and the projection/variance analysis that leadership relies on to understand gross-to-net drivers. While close and projections are the primary focus, this role will strategically partner and support Innovation initiatives (e.g., Anaplan, PowerBI dashboarding, process automation) where its close/projection subject-matter expertise can accelerate adoption.
This role is highly visible and partners closely with U.S. Brand Finance, Market Access & Pricing, Corporate Accounting, Business Controls, Commercialization AI Strategy & Analytics (“CASA”), external auditors, and the Anaplan systems teams. It provides significant development in financial analysis, commercial model exposure, internal controls, and cross-matrix leadership.
Major Responsibilities and Accountabilities
Prepare/create budget/projection timelines, presentations, and sales analysis to effectively communicate strategic insights and drivers of gross-net-variances in partnership with Market Access & Pricing, CASA and US Brand Finance teams.
Manage the monthly/quarterly gross-to-net close process, including accrual sheets for the major gross-to-net components (e.g., rebates, chargebacks, coupons, discount programs, etc.), government payment allocations, and account reconciliations, validating adequacy of accrual balances.
Lead GTN variance analysis, drivers & commentary, and presentation materials that communicate gross-to-net insights to finance leadership across the organization.
Maintain and update the internal control environment for gross-to-net, supporting internal/external audits and the annual SOX compliance process in partnership with Business Controls.
Partner with Market Access & Pricing on government/regulatory pricing calculations and related entries (e.g., federal and state pricing programs, government pricing adjustments) and monitor regulatory changes affecting gross-to-net.
Lead net price and price/volume analysis, returns review, and discount/rebate projection reviews to support quarterly close and forecasting.
Support brand finance pipeline reviews, driver tie-outs, and the reporting dataset used for GTN reporting.
Flex into Innovation-pillar initiatives (platform enhancements, dashboard build-outs, process automation testing) leveraging close/projection expertise to inform tool design and validate outputs.
Qualifications
Minimum Requirements
Minimum education of a bachelor's degree in finance, accounting, economics, information systems, or related field is required. CPA or Master of accounting preferred.
Minimum of seven (7) years of professional experience within finance, accounting, information systems, or related field is required.
Solid accounting understanding is a must, with a general understanding of the Pharma industry and U.S. healthcare system.
Strong analytical skills; ability to work effectively across a matrix organization and influence others at all levels.
Working knowledge of SAP, Power BI, Hyperion, and Anaplan; strong Excel proficiency.
Experience with SOX controls and external audit support preferred.
#LI-Hybrid
We hire for skills and capabilities, not just credentials – if this role excites you, but doesn’t perfectly match your resume, we encourage you to apply anyway.
Compensation Overview
Princeton - NJ - US: $155,640 - $188,593