Sr Director, Cell Therapy Account Management- Northcentral Marketplace

Join Kite: Senior Marketplace Director Opportunity

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Job Description

The Senior Marketplace Director will report to the Executive Director, West Cellular Therapy and Account Team. Key stakeholders include relevant healthcare professionals and/or key ATC stakeholders. As a leader of a market, the Senior Marketplace Director is responsible for the business results of the region and must: be a business owner, cultivate accountability, enable results, and focus on performance. The Senior Marketplace Director will lead a team of individual contributors with responsibility for demand generation and demand enablement. This position is remote, with a preference for candidates living near a major airport within the North Central US. (Kansas City, Omaha, Iowa City, Little Rock, Minneapolis and other metro areas may be considered)

Position Summary

The Senior Marketplace Director will report to the Executive Director, West Cellular Therapy and Account Team. Key stakeholders include relevant healthcare professionals and/or key ATC stakeholders. As a leader of a market, the Senior Marketplace Director is responsible for the business results of the region and must:

• Be an owner. The Senior Marketplace Director is a sales leader with a mindset of owning the marketplace and business by ensuring overall results of a specific regional marketplace by driving regional class and brand share. This leader is responsible for regional demand enablement, demand generation, and account engagement as well as for the region's overall business results and relies on several key stakeholders (Key Account Director teams, Cell Therapy Account Manager teams, internal Kite cross-functional partners) to achieve results.
• Cultivate accountability. The Senior Marketplace Director is the single accountable position for business results in the region. This leader has a high degree of accountability for the business results and possesses in-depth knowledge of the regional accounts to enable successful implementation of account plans including the need to engage all key stakeholders (Key Account Director teams, Cell Therapy Account Manager teams, internal Kite cross-functional partners) effectively to ensure consistent accountability. Success for the region will rely on this leader to closely coordinate across key stakeholders and must have the experience and ability to hold key stakeholders accountable for their role in follow through. This leader will work closely with the cross-functional stakeholders who report into leaders at HQ and in the Field and communicate back to HQ and Field leadership staff on a regular basis on business results.
• Lead to enable results. This role will provide leadership to teams who develop and implement territory strategies and value propositions for our oncology products to maximize product potential and patient access. This leader will work with managers and cross-functional stakeholders to ensure the in-region teams are enabled for success, including providing feedback on best practices for setting clear expectations, coaching teams and individuals on improving their craft, establishing territory plans and ensuring teams follow through on them, aligning with regional goals and creating cross-functional activities to keep stakeholders engaged.
• Focus on performance. This role is accountable for the overall performance management of the specific territory including communicating the performance expectations as soon as possible in the year, ensuring that all levels of the organization understand expectations, ensuring all the mid-year and annual performance conversations and feedback are completed in a timely manner.

Key Responsibilities (include but are not limited to):

• Strategy Leadership & Execution
  • Successfully guide the development and implementation of the commercial strategy for Kite territory team and cross-functional territory plans.
  • Develop, implement, and monitor strategy in conjunction with Executive Director East/West Cellular Therapy and Account Team, brand team, sales training and sales operations to meet and exceed goals.
  • Establish key priorities at territory level. Identify and align all cross-functional partners (medical, value and access, payor, marketing, logistics, etc.) to strengthen collaborative relationships within and across territories.
  • Ensure commercial field optimization and deliver insights about current and future marketplace.
  • Evaluate and recommend areas for ATC expansion based on marketplace dynamics.
  • Provide counseling and coaching to sales team, responsible for enhancing team's selling skills, developing expert product and disease state knowledge, customer focus and increasing skills in time management and resource allocation.
  • Engage stakeholders in an appropriate manner at all levels of the territory.
• Lead Key Account Teams & Account Engagement:
  • Play a critical role in establishing Kite's regional comprehensive approach to Key Account Management by partnering with US colleagues across US Health Systems, Value and Access, Marketing, Medical, HEOR, and others.
  • Establish an infrastructure to maintain positive relationships with key influencers and decision-makers within the accounts, such as Key Opinion Leaders, C-Suite Administrators, and key members of the Cell Therapy Service Line.
  • Demonstrate behaviors that encourage performance management by guiding managers and individual contributors. Hold regular 1:1 check-ins with individual team members in the region to discuss account plan progress, explore next steps to address account plan gaps, strategies to meet sales goals, provide coaching after joint sales calls and provide guidance on best ways to connect and deepen relationships with customers.
  • Cascade Kite brand sales information and compliantly train to brand plan and organizational goals.
  • Retain top talent and develop individualized career development plans for team.
  • Work regularly with Cellular Therapy Account teams and Key Account Directors in the field.
  • Coordinate all Key Account Director and Cell Therapy Account Manager teams in specific territories to execute against territory plans in the most efficient and effective way.
  • Lead all facets of region and territory in a compliant manner to ensure optimal results.
• Demand Enablement
  • Oversee Demand Enablement and Generation at the territory level by working collaboratively with cross-functional field-based partners to ensure efficient customer engagement.
  • Identify, evaluate, and assist in expansion of potential treatment sites.
  • Collaborate with cross-functional internal commercial partners such as marketing, sales training and sales operations to improve efficiency, effectiveness, and enhance teamwork.
  • Develop mechanisms and processes to regularly monitor account activity against goals and provide on-going feedback within organization.
• ATC Expansion
  • Support account teams in developing strategic relationships and as needed, provide evaluation and development of ATC footprint expansion plans.
• Legal/Regulatory
  • Operate in compliance with all laws, regulations and policies at all times. Protect personal identifier data of patients.

Basic Qualifications

• Advanced degree (i.e., PhD) and 12 years' experience
• Master's degree and 12 years' experience OR
• Bachelor's degree and 14 years' experience OR

Preferred Qualifications:

• MBA preferred
• 12+ years of experience in the pharmaceutical/biotechnology industry
• 5+ years of leadership experience
• Exemplary motivation skills
• Exceptional oncology clinical and operational acumen
• Extensive academic experience in oncology
• Academic and large account management experience in oncology
• Exceptional performance management skills
• Experience in improving positive team culture grounded in organizational values
• Thorough critical thinking skills
• Demonstrated history of achieving goals/targets
• History of retaining talent and career development of high potential team members
• Expertise level/knowledge of compliance and good business conduct principles
• Meaningful knowledge of applicable regulatory requirements
• Excellent negotiation skills, business acumen, and