Key Account Director, Oncology - Southwest Territory
Incyte
July 01, 2026
Remote friendly (Salt Lake City, UT)
United States
Sales
Job Summary
The Key Account Director (KAD) builds and cultivates strategic relationships with high-value Key Accounts (IDNs, NCI-designated cancer centers, health systems, and large community oncology groups) by engaging Population Health Decision Makers (PHDMs) across clinical, administrative, and access functions to enable product/services integration, drive patient access, and optimize oncology/hematology account performance. Own strategic planning and cross-functional account orchestration to deliver a differentiated customer experience.
Key Responsibilities
Accelerate Portfolio Access & Advocacy
- Own/expand relationships with top regional oncology accounts to advance local access, product adoption, and long-term value.
- Build partnerships with P&T committees, pharmacy directors, clinical pathway leaders, and C/D-suite to influence pathways, secure inclusion, and drive frictionless access.
- Deliver engagements with clinical/value evidence and support reimbursement navigation/formulary pull-through.
- Conduct compliant pre-approval information exchange (PIE) with PHDMs to support readiness for new indications/pipeline assets.
Integrate Products & Services into Account Infrastructure
- Profile accounts (protocol structures, workflows, payer mix, decision hierarchy, EHR/EHR status, referrals, site-of-care dynamics, barriers).
- Develop and execute strategic account plans with milestones, stakeholder strategies, and measurable outcomes.
- Execute/pull-through aGPO/sGPO contracts to facilitate organic growth.
- Drive pathway integration via pathways/EHR order sets/care protocols.
- Use analytics to monitor pull-through, identify growth/barriers, and support structured business reviews.
Orchestrate Cross-Functional Execution & Strategic Partnerships
- Align with Sales, Marketing, Market Access, HUB/Patient Services, Reimbursement, Medical Affairs, HEOR, and Government Affairs.
- Translate enterprise priorities into local action and provide field intelligence.
- Build trusted partnerships across clinical, pharmacy, administrative, and operational leaders.
Qualifications
- Bachelor’s degree required; advanced degree or relevant certifications preferred.
- Minimum 10 years, including strategic account management experience in oncology or rare disease.
- Track record of strategic impact via account planning/execution; ability to translate priorities into regional strategies in complex systems.
- Clinical engagement/pull-through; communicate clinical and economic value.
- Proven relationship development (C-suite/D-suite, P&T committees, care team influencers).
- Ability to localize and execute national strategies; local contracting and national sGPO pull-through.
- Experience with structured account planning frameworks (operational analysis, stakeholder mapping, prioritization, business review prep).
- In-depth Key Account oncology ecosystem knowledge (referrals, infusion site dynamics, 340B implications, payer mix, EMR/EHR landscape).
- Sales integration/field coordination experience.
- Strong collaboration, influence without authority, analytical/problem-solving, and communication/negotiation skills.
- Proficiency in Microsoft Office Suite.
- Travel frequently (50%+).
Application Instructions
- During the process, you may be asked screening questions to confirm you meet objective criteria required by the job.
The Key Account Director (KAD) builds and cultivates strategic relationships with high-value Key Accounts (IDNs, NCI-designated cancer centers, health systems, and large community oncology groups) by engaging Population Health Decision Makers (PHDMs) across clinical, administrative, and access functions to enable product/services integration, drive patient access, and optimize oncology/hematology account performance. Own strategic planning and cross-functional account orchestration to deliver a differentiated customer experience.
Key Responsibilities
Accelerate Portfolio Access & Advocacy
- Own/expand relationships with top regional oncology accounts to advance local access, product adoption, and long-term value.
- Build partnerships with P&T committees, pharmacy directors, clinical pathway leaders, and C/D-suite to influence pathways, secure inclusion, and drive frictionless access.
- Deliver engagements with clinical/value evidence and support reimbursement navigation/formulary pull-through.
- Conduct compliant pre-approval information exchange (PIE) with PHDMs to support readiness for new indications/pipeline assets.
Integrate Products & Services into Account Infrastructure
- Profile accounts (protocol structures, workflows, payer mix, decision hierarchy, EHR/EHR status, referrals, site-of-care dynamics, barriers).
- Develop and execute strategic account plans with milestones, stakeholder strategies, and measurable outcomes.
- Execute/pull-through aGPO/sGPO contracts to facilitate organic growth.
- Drive pathway integration via pathways/EHR order sets/care protocols.
- Use analytics to monitor pull-through, identify growth/barriers, and support structured business reviews.
Orchestrate Cross-Functional Execution & Strategic Partnerships
- Align with Sales, Marketing, Market Access, HUB/Patient Services, Reimbursement, Medical Affairs, HEOR, and Government Affairs.
- Translate enterprise priorities into local action and provide field intelligence.
- Build trusted partnerships across clinical, pharmacy, administrative, and operational leaders.
Qualifications
- Bachelor’s degree required; advanced degree or relevant certifications preferred.
- Minimum 10 years, including strategic account management experience in oncology or rare disease.
- Track record of strategic impact via account planning/execution; ability to translate priorities into regional strategies in complex systems.
- Clinical engagement/pull-through; communicate clinical and economic value.
- Proven relationship development (C-suite/D-suite, P&T committees, care team influencers).
- Ability to localize and execute national strategies; local contracting and national sGPO pull-through.
- Experience with structured account planning frameworks (operational analysis, stakeholder mapping, prioritization, business review prep).
- In-depth Key Account oncology ecosystem knowledge (referrals, infusion site dynamics, 340B implications, payer mix, EMR/EHR landscape).
- Sales integration/field coordination experience.
- Strong collaboration, influence without authority, analytical/problem-solving, and communication/negotiation skills.
- Proficiency in Microsoft Office Suite.
- Travel frequently (50%+).
Application Instructions
- During the process, you may be asked screening questions to confirm you meet objective criteria required by the job.