Sr. Dir., Regional Key Acct. Management Oncology - West

Role Summary

The Sr. Area Director, Regional Key Account Management (KAM) is responsible for leading and developing a high-performing Regional Key Account Management team that are focused on developing and cultivating strategic business relationships with some of the most influential organized customers in oncology, including integrated delivery networks (IDNs), regional cancer centers, GPO-affiliated practices, and large community oncology groups. This role will ensure KAM executional excellence.

Responsibilities

• Lead a Regional Key Account Management team to achieve business objectives and professional growth, including training and cultivation of KAM and strategic planning skills.
• Drive enterprise-level strategy for engagement with top-tier regional oncology accounts‚Äîincluding NCI-designated centers, IDNs, GPO-affiliated networks, and regional cancer ecosystems‚Äîto optimize product access, accelerate treatment adoption, and deliver sustainable value across the oncology portfolio.
• Cultivate and expand executive-level relationships with key stakeholders (C-suite, D-suite, clinical and administrative leaders) to influence institutional treatment pathways, secure product inclusion, and align strategic account objectives with Incyte‚Äôs long-term oncology vision.
• Oversee national account intelligence and segmentation, guiding deep profiling initiatives to uncover institutional protocols, reimbursement dynamics, payer landscapes, and decision-making hierarchies that inform targeted access strategies and resource deployment.
• Lead the development and execution of integrated account strategies, ensuring alignment with brand objectives, access milestones, and stakeholder engagement plans. Monitor performance metrics and adjust tactics to maximize impact and value creation.
• Champion cross-functional collaboration across Sales, Marketing, Market Access, HUB/Patient Services, Reimbursement, Medical Affairs, HEOR, and Government Affairs to ensure cohesive execution across the patient and provider journey.
• Serve as the strategic conduit between sales and Corporate KAM teams, translating national contracting and access strategies into localized execution plans, while providing actionable insights to inform broader policy, pricing, and partnership decisions.
• Elevate stakeholder engagements ensuring high-impact presentations and strategic dialogues‚Äîboth in-person and virtually‚Äîto communicate clinical and economic value, resolve access barriers, and drive pull-through across diverse stakeholder groups.

Qualifications

• Bachelor‚Äôs degree required; advanced degree or relevant certifications preferred.
• Significant experience in the pharmaceutical/biotech industry, including Oncology experience required.
• Demonstrated track record of strategic impact through account planning and execution, with ability to localize and implement strategic business plans within complex delivery systems.
• Demonstrated clinical engagement and pull-through, communicating clinical and economic value to pharmacy and therapeutic area leaders.
• Proven relationship development, building trust with C-suite, D-suite, P&T committee members, and care team influencers.
• In-depth local market knowledge, including referral patterns, infusion practices, and site-level operational levers.
• Demonstrated track record of leading high-performing teams and executing complex customer experience roadmaps.
• Strong internal collaboration, sharing insights, escalating barriers, and partnering with regional and corporate stakeholders.
• Excellent communication, negotiation, and relationship-building skills.
• Strong analytical skills
• Proficiency in Microsoft Office Suite (Word, PowerPoint, Excel).
• Willingness and ability to travel frequently (50%+).