The Senior Cellular Therapy Account Manager will be field-based and will be responsible for building and developing professional relationships, serving as the account lead, within targeted academic hospitals and surrounding physicians to ensure the successful introduction and appropriate use of our product.
This role will report to the Senior Marketplace Director for a specific region.
The key stakeholders for this role are those who make key cell therapy treatment decisions (cell therapy specialists/transplanters, ATC-based Lymphoma & Leukemia specialists, community-based lymphoma & leukemia specialists and supporting staff to enable successful cell therapy).
Demand Generation:
Demand generation is the primary responsibility of this role by engaging with healthcare providers (including internal treating physicians, internal referring physicians, and key community physicians) on the benefits of Kite CAR T as a treatment path versus other treatment options for appropriate patients.
Drive day to day demand generation activities including providing consistent coverage, meeting frequency target, and achieving overall sales goals.
Responsible for identifying and mapping out patient referral pathways within the hematology networks in the assigned territory and facilitating patient access to treatment within the ATC and/or referral network.
Articulate target patient profile and provide product education to drive demand for Kite CAR T therapies to physicians within the ATC and surrounding network(s). Differentiate Yescarta/Tecartus versus alternative options through approved messaging.
Develop, maintain, and monitor sales progress and action plans by leveraging available tools, as well as making adjustments as needed, to achieve sales targets and related KPIs in assigned territory.
Educate and ensure ATC comfort with CAR T process to avoid barriers in utilization.
Provide clinical instruction to clinical staff (e.g., AE Management Guide, Product Insert [PI]).
Help Key Account Director educate customers at treatment center on CAR T access / reimbursement protocols across insurance types as needed.
Record field activities in CRM.
Support promotional activities such as peer-to-peer speaker programs, represent company and brand at professional scientific events, and promote company products as well as invite customers to speaker programs, peer-to-peer discussions, and other relevant unbranded and branded events.
Account Engagement:
Ability to navigate a complex account environment and understand the needs/issues of various stakeholders at all levels within the account.
Build and develop professional relationships within targeted academic hospitals to ensure the successful introduction and use of Kite products.
Collaborate and help prioritize Key Account Director efforts supporting ATC demand enablement. This can include creating and executing account plans, and commercial strategy within the territory to help grow class and brand share. Ensure the Account Plans align to local strategic pillars and key priorities for Cell Therapy as well as accounts for the local dynamics of the territory.
Facilitate and provide timely feedback to appropriate teams and management regarding account business trends, changes in the therapeutic landscape, industry issues and business opportunities.
Collaborate and develop effective relationships with the ATC’s HQ, Medical teams, treaters, referrers, and key decision makers / influencers.
Gather and share customer insights, providing timely follow-up on commitments and requests.
Assist in the identification and resolution of issues and opportunities.
Manage ongoing compliance-related activities at the ATC (e.g., REMS Program, periodic audits) once the ATC is operational and work with the ATC Onboarding Director for site authorization.
Patient access and reimbursement support
Identify and map patient referral pathways within the hematology networks in your territory and facilitate patient access to treatment.
Provide support as needed to the Kite Konnect Case Managers who will lead individual patient case management and process support. Examples include:
Educate on patient registration process (Kite Konnect) and any other administrative steps required for registration.
Build awareness of patient and caregiver travel and lodging support.
Support office staff with specific reimbursement patient case resolution.
CAR-T Process Support
Maintain visibility over the entirety of the patient journey.
Manage incoming patient to ATC to ensure treatment team is prepped.
In collaboration with HQ and Medical teams ensure successful coordination of cell journey and patient access, utilizing patient health information (PHI) when needed.
Work with Kite Konnect Case Manager and Medical to communicate with appropriate parties when and if any disruption in a patient-specific cell therapy journey occurs.
Manage and address cancelations as needed, especially those occurring pre-apheresis.
Other Responsibilities:
Advise ATC Onboarding Director when onboarding new ATC sites, assist in authorizing new FACT and non-FACT treatment centers as needed.
Support customer awareness of the CAR T Process, available patient support, and the ATC Expansion, and 3rd Party Payor Access as needed.
In coordination with Case Manager, work with treatment physicians, administrative staff, and other staff. Coordinate with ATC staff as patient goes through collection, reprogramming, and infusion phases.
Legal/Regulatory
Operate in compliance with all laws, regulations and policies at all times. Protect personal identifier data of patients.
Qualifications
PHD/PharmD and 2+ years of experience OR
Master’s degree and 6+ years of experience OR
Bachelor’s degree and 8+ years of experience OR
Preferred Qualifications:
Proven track record of high performance.
Demonstrates initiative taken and has a willingness to work hands-on and with a sense of urgency, in a fast-paced, entrepreneurial environment.
Has a passion for commercializing breakthrough medicines, a strong competitive and commercial mindset, robust scientific acumen and a patient centric approach.
Possesses a long term, strategic understanding of the oncology market, ideally in cell therapy.
Strong business acumen and ability to evaluate and apply data to inform decision making.
Experience with managing large accounts including strategic planning, problem solving and execution.
Launch experience within academic hospitals preferred.
Prior experience in a hematology or oncology specialist therapy area is preferred, however not mandatory.
Strong interpersonal skills with the ability to lead and build working relationships internally and externally. Must be able to develop strong relationships with key opinion leaders.
Proven expertise in building interpersonal relationships, along with strong influencing and negotiating skills.
Proven experience in account planning and cross-functional account management approach.
Self-motivated and able to work with a general level of autonomy and independence.
Familiar with industry trends and remain current with competitors’ resources and practices.
Demonstrates solid analytical skills, be able to identify and understand moderate to complex issues and problems and interpret information in a manner that provides appropriate recommendations.
Able to efficiently work in cross-functional teams.
Possesses a graduate or master’s degree and relevant sales experience within the pharmaceutical or healthcare industry.
