Senior Director, Head of US Strategic Account Engagement

Job Description

The Head of US Strategic Account Management reports to the Head of US Market Access and is a senior leader on the US Market Access Leadership Team responsible for shaping and executing Kite’s strategic approach to account management across prioritized national and regional payers, community oncology networks, and authorized treatment centers (ATCs). This role is accountable for leading a high-performing team focused on expanding patient access to CAR-T therapies, driving innovative engagement strategies, and building sustainable partnerships with key healthcare decision makers. The Head of US Strategic Account Management will influence national strategy, guide cross-functional alignment, and build organizational capabilities to support commercial success and patient access.

This is a newly created role that will help us design and build out a revised and comprehensive account management function within the US organization at Kite. This position can be based out of our Santa Monica, CA Headquarters or can be a remote position with frequent travel expectations.

Key Responsibilities
Strategic Leadership

• Develop and refine Kite’s US Strategic Account Management strategy, ensuring alignment with overall US Market Access and commercial objectives

• Lead the execution of account management strategies across national and regional payers, community oncology networks, and ATCs, focusing on expanding patient access to CAR-T therapies and removing barriers such as third-party accreditation requirements

• Guide the team in developing and executing strategic plans for their respective accounts and geographies

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

• Build and shape strategic relationships with executive leadership across payer, provider, and ATC segments, including C-suite and D-suite executives, P&T committee members, and other key decision makers

Team Leadership & Organizational Capability

• Build and lead a high-performing team; ensure clear account plans, thoughtful and frequent key customer engagement, and appropriate resource development and allocation

• Oversee recruitment, training, development, and performance management for the Strategic Account Management team

• Champion a high-performance culture, fostering collaboration, innovation, and strategic thinking across the team and broader US Market Access organization

• Maintain accountability for all Strategic Account Management budget allocations, spend, invoice submission, and budget neutrality

Account Management & Engagement

• Oversee the development and execution of strategic plans and tactics with business leaders and executives at assigned accounts, including national and regional payers, community oncology networks, and ATCs

• Drive and oversee engagement with C-suite and D-suite executives, P&T committee members, and other key healthcare and formulary decision makers to maximize access and increase CAR-T class share

• Support team in working with payers to expand patient access to CAR-T through expansion of ATC networks and centers of excellence, removal of third-party accreditation requirements, and other innovative strategies

• Guide National Account Directors in establishing and leading Kite’s vision, strategy, and overall business relationship with assigned community oncology accounts, including McKesson/US Oncology and Cencora/ION

• Oversee contracting opportunities, negotiations, and contract term discussions across assigned accounts and geographies

• Ensure delivery of financial and reimbursement education to assigned accounts and support resolution of acute patient reimbursement challenges

Strategic Partnerships & Initiatives

• Drive strategic partnerships and corporate initiatives between Kite and assigned customers, including EMR integration, sponsorships, population health analyses, data agreements, integrated care delivery models, and value-based partnerships

• Support practice-level access for Kite CTAMs and other team members

• Lead cross-functional strategic initiatives that shape Kite’s access strategy and commercial readiness

Data, Analytics & Performance

• Oversee performance reviews, QBRs, contract reviews, and business development strategy for assigned accounts

• Partner with internal stakeholders to evaluate performance of assigned ATCs, potential site expansion opportunities, referral patterns, and overall business development strategy

• Support financial modeling for sophisticated sites on growth initiatives and outpatient opportunities

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

Preferred Qualifications

• 10+ years of pharmaceutical or biotech experience in account management, market access, policy, and/or commercial customer-facing roles

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

• Deep strategic experience leading change-based initiatives, home office functional teams, and/or marketing & strategy projects

• Extensive understanding of the reimbursement landscape for CAR-T and the complexities of payer/provider engagement

• Strong negotiation skills and a demonstrated ability to address customer needs with payers and providers

• Strong proficiency in critical thinking, project management, communication/presentation, and arbitration/influencing skills

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

• Strong financial management and business acumen

• Experience managing products covered under medical benefit in inpatient/outpatient settings

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

• Demonstrated understanding of innovative payment models and market access strategies that can address payer needs and overcome market barriers

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