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Cracking the elusive gross to net code in Pharma and Life Sciences-An industry example:

Kaushal Kishore | Pricing transformation consultant | Merck
The case study talks about a Pharma industry example of mature brand portfolio facing YoY sales erosion of around 5 %. This was slightly mitigated by implementing a global gross to net optimization framework for key mature brands leading to topline improvement of approx 8.3 Mn Eur and bottomline improvement of around 2.3 Mn Eur in the first wave. This example illustrates that GtN optimization can be an impactful exercise especially for mature product portfolio. If done in the right way, this framework can lead to million-dollar impact on portfolio.
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Kaushal is a pricing transformation consultant currently engaged in Merck and based out of Germany. With around 17 plus years of experience in commercial and pricing, Kaushal has been able to drive pricing transformation initiatives in Pharma, Life Sciences and Manufacturing companies. Kaushal has successfully set-up industry standard contracting and pricing ‘CoE’ functions driving direct business results impacting topline and bottom-line across the life cycle of brands. As a subject matter expert in pricing, he has authored though leadership papers and is a professional coach and trainer on the topic. Kaushal has an MBA degree in marketing and has worked internationally in US, UK, Japan, Europe and India.