Key Accounts Director

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

📋 Description

• Transform national brand and access strategies into implementable engagement plans targeting IDNs, Academic Centers, regional health systems, and selected parent accounts within community provider networks.

• Direct account strategy and execution to enhance clinical pathway and treatment protocol integration following product launch in collaboration with Medical Affairs, Legal, Marketing, and Commercial teams.

• Create and nurture business-to-business and C-suite relationships with key accounts.

• Develop and maintain connections with healthcare decision-makers, such as P&T and formulary committee members, executive pharmacy leadership, C-suite executives, and service line leaders.

• Partner with Commercial field teams to identify and address access or reimbursement challenges.

• Monitor and evaluate 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 relationships and seek opportunities with specific access stakeholders.

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

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

• Facilitate executive discussions between Summit leadership and senior account executives.

• Ensure compliant engagement with healthcare decision-makers.

• Identify and communicate emerging opportunities or risks and mobilize internal resources.

• 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

• Bachelor's degree is mandatory.

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

• Oncology experience is a necessity.

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

• Familiarity with oncology reimbursement, economic flows, and market dynamics within IDNs, Academic Centers, GPOs, and community oncology settings.

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

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

• Proficient negotiation skills with a proven track record of achieving outcomes that align with enterprise and P&L objectives.

• Experience in supporting pipeline products and executing oncology product launches.

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

• Willingness to travel up to 50% of the time.

• 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.

• Preferred: experience in launching NSCLC oncology products.

• Preferred: leadership experience with the capability to scale teams.

🏝️ Benefits

• Potential for bonus, stock options, benefits, and/or other applicable variable compensation.

• Commitment to Equal Opportunity Employer principles and a diverse workplace.