Gross to Net Analyst
Before reading the job post, we encourage you to watch this video about our company. It gives you an inside look at how we started, the team and culture that made us successful, and where we're going. It's easy to read a job post and apply, but people often wonder about the culture and whether they would fit in. If you want to call Harrow your home and genuinely want to be part of a family and something big, then we encourage you to click this link and get to know us.
Who is Harrow?
Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. Harrow is an incredible entrepreneurial company – where we celebrate the ability of every member of the Harrow Family to be the CEO of their job. Harrow’s values have driven interest over the past decade in attracting high-performing professionals in a variety of disciplines. Members of our Harrow Family often express their pride in being a part of our commitment to (1) innovation, (2) patient access to affordable medicines, and (3) our track record of having never turned down an ophthalmologist doing mission work around the world – providing free medicines in support of mission work aimed at giving or maintaining the gift of sight to those most in need. We encourage you to learn more about Harrow and its unique culture to see if you’re the right person to help contribute as we build a truly exceptional company, one we are all so proud of!
Harrow’s ophthalmic pharmaceutical portfolio is one of the most comprehensive in the industry, including:
- An expanding Retina Portfolio including IHEEZO®, TRIESENCE®, BYOOVIZTM, and OPUVIZTM
- A broad Dry Eye Disease product line, led by VEVYE® and bolstered by well-known adjacent ocular surface disease products such as FLAREX® and FRESHKOTE®
- A peri-operative Surgical product line, led by TRIESENCE®, and BYQLOVITM
- A Rare and Specialty product line, which includes various high-need and utility products such as ILEVRO®, NATACYN®, and VERKAZIA®
- A robust internal development pipeline with multiple late-stage candidates, including MELT-300, MELT-210, H-N08, and CR-01
Job Summary
The GTN Analyst supports the development, maintenance, and accuracy of Harrow’s Gross-to-Net (GTN) models and revenue accounting processes. This role ensures that all deductions from gross sales—such as rebates, chargebacks, distribution fees, returns, copays, and group purchasing programs, as well as government-related adjustments—are accurately forecasted, accrued, and reconciled. The analyst plays a critical role in bridging the gap between Commercial Finance, Accounting, and Market Access, ensuring integrity between revenue forecasts and actual performance.
Core Responsibilities
- 1.Gross-to-Net Forecasting & Analytics
- Support monthly, quarterly, and annual GTN forecasts, including scenario modeling for pricing, volume, and payer mix changes.
- Develop and maintain GTN models in collaboration with FP&A and Accounting to ensure accurate revenue forecasting.
- Prepare analysis of GTN drivers, accruals, and true-ups by product, channel, and payer type.
- Perform variance analysis (forecast vs. actuals) to identify trends and insights impacting gross margins.
- Revenue Accounting Support
- Work with Accounting during close cycles to validate GTN accruals, true-ups, and revenue recognition per ASC 606.
- Reconcile forecasted and actual deductions monthly; document assumptions and adjustments.
- Ensure appropriate SOX and internal control compliance for GTN-related accounts.
- Pricing & Contract Support
- Analyze and track rebate and chargeback claims to ensure accuracy and compliance with contractual terms.
- Provide financial insight to pricing and market access teams for new contracts, launches, or payer strategies.
- Support commercial and government price reporting (ASP, AMP, Best Price) by providing GTN inputs and analytics.
- Data Integrity & Systems
- Maintain accuracy of GTN data sources partnering with 3rd party service provider, RSM (ERP, EPM, and BI tools such as Oracle PBCS, Microsoft Power BI).
- Partner with IT/Finance Systems to automate GTN workflows and reporting dashboards.
- Develop standardized templates and reporting packages to streamline GTN processes.
Qualifications & Requirements
- Bachelor’s degree in Finance, Accounting, Economics, or related field.
- 3–5 years of experience in financial analysis, accounting, or revenue operations; ideally in pharmaceutical or life sciences industries.
- Working knowledge of pharma gross-to-net components (rebates, chargebacks, returns, distribution fees, etc.).
- Familiarity with revenue recognition (ASC 606) and government pricing concepts (ASP, AMP, Medicaid, Medicare).
- Advanced Excel and proficiency with financial systems (Oracle, Power BI, or similar).
- Strong analytical and quantitative skills, with attention to accuracy and detail.
- Excellent written and verbal communication; ability to summarize complex data clearly.
- Cross-functional collaboration skills with Accounting, Market Access, and Commercial teams.
- Comfortable working in a fast-paced, growth-oriented environment.
Performance Metrics
- Accuracy of GTN forecasts vs. actuals.
- Timeliness and precision of accrual submissions during close.
- Reduction in forecast-to-close cycle time.
- Audit readiness and compliance of GTN documentation.
Career Path
- The GTN Analyst role is a mid-level steppingstone within Harrow’s Commercial Finance team, offering advancement to:
- GTN & Revenue Accounting Manager
- Commercial Finance Manager
- FP&A Manager or Finance Business Partner (Commercial)
Position Type
- On Site
Travel
- Up to 5%