Key Accounts Director (LA)

Location: Field Based Los Angeles area

Overview of Role: 

The Key Account Director (KAD) is responsible for establishing and maintaining strategic relationships that enable optimal market access for Summit Therapeutics’ innovative oncology medicines. This includes engagement across IDNs, Academic Centers, regional health systems, and select parent accounts of community provider networks. These are regionally aligned positions, with each Key Account Director responsible for a defined geography and corresponding accounts. 

The Key Account Director will develop and execute strategic account plans designed to support rapid product adoption through clinical pathway and treatment protocol inclusion, while representing Summit Therapeutics with key executive decision-makers across key oncology accounts (IDNs, Academic Centers, regional health systems, and community network parent organizations). This Market Access role also coordinates cross-functional collaboration across Commercial, Medical Affairs, Legal, and Marketing, to ensure alignment and successful integration of Summit’s therapies within provider-driven pathways. 

Role and Responsibilities: 

• Translate national brand and access strategies into actionable engagement plans across IDNs, Academic Centers, regional health systems, and select parent accounts of community provider networks.  

• Lead account strategy and execution focused on accelerating clinical pathway and treatment protocol inclusion post-launch, in close partnership with Medical Affairs, Legal, Marketing, and Commercial functions. 

• Establish and maintain business-to-business and C-suite relationships with aligned key accounts to support educational programs, market access initiatives, and strategic partnerships.  

• Build and sustain strong multi-level relationships with healthcare decision-makers, including P&T and formulary committee members, executive pharmacy leadership, C-suite executives, and service line leaders, across key oncology accounts (IDNs, Academic Centers, regional health systems, and community network parent organizations)..  

• Lead cross-functional collaboration with Commercial field teams to proactively identify and resolve access or reimbursement barriers.  

• Track and analyze business opportunities and market dynamics to provide strategic and tactical insights that inform access and commercial strategy.  

• Negotiate favorable contracts and agreements aligned with enterprise objectives and market access strategy.  

• Champion the voice of the customer internally by sharing insights with brand teams, field leadership, and market access stakeholders.  

• Manage relationships and identify opportunities with select access stakeholders (e.g., NCODA, COA, Oncare Alliance).  

• Provide ongoing strategic feedback and insights to Commercial leadership regarding market dynamics, pathway decisions, and account priorities.  

• Develop mid- to long-term strategic engagement plans that support multiple product and indication launches, with a focus on building partnerships beyond transactional contracting.  

• Facilitate executive exchanges between Summit Therapeutics leadership and senior executives across IDNs, Academic Centers, regional health systems, and parent accounts of community provider networks.  

• Maintain consistent, compliant engagement with healthcare decision-makers, including P&T and formulary committee members, executive pharmacy leadership, C-suite executives, and service line leaders.  

• Proactively communicate emerging opportunities or risks and mobilize internal resources to address them.  

• Design and lead pull-through initiatives with field commercial teams to support account execution.  

• Conduct quarterly business reviews with key accounts and internal stakeholders to monitor performance and alignment.  

• All other duties as assigned 

 
Experience, Education and Specialized Knowledge and Skills: 

• Bachelor’s degree required. 

• Minimum of 10+ years of progressive experience in strategic account management, market access, or oncology commercial roles. Oncology experience required. 

• Deep expertise and strong, established relationships across IDNs, Academic Centers, regional health systems, and community oncology accounts.  

• Demonstrated understanding of oncology reimbursement, economic flows, and market dynamics within IDNs, Academic Centers, GPOs, and community oncology environments.  

• Exceptional communication and influencing skills, with the ability to engage internal leadership and external executive stakeholders.  

• Proven ability to clearly communicate the value proposition of innovative oncology therapies.  

• Strong negotiation skills with a track record of achieving outcomes aligned with enterprise and P&L objectives.  

• Experience supporting pipeline products and oncology product launches.  

• Demonstrated ability to partner effectively across Medical Affairs, Sales, Marketing, and Field Reimbursement teams.  

• Willingness to travel up to 50% for customer meetings, industry conferences, and internal meetings.  

Preferred Skills 

• Advanced degree (MBA, Master’s, PharmD, or PhD).  

• Deep expertise and understanding of community oncology GPOs and oncology provider networks.  

• Demonstrated success leading strategic partnerships and executive engagement initiatives beyond traditional contracting or rebate arrangements.  

• Oncology product launch experience  within NSCLC.  

• Prior people leadership experience and ability to help scale teams as the organization grows