Sr Director, Key Accounts, US Cell Therapy - West

We’re here for one reason and one reason only – to cure cancer. Every moment is dedicated to developing treatments and every action moves us one step closer to our goal. We’ve made incredible scientific breakthroughs and our pioneering personalized CAR T-cell therapies have changed the paradigm. But we're not finished yet.

Join Kite, as we make even bigger advances in cancer therapies, and help shape where our business and medical science goes next.

We believe every employee deserves a great leader. People Leaders are the cornerstone to the employee experience at Gilead and Kite. As a people leader now or in the future, you are the key driver in evolving our culture and creating an environment where every employee feels included, developed and empowered to fulfil their aspirations. Join Kite and help create more tomorrows.

Job Description

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

 

The salary range for this position is: $221,000.00 - $286,000.00. Kite considers a variety of factors when determining base compensation, including experience, qualifications, and geographic location. These considerations mean actual compensation will vary. This position may also be eligible for a discretionary annual bonus, discretionary stock-based long-term incentives (eligibility may vary based on role), paid time off, and a benefits package. Benefits include company-sponsored medical, dental, vision, and life insurance plans*.

For additional benefits information, visit:

https://www.gilead.com/careers/compensation-benefits-and-wellbeing

* Eligible employees may participate in benefit plans, subject to the terms and conditions of the applicable plans.

Kite is a biopharmaceutical company engaged in the development of innovative cancer immunotherapies with a goal of providing rapid, long-term durable response and eliminating the burden of chronic care. The company is focused on chimeric antigen receptor (CAR) and T cell receptor (TCR) engineered cell therapies designed to empower the immune system's ability to recognize and kill tumors. Kite is based in Santa Monica, CA. For more information on Kite, please visit www.kitepharma.com. Sign up to follow @KitePharma on Twitter at www.twitter.com/kitepharma.
 

For jobs in the United States:

Kite Pharma is committed to providing equal employment opportunities to all employees and applicants for employment, and is dedicated to fostering an inclusive work environment comprised of diverse perspectives, backgrounds, and experiences. Employment decisions regarding recruitment and selection will be made without discrimination based on race, color, religion, national origin, sex, age, sexual orientation, physical or mental disability, genetic information or characteristic, gender identity and expression, veteran status, or other non-job related characteristics or other prohibited grounds specified in applicable federal, state and local laws. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Era Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants who require accommodation in the job application process may contact ApplicantAccommodations@gilead.com for assistance.

For more information about equal employment opportunity protections, please view the 'Know Your Rights' poster.

NOTICE: EMPLOYEE POLYGRAPH PROTECTION ACT
YOUR RIGHTS UNDER THE FAMILY AND MEDICAL LEAVE ACT

Kite Pharma will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, (c) consistent with the  legal duty to furnish information; or (d) otherwise protected by law.
 

Our environment respects individual differences and recognizes each employee as an integral member of our company. Our workforce reflects these values and celebrates the individuals who make up our growing team.

Kite Pharma provides a work environment free of harassment and prohibited conduct. We promote and support individual differences and diversity of thoughts and opinion.

For Current Kite Pharma Employees and Contractors:

Please apply via the Internal Career Opportunities portal in Workday.

Kite Pharma, Inc. is an American biotechnology company that develops cancer immunotherapy products with a primary focus on genetically engineered autologous CAR T cell therapy - a cell-based therapy which relies on chimeric antigen receptors and T cells. Founded in 2009, and based in Santa Monica, California, it was acquired by Gilead Sciences in 2017.