Sr Director, Key Accounts, US Cell Therapy - West

Description de l'emploi

The Sr Director, Key Accounts, US Cell Therapy – West Region is a critical commercial leadership role responsible for leading the Key Account Team in the Western US and establishing and executing the company’s vision, strategy, and business relationships with assigned payer and provider accounts across the region. This role is accountable for leading the team to drive improved access to cell therapy (CAR-T) products by engaging with national and regional payers, targeted authorized treatment centers (ATCs), potential new treatment centers, and key provider and payer networks. The Sr Director, Key Accounts will develop and implement regional plans, support and engage in coverage and reimbursement negotiations, and work with the team to build sustainable partnerships to expand patient access and support commercial success. The individual in this role is a key member of the US Strategic Account Management Leadership Team and collaborates closely with internal and external stakeholders to drive innovation in provider engagement. This is a field-based position.

Key Responsibilities
Strategic Account Leadership

• Establish and lead the company’s vision, strategy, objectives, and overall business relationship with assigned payer and provider accounts

• Oversee the development and execution of comprehensive engagement strategies and account plans for assigned accounts, ensuring alignment with overall US Market Access and US Commercial objectives

• Lead team to evaluate current ATC performance at assigned accounts, consider potential site expansions, referral patterns, and overall business development strategy in partnership with internal stakeholders

• Serve as a strategic advisor to US Market Access and US executive leadership on account trends, payer/provider engagement, and network expansion opportunities

• Work with team to prepare the payer market for upcoming launches and new product approvals while continuing to improve coverage and patient access

Payer Engagement & Access

• Develop and maintain strategic relationships with key national and regional payers, including commercial insurers, Medicare Advantage, Medicaid, and relevant employer groups

• Lead team to engage with assigned payers to improve access to CAR-T for appropriate patients and expand provider networks

• Negotiate and support team in negotiations for coverage policies, reimbursement terms, and contract agreements, including leading all negotiations and contract term discussions

• Monitor payer and government policies, identify access barriers, and advocate for policy updates to support patient access

• Monitor CMS and state Medicaid developments impacting CAR-T access

• Liaise with Payer Marketing Team in the development and execution of payer engagement strategy, payer marketing tools and resources, budget impact and cost of care models, etc.

Provider Engagement & Business Development

• Partner with cross-functional leadership to drive strategic engagements and progress across regional assigned provider accounts

• Engage with C-suite and D-suite executives, P&T committee members, and other key decision makers to ensure parity access for CAR-T class and company brands

• Support team to identify and pull through contracting opportunities, conduct contract performance reviews, and lead executive business discussions with assigned accounts

• At the request of and/or in alignment with EDs/MPDs, lead team to engage potential expansion sites to determine interest, viability, and potential for onboarding as new ATCs prior to handing off to OBD team

• Collaborate with multiple field-based teams to ensure successful certification and ongoing support of ATCs; educate current and potential ATCs about the nuances and key components of CAR-T reimbursement, coverage, billing, coding, cost-charge ratios, etc.

Strategic Partnerships & Initiatives

• Lead team to drive strategic partnerships and corporate initiatives with assigned customers, including:

  • EMR integration and clinical pathway alignment

  • Sponsorships and partnerships

  • Population health analyses and real-world evidence (RWE) initiatives

  • Data agreements and integrated care delivery models

  • Value-based partnerships and innovative payment models

• Support practice-level access for field teams and other commercial colleagues

Cross-functional Collaboration

• Partner with Market Access, HEOR, Medical Affairs, Commercial, and Patient Services teams to align on strategy, share insights, and support execution

• Provide internal training and education on payer dynamics, reimbursement processes, and access challenges

Data, Analytics, and Performance

• Gather and synthesize payer and provider insights to inform market access strategy and product lifecycle planning

• Track and report on payer coverage, reimbursement trends, and competitive landscape

• Oversee performance reviews, business development strategy, and financial modeling for assigned accounts

Basic Qualifications

• Advanced scientific degree (i.e., MD, PharmD, PhD) and 12+ years of experience OR

• Master’s Degree and 12+ years of experience OR

• Bachelor’s Degree and 14+ years of experience OR

Preferred Qualifications

• Significant first-line leadership experience strongly preferred

• 15+ years of pharmaceutical or biotechnology experience in strategic customer-facing roles and/or payer relations or market access, with a proven track record of success

• Market access experience, including payer, policy, and/or relevant commercial roles

• 10+ years of experience in oncology sales or related roles

• Experience working with private and public payer, across all settings of care, including the complexities for reimbursement in each setting

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

• Experience developing processes that accommodate operational differences between hospital systems and community centers

• Strong negotiation skills and demonstrated ability to assist leadership’s knowledge of trends including new payment models, COE networks, and other management strategies

• Demonstrated proficiency in oncology clinical science with strong clinical outcomes and health economic data fluency

• Strong financial management and business acumen

• Experience in sales leadership, field reimbursement, pharmacy leadership, medical leadership, or healthcare institution

• Validated understanding of customer segments and regional market dynamics within oncology

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

• Significant customer-facing experience, preferably at the C-suite and/or D-suite level, P&T Committee members, and other executives

• Strong leadership skills, proven ability to execute on additional roles beyond core responsibilities

• Excellent project management skills, ability to multi-task and prioritize clear deliverables across multiple customers in tight timelines

• Excellent verbal and written communication skills