Commercial Profitability Manager

As  Commercial Profitability Manager, you will be a trusted business partner to Commercial and Finance stakeholders, driving sustainable growth through effective management of Gross-to-Net (GTN), customer profitability and commercial investments across the private market. You will own the full price waterfall from list price to net revenue, ensuring every deduction — discounts, trade allowances, promotional spend and co-pay / patient support — is planned, tracked, accrued and optimised against budget.

This is a highly visible role where you will combine financial expertise, commercial understanding and analytical capabilities to support strategic decision-making across pricing, customer agreements and commercial investment initiatives.

You will play a key role in ensuring that all commercial investments—including discounts, rebates, free goods, pharmacy campaigns, customer agreements and strategic partnerships—are financially sound, deliver sustainable returns and align with the company’s profitability objectives.

Beyond financial analysis, you will provide governance and decision support for commercial investments, enabling balanced decisions between business growth and financial performance.

Your key responsibilities will include

• Leading Gross-to-Net (GTN) planning, forecasting and reporting activities, ensuring accurate management of discounts, rebates, free goods and all commercial investments.
• Providing customer and channel profitability analyses across pharmacies, wholesalers, distributors, insurance companies, private hospitals and other strategic customers to support commercial decision-making.
• Driving operational pricing analyses and financial assessments to optimise commercial opportunities while protecting long-term profitability.
• Evaluating commercial investment proposals, including pharmacy campaigns, customer agreements and strategic partnerships through robust ROI analysis and business case modelling.
• Developing pricing scenarios and commercial guardrails for discounts, rebates, promotional investments and free goods to support consistent and sustainable commercial decisions.
• Acting as Finance business partner for Commercial teams by providing financial recommendations throughout customer negotiations and investment approval processes.
• Supporting budgeting, rolling forecasts and financial planning activities related to GTN, customer investments and commercial profitability.
• Monitoring commercial investment performance, identifying optimisation opportunities and recommending actions to maximise return on investment.
• Developing dashboards and reporting capabilities to improve transparency across customer profitability, GTN performance, trade investments and commercial effectiveness.
• Continuously improving analytical tools, reporting capabilities and business processes to enhance decision-making and strengthen financial governance.
• Supporting ad hoc strategic projects and cross-functional initiatives that contribute to business growth, operational excellence and commercial effectiveness.

• Bachelor’s degree in Finance, Economics, Business or related field; MBA or professional finance qualification an advantage.
• Typically 5–8 years’ experience in commercial finance, net-revenue / gross-to-net management, pricing or trade investment, ideally in pharmaceuticals or FMCG.
• Strong financial modelling and variance-analysis skills; advanced Excel; comfort with ERP (e.g. SAP) and planning / BI tools (e.g. TM1, Anaplan, BOARD, Power BI).
• Solid grasp of gross-to-net mechanics, accrual / reserve accounting, trade spend and pricing architecture.
• Familiarity with the pharmaceutical pricing, reimbursement and market-access environment is a strong plus.

Competencies

• Financial control mindset (accuracy, reserve integrity, close discipline) paired with commercial judgement.
• Analytical rigour — turns complex data into decision-ready guardrails and clear commentary.
• Business partnering — influences Sales, Marketing, Finance and Treasury without direct authority.
• Confident communicator, comfortable presenting to senior leadership.
• Continious improvement orientation —  seeks automation and process modernisation.

We commit to an inclusive recruitment process and equality of opportunity for all our job applicants.

At Novo Nordisk, we're not chasing quick fixes – we're creating lasting change for long-term health. For over 100 years, we've been driven by a single purpose: to defeat serious chronic diseases and help millions of people live healthier lives. This dedication fuels our constant curiosity and inspires us to push the boundaries of what's possible in healthcare. We embrace diverse perspectives, seek out bold ideas, and build partnerships rooted in shared purpose. Together, we're making healthcare more accessible, treating and preventing diseases, and pioneering solutions that create change spanning generations. When you join us, you become part of something bigger – a legacy of impact that reaches far beyond today.