Key Accounts Director

This is a fully remote position, open to applicants in California.

📋 Description

• Transform national brand and access strategies into practical engagement plans across Integrated Delivery Networks (IDNs), Academic Centers, regional health systems, and select parent accounts of community provider networks.

• Oversee account strategy and execution aimed at enhancing clinical pathway and treatment protocol inclusion following product launch, collaborating with Medical Affairs, Legal, Marketing, and Commercial departments.

• Develop and nurture business-to-business and C-suite relationships with key accounts that align with business objectives.

• Cultivate and maintain connections with healthcare decision-makers, including Pharmacy & Therapeutics (P&T) and formulary committee members, executive pharmacy leadership, C-suite executives, and service line leaders.

• Drive cross-functional teamwork with Commercial field teams to identify and overcome access or reimbursement challenges.

• Monitor and evaluate business opportunities and market trends to guide access and commercial strategies.

• Negotiate advantageous contracts and agreements that align with enterprise goals and market access strategies.

• Share insights from customers with brand teams, field leadership, and market access stakeholders.

• Manage relationships and identify opportunities with select access stakeholders, including NCODA, COA, and Oncare Alliance.

• Provide strategic insights to Commercial leadership regarding market trends, pathway decisions, and account priorities.

• Create mid- to long-term strategic engagement plans that support multiple product and indication launches.

• Facilitate executive discussions between Summit Therapeutics leadership and senior executives from key account organizations.

• Ensure consistent, compliant engagement with healthcare decision-makers.

• Communicate emerging opportunities or risks and activate internal resources accordingly.

• Design and lead pull-through initiatives in collaboration with field commercial teams.

• Conduct quarterly business reviews with key accounts and internal stakeholders.

• Perform any other duties as assigned.

⛳️ Requirements

• A Bachelor's degree is required.

• At least 10+ years of progressive experience in strategic account management, market access, or oncology commercial roles.

• Experience in oncology is mandatory.

• Extensive expertise and well-established relationships within IDNs, Academic Centers, regional health systems, and community oncology accounts.

• Comprehensive understanding of oncology reimbursement, economic flows, and market dynamics within IDNs, Academic Centers, GPOs, and community oncology settings.

• Outstanding communication and influencing abilities with internal leadership and external executive stakeholders.

• Capability to articulate the value proposition of innovative oncology therapies.

• Strong negotiation skills with a proven record of achieving results that align with enterprise and P&L objectives.

• Experience in supporting pipeline products and launching oncology products.

• Ability to collaborate with Medical Affairs, Sales, Marketing, and Field Reimbursement teams.

• Willingness to travel up to 50% for customer meetings, industry conferences, and internal meetings.

• Preferred: An advanced degree (MBA, Master’s, PharmD, or PhD).

• Preferred: Expertise in community oncology GPOs and oncology provider networks.

• Preferred: Success in leading strategic partnerships and executive engagement initiatives beyond traditional contracting or rebate arrangements.

• Preferred: Experience with oncology product launches, particularly within Non-Small Cell Lung Cancer (NSCLC).

• Preferred: Previous experience in people leadership and the ability to assist in scaling teams.

🏝️ Benefits

• Salary range of $205,000–$240,000 USD.

• Total compensation package may include bonus, stock, benefits and/or other applicable variable compensation.