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Key Account Director, Oncology Key Account Management (KAM)

Job Summary

The Key Account Director (KAD) is accountable for building and cultivating strategic business relationships with high-value Key Accounts including integrated delivery networks (IDNs), NCI-designated cancer centers, health systems, and large community oncology groups. This role identifies and engages key Population Health Decision Makers (PHDMs) across clinical, administrative, and access functions to enable product and services integration, drive patient access, and optimize account-level performance across Incyte's oncology/hematology portfolio.

The KAD orchestrates and executes unique system-wide strategies, ensuring alignment between Brand team, national, and regional priorities while distilling local intelligence to inform broader contracting and access initiatives. Through deep ecosystem knowledge, the KAD identifies opportunities to integrate Incyte's therapies into Key Account infrastructure, accelerate frictionless patient access, and drive measurable account-level growth across the full oncology portfolio. In this role the KAD will own strategic planning, cross Territory: South Atlantic: States: North Carolina, South Carolina, and Tennessee

Key Responsibilities

Accelerate Portfolio Access & Advocacy

• Own and expand strategic relationships with top regional oncology accounts - including NCI-designated centers, IDNs, regional cancer networks, and large community oncology groups - to advance local access, product adoption, and long-term account value
• Build trusted partnerships and working relationships with key clinical, administrative, and access decision-makers (P&T committees, pharmacy directors, clinical pathway leaders, C /D-suite) to influence treatment pathways, secure product inclusion, and drive frictionless patient access
• Deliver high-impact engagements presenting clinical and value-based evidence, supporting reimbursement navigation, and driving formulary pull-through
• Conduct compliant pre-approval information exchange (PIE) engagements with population health decision-makers (PHDMs) to support readiness for new indications and pipeline assets

Integrate Products & Services into Account Infrastructure

• Conduct deep account profiling to uncover protocol structures, reimbursement workflows, payer mix, decision-making hierarchies, EHR integration status, referral patterns, site-of-care dynamics and institutional barriers

• Develop and execute strategic account plans aligned to brand objectives, with clear milestones, stakeholder strategies, and measurable business outcomes
• Execute and pull-through aGPO / sGPO contracts with appropriate stakeholders that facilitate organic product growth
• Drive pathway integration, embed Incyte brands into clinical pathways, EHR order sets, and care delivery protocols by influencing local stakeholders and supporting implementation efforts at the system level
• Leverage account-level data analytics to monitor pull-through, identify growth opportunities, surface barriers, and contribute to structured business reviews aligned to agreed account and business cadences

Orchestrate Cross-Functional Execution & Strategic Partnerships

• Orchestrate cross-functional alignment with Sales, Marketing, Market Access, HUB/Patient Services, Reimbursement, Medical Affairs, HEOR, and Government Affairs to align account priorities, remove barriers, and support execution across the customer journey
• Serve as the Key Account expert translating enterprise priorities into local action, maintaining consistency between national and regional objectives, and delivering field intelligence to inform broader account strategy
• Build trusted partnerships across clinical, pharmacy, administrative, and operational leaders to support long-term partnership value and sustained account progress

Qualifications

• Bachelor's degree required; advanced degree or relevant certifications preferred
• Minimum 10 years, including demonstrated strategic account management experience in oncology or rare disease
• Demonstrated track record of strategic impact through account planning and execution, with the ability to translate business priorities into actionable regional account strategies 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
• Demonstrated ability to localize and execute national strategies within highly sophisticated health systems, with responsibilities for local contracting and national sGPO pull-through
• Experience using structured account planning solutions and frameworks, including operational analysis, stakeholder mapping, opportunity prioritization, and business review preparation
• In-depth knowledge of the Key Account oncology ecosystem, including referral patterns, infusion site dynamics, 340B implications, payer mix, EMR/EHR landscape, and site-level operational levers
• Proven track record in sales integration and field coordination, aligning pull-through strategy with field sales teams
• Strong internal collaboration, sharing insights, escalating barriers, and partnering with regional and corporate stakeholders
• Demonstrated ability to influence cross-functional teams and drive account progress without direct authority
• Strong analytical and problem-solving skills, with the ability to interpret account data, identify trends, and translate insights into action
• Excellent communication, negotiation, and relationship-building skills
• Proficiency in Microsoft Office Suite (Word, PowerPoint, Excel)
• Willingness and ability to travel frequently (50%+)

Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.