Key Accounts Director

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

📋 Description

• Convert national brand and access strategies into effective engagement plans for IDNs, Academic Centers, regional health systems, and selected parent accounts of community provider networks.

• Direct account strategy and execution to enhance the inclusion of clinical pathways and treatment protocols following product launch.

• Build and maintain strong business-to-business and C-suite relationships with key aligned accounts.

• Foster and nurture relationships with healthcare decision-makers across significant oncology accounts.

• Collaborate with Commercial field teams to pinpoint and address access or reimbursement obstacles.

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

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

• Relay customer insights to brand teams, field leadership, and market access stakeholders.

• Manage and identify opportunities with specific access stakeholders.

• Provide strategic insights to Commercial leadership regarding market conditions, pathway determinations, and account priorities.

• Craft strategic engagement plans to support multiple product and indication launches.

• Facilitate dialogues between Summit leadership and senior account executives.

• Communicate new opportunities or risks and mobilize internal resources accordingly.

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

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

• Execute all other assigned duties.

⛳️ Requirements

• A Bachelor’s degree is required.

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

• Oncology experience is essential.

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

• Comprehension of oncology reimbursement, economic flows, and market dynamics in IDNs, Academic Centers, GPOs, and community oncology settings.

• Outstanding communication and influencing capabilities to engage both internal leadership and external executive stakeholders.

• Ability to articulate the value proposition of innovative oncology therapies effectively.

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

• Experience in supporting pipeline products and launching oncology products.

• Capacity to collaborate across Medical Affairs, Sales, Marketing, and Field Reimbursement teams.

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

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

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

• Preferred: proven success in leading strategic partnerships and executive engagement initiatives beyond traditional contracting or rebate agreements.

• Preferred: experience in oncology product launches within NSCLC.

• Preferred: prior leadership experience and the ability to scale teams effectively.

🏝️ Benefits

• Potential bonus.

• Stock options.

• Comprehensive benefits package.

• Additional applicable variable compensation.