Key Accounts Director
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Job Description
Key Accounts Director advancing market access for Summit Therapeutics’ oncology medicines. Building strategic healthcare-account partnerships and supporting product launches across a defined geography.
Responsibilities:
- Translate national brand and access strategies into actionable engagement plans across IDNs, Academic Centers, regional health systems, and select parent accounts of community provider networks
- Lead account strategy and execution to accelerate clinical pathway and treatment protocol inclusion post-launch in partnership with Medical Affairs, Legal, Marketing, and Commercial functions
- Establish and maintain business-to-business and C-suite relationships with aligned key accounts
- Build and sustain relationships with healthcare decision-makers, including P&T and formulary committee members, executive pharmacy leadership, C-suite executives, and service line leaders
- Collaborate with Commercial field teams to identify and resolve access or reimbursement barriers
- Track and analyze business opportunities and market dynamics to inform access and commercial strategy
- Negotiate contracts and agreements aligned with enterprise objectives and market access strategy
- Share customer insights with brand teams, field leadership, and market access stakeholders
- Manage relationships and identify opportunities with select access stakeholders
- Provide strategic feedback to Commercial leadership regarding market dynamics, pathway decisions, and account priorities
- Develop strategic engagement plans supporting multiple product and indication launches
- Facilitate executive exchanges between Summit leadership and senior account executives
- Maintain compliant engagement with healthcare decision-makers
- Communicate emerging opportunities or risks and mobilize internal resources
- Design and lead pull-through initiatives with field commercial teams
- Conduct quarterly business reviews with key accounts and internal stakeholders
- Perform all other duties as assigned
Requirements:
- Bachelor’s degree required
- Minimum of 10+ years of progressive experience in strategic account management, market access, or oncology commercial roles
- Oncology experience required
- Deep expertise and strong, established relationships across IDNs, Academic Centers, regional health systems, and community oncology accounts
- Understanding of oncology reimbursement, economic flows, and market dynamics within IDNs, Academic Centers, GPOs, and community oncology environments
- Exceptional communication and influencing skills for engaging internal leadership and external executive stakeholders
- Ability to communicate the value proposition of innovative oncology therapies
- Strong negotiation skills with a track record of achieving outcomes aligned with enterprise and P&L objectives
- Experience supporting pipeline products and oncology product launches
- Ability to partner across Medical Affairs, Sales, Marketing, and Field Reimbursement teams
- Willingness to travel up to 50%
- Preferred: advanced degree (MBA, Master’s, PharmD, or PhD)
- Preferred: expertise in community oncology GPOs and oncology provider networks
- Preferred: success leading strategic partnerships and executive engagement initiatives
- Preferred: NSCLC oncology product launch experience
- Preferred: people leadership experience and ability to help scale teams
Benefits:
- Potential bonus, stock, benefits and/or other applicable variable compensation
- Equal Opportunity Employer commitment and diverse workplace
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