Pharmaceutical and Biotech Gross-to-Net Conference

October 16-17, 2019 | Chicago, IL

HGI Chicago Downtown Magnificent Mile

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DAY TWO | THURSDAY, OCTOBER 17

8:30 REGISTRATION & COFFEE

9:00 CHAIRPERSON’S OPENING REMARKS
Roxana Santiago, Director, Controlling Revenue Accounting, FRESENIUS KABI USA

9:15 OPEN DISCUSSION: ENHANCING RELATIONSHIPS WITH WHOLESALER PARTNERS TO REDUCE CONTRACTING CHALLENGES
As pharmaceutical and biotech executives continue to improve relationships with key distributor partners, effective data collection and reporting strategies must be aligned to ensure enhanced precision and consistency with external partners and among internal associates. Improved collaboration between contracting and finance groups establishes assurance and clarity around each distributor’s wholesale acquisition cost and inventory levels to mitigate disruption of accurate accruals and forecast calculations. By ensuring more effective distributor management and improved communication with distributors, finance teams create greater visibility and accuracy in contracting, timely data return, and reduce chargeback difficulties while increasing efficiency in gross-to-net reporting.

  • Internal consistency surrounding distributor data
  • Increased accuracy in wholesaler orders & contracts
  • Reduction in wholesaler chargebacks impacting GTN

Larry Breen, Director of Financial Planning & Analysis, SUNOVION

 

10:00 EXCHANGE GROUPS: ACCURATELY ACCOUNTING FOR WHOLESALER & DISTRIBUTOR CHARGEBACKS IN GTN CALCULATIONS
Whether preparing for quarterly, annual, or product-line specific revenue forecasts, finance executives must act with precision when forecasting wholesaler and distributor chargebacks in order to ensure financial targets are reached and a level of stability is ensured. As this information is also incorporated into balance sheets and income statements for auditors, regulatory authorities, executive leadership and investors, it is essential that data is accurately and appropriately positioned.

  • Increased accuracy of wholesaler chargebacks
  • Balancing forecasts against actuals in GTN
  • Data collection from wholesaler partners

Larry Breen, Director of Financial Planning & Analysis, SUNOVION

Sal Mannarino, Managing Director – Life Sciences & Healthcare, Transaction Advisory Services
ERNST & YOUNG LLP

 

10:45 COFFEE & NETWORKING BREAK

 

11:15 EXCHANGE GROUPS: ALIGNED PARTNERSHIPS BETWEEN DISTRIBUTORS AND ACCOUNTING EXECUTIVES
Accounting executives from diverse pharmaceutical and biotechnology organizations must maintain a flexible approach when working with varied distributor partners to adjust as needed to unique practices and data automation methods depending on wholesaler size. Small and large distributors present distinct communication, timeliness, and organizational challenges which impact the finance team’s capacity to maintain clarity around accurate inventory, wholesale acquisition cost, and accruals.

GROUP 1: Large Distributor Partners
Roxana Santiago, FRESENIUS KABI, USA

GROUP 2: Small Distributor Partners
Sal Mannarino, ERNST & YOUNG LLP

 

12:00 LUNCHEON FOR ALL PARTICIPANTS

 

1:00 TECH TALK: INTEGRATION OF AUTOMATION & ANALYTICS TECHNOLOGY IN GTN FINANCE
Finance and accounting executives within pharmaceutical and biotechnology corporations are increasingly turning to the integration of advanced technology to assist in GTN forecasting and modeling, creating a level of automation and analytic insight into data which increases the flexibility of models while at the same time streamlining the process of data integration and forecast creation. Although technology promises to enhance capabilities, reduce errors and allow finance executives greater control over data, selection of the most appropriate tools for the organization, integration of such systems as well as delivering return on investment to leadership is difficult. Through brief demonstrations, industry executives will showcase technology being successfully utilized to automate and enhance GTN functions.

LEARNING OBJECTIVES:

  • Best practices in gross-to-net accrual forecasting
  • Resource needs to support a manually intensive process
  • Achieving attractive, affordable solutions for companies
  • Design considerations for successful system integration solutions

Roxana Santiago, Director, Controlling Revenue Accounting, FRESENIUS KABI USA

 

1:45 PANEL: OPTIMIZED DATA SHARING AND CENTRALIZATION OF FINANCE DATA FOR IMPROVED GTN FORECASTING
Establishing greater integration of data analysis systems and streamlined processes in gross-to-net modeling allows finance executives to improve current strategies to enhance short and long-term forecasting. To establish stronger GTN models, finance teams must address challenges around reviewing and assessing the volume and quality of internal data allowing for improved updates to unformatted data, upgraded analysis and reporting, sufficient accruals processing, and accurate market projections. With advanced centralization and management systems and consistent internal data processes in place, financial analysis teams move beyond short-term data adjustments to establish robust scenarios and create sound forecasts.

  • Data centralization best practices during process development
  • Understanding advanced strategies for streamlining data
  • Upgraded data sharing to enhance gross-to-net forecasting

MODERATOR: Thomas Bogle, PWC

PANELISTS: Roxana Santiago, FRESENIUS KABI, USA

Sajid Abbasi, PWC

Thomas Moser, NOVARTIS

 

2:30 CLOSING REMARKS & CONFERENCE CONCLUSION