National Account Director, Community Oncology – McKesson

The National Account Director, Community Oncology – McKesson reports to the Head of US Market Access (USMA) and is responsible for building and managing Kite’s business relationships, strategies, and tactical approaches with McKesson and relevant connected businesses at the executive/C-Suite/D-Suite levels. Assigned accounts and customers might include but are not limited to: McKesson corporate; Unity GPO; Onmark GPO; Florida Cancer Specialists (FCS); Virginia Oncology Associates (VOA); US Oncology; Texas Oncology; and other related accounts. The person in this role is accountable for all customer engagement with these customers in partnership with the Executive Directors of Sales/Customer Engagement. This person will work closely with US Market Access leadership, Customer Engagement, Commercial Analytics Insights & Operations, Medical, Quality, and other relevant partners within Kite and Gilead to develop and drive business strategies and tactics with these key accounts. Additionally, this person may engage with other relevant and supporting organizations to enable Kite’s strategic imperatives in the community oncology setting (FACT, COA, CCC, etc.). This is a remote, field-based role.

Key Responsibilities

Strategic Account Leadership

• Establishes & leads Kite's vision, strategy, and overall business relationship with assigned accounts (McKesson and affiliated)

• Develop strategy and oversees execution of all Commercial engagement within the account in partnership with Executive Directors (EDs)/Marketplace Directors (MPDs)

• Partners with the ED and MPD to develop, drive and pull through strategic plans and tactics with business leaders and executives at assigned accounts

• Drives strategic partnerships and corporate initiatives between Kite and assigned customers; may include tactics such as:

• EMR integration and pathways

• Sponsorships and partnerships (also serving as Kite Responsible Employee to ensure pull-through of tangible benefits, etc.)

• Population health analyses and RWE concepts in partnership with HEOR, Med Affairs

• Data agreements & analyses

• Integrated care delivery models

• Value-based partnerships

Network Expansion & Enablement

• Evaluates current ATCs, potential site expansions, referral patterns, and overall business development strategy in McKesson-affiliated accounts in partnership with account and ED/MPD

• In alignment with ED of Customer Engagement, engages potential expansion sites within assigned account purview to determine interest, viability, and potential; partners with potential expansion sites and oversees handoff at appropriate times to onboarding leads, other support resources

• Creation and support of practice-level access for Kite CTAMs and other team members

Contracting & Access Strategy

• Identifies and pulls through contracting opportunities, including leading all negotiations and contract term discussions, in assigned accounts

• Support the execution of provider-facing contracts, including negotiation, implementation, and performance tracking in collaboration with internal teams

• Partner with Kite's Trade, Pricing, and Contracting teams to ensure alignment on terms, pricing, and operational execution

Performance Management & Business Reviews

• Conducts performance reviews, QBRs, contract reviews, etc. with assigned accounts

• Lead quarterly business reviews and strategic planning sessions with key stakeholders across McKesson and its affiliates

Education & Advocacy

• Engages P&T and formulary decision makers to ensure parity access for CAR-T class and Kite Brands

• Delivers financial and reimbursement education to assigned accounts

• Delivers corporate level PIE engagements and oversees PIE engagements at affiliated practices

• Educate stakeholders within McKesson and affiliated networks on Kite's CAR-T portfolio, clinical data, reimbursement pathways, and patient support services

• Engages with relevant community-focused stakeholders (FACT, COA, etc.) in support of Kite's strategic imperatives

Cross-Functional Collaboration

• Collaborate with internal teams including Provider Access Strategy, Field Sales, Medical Affairs, Supply Chain, and Patient Services to ensure seamless execution of account strategies

• Act as a liaison between Kite and McKesson's operational teams to resolve issues related to logistics, reimbursement, and patient access

Market Intelligence & Insights

• Monitor and report on account-level trends, competitive dynamics, and operational challenges that may impact CAR-T access or performance

• Aggregate insights from affiliated entities to inform Kite's broader provider strategy and commercial planning

Basic Qualifications

• Advanced scientific degree (i.e., MD, PharmD, PhD) and 8+ years of experience OR

• Master’s Degree and 10+ years of experience OR

• Bachelor’s Degree and 12+ years of experience

Preferred Qualifications

• 10+ years of pharmaceutical or biotech experience in market access and/or relevant customer-facing commercial roles

• Demonstrated ability to collaborate cross-functionally and influence decision making, strategy, and execution across partners and functions

• Demonstrated high levels of emotional intelligence, situational awareness, ability to build and influence positive culture across teams

• Deep strategic and tactical experience leading change-based initiatives, field-based functional teams, and customer-facing initiatives

• Deep understanding of the reimbursement landscape for CAR-T and the unique aspects of single case agreements, network requirements, etc.

• Strong history of building meaningful business relationships with complex healthcare customers, particularly in the oncology and/or CAR T business

• Contract negotiation experience in the healthcare setting with extra focus on the community oncology setting

• Preference given to candidates who possess strong working knowledge of McKesson and affiliated accounts

• Significant travel expected (>50%)