Senior Manager / Associate Director, Gross-to-Net & Revenue Planning in Menlo Park, California at Orca Bio

Cross-Functional Ownership & Key Interactions

This role carries broader ownership of the gross-to-net cycle than a typical FP&A revenue position — performing the methodology, calculation, and reconciliation work for activities that are often split into Accounting — while Controllership retains accountability for the close and Market Access owns contracting.

Gross-to-Net Accounting & Analysis

• Own the monthly and quarterly gross-to-net accrual and reserve process end to end, including distribution and title fees, specialty pharmacy fees and prompt-pay discounts, Medicaid rebates, 340B, FSS/VA pricing, chargebacks, and other revenue deductions as the channel develops
• Establish and maintain accrual rate methodology and assumption documentation for a newly launched product with limited claims history
• Execute rate true-ups as actual claims and utilization data mature, and explain the resulting variances
• Build and maintain reserve roll-forwards, reserve-to-payment reconciliations, and rate variance analyses
• Serve as the finance owner of third-party government pricing calculations — AMP, Best Price, non-FAMP, Medicaid unit rebate amount, and 340B ceiling price — validating vendor output in partnership with Market Access and supporting executive certification
• Monitor payer mix, channel dynamics, and reimbursement developments, and translate them into forecast and reserve implications

Revenue Forecasting & Analysis

• Partner with Commercial Operations & Strategy on the revenue forecast build, from treatment-center-level demand through gross sales to net revenue
• Support the modeling of drivers specific to cell therapy, including authorized treatment center activation and ramp, referral-to-infusion conversion, manufacturing capacity and slot constraints, donor eligibility yield, and vein-to-vein timing
• Work with Commercial Operations & Strategy to deliver the monthly latest estimate, quarterly reforecast, annual budget, and long-range plan inputs for revenue and gross-to-net
• Produce variance analysis and written commentary for executives and Board reporting
• Partner with Commercial and Market Access to align demand assumptions with field intelligence and account activation plans

Commercial Operating Expense Planning

• Partner with Commercial, Market Access, Patient Services, and Medical Affairs on budget, latest estimate, and long-range planning for commercial operating expenses
• Own budget-versus-actual reporting, accrual review, and variance commentary for commercial functions
• Track headcount and program spend against plan, and support functional leaders in managing their budgets

Financial Reporting & Compliance

• Partner with Accounting on the revenue close, including journal entries, account reconciliations, flux analysis, and cut-off
• Ensure compliance with GAAP, ASC 606, SOX (as applicable), and internal controls
• Build and maintain audit-ready documentation and control narratives for gross-to-net and revenue processes
• Serve as a primary point of contact for external auditors on gross-to-net methodology and revenue forecasting assumptions
• Contribute analysis and peer benchmarking to technical accounting positions on revenue deductions and other ASC 606 matters

Systems, Data & Process Scale

• Own the flow of finance data from third-party logistics, specialty pharmacy, and distribution partners into forecast and accrual models
• Support implementation and maintenance of ERP and planning systems as they relate to revenue and gross-to-net
• Drive automation and reporting improvements as transaction volume grows
• Support gross-to-net and revenue process design for ex-US markets as they are added