Executive Director - National Head of Account Management

Your mission

The National Head of Account Management offers a meaningful leadership opportunity to deliver the field strategy and execution for commercial launch of an allogeneic cell therapy, Tabelecleucel (tab-cel). The incumbent is responsible for the achievement of national sales targets and the performance of the account team. This role will shape critical components of the commercial strategy such as the development of the treatment site activation strategy, customer engagement model, leadership and development out of the cell therapy account team and the team’s execution to ensure appropriate patients can benefit from this innovative product post approval. This role will be part of the Commercial leadership team and work closely with the CCO, Head of Value an Access and other cross functional leaders to ensure efficient operational execution supporting appropriate patient treatment.

The ideal candidate is a Purpose-driven, agile leader, with a strong entrepreneurial spirit, collaborative mindset, high self awareness and emotional intelligence with a demonstrated ability to inspire high-performing teams in a scaling organization. This role will report to the Senior Vice President, head of commercial and be a core member of the US Commercial Leadership Team.
ESSENTIAL FUNCTIONS:
Sales Leadership and Drive for Performance:

- Motivate, engage, develop and positively lead a National team of Cell Therapy Account Directors responsible for appropriately promoting Tab-cel to Cell Therapy Sites of Care and consistently achieving sales targets

- Set a consistently high standard for development and execution of key account plans across the US, effectively collaborating with key internal and external stakeholders to ensure appropriate patients receive Tab-cel in expedited manner

- Ensure that Account team behaviors and performance consistently meet or exceed expectations while following all required compliance requirements

- Develop and implement national account strategies to consistently meet company objectives

- Develop and implement comprehensive, rigorous account planning processes and collaborate across all customer-facing functions, as appropriate

- Assess the commercial landscape by gathering insights on barriers and opportunities, develop and execute differentiated commercial strategies

- Partner closely with the Head of US Value and Access to support patient access and positive external stakeholder experience ensuring the team work collaboratively together

- Identify and establish regular tracking for all relevant leading indicators for performance at the national, regional and account level, adapting plans as needed to consistently achieve sales targets

- Inform sales targets and forecast sales performance.

- Establish strong partnership across all PFP Commercialization functions being seen as a trusted and valued internal thought partner

Team Leadership:

- Lead, coach, develop, and motivate the national account team to achieve individual and team goals.

- Regularly monitor individual and team performance, both remotely and in the field, developing plans of action accordingly to improve effectiveness.

- Establish a positive, high integrity, high-performance culture with consistently high levels of team and individual accountability.

- Establish and consistently execute individual team development plans

- Develop a motivational incentive compensation program

Stakeholder Engagement and Customer Centricity

- Identify, develop and engage external experts influential across the patient journey in the fields of hematology, transplantation therapeutic guideline committees, hospital/transplant administrators, and medical societies.

- Work with key site stakeholders to identify and efficiently implement processes for speedy, new cellular therapy adoption at sites (P&T, SOPs, contracting, cell therapy lab requirements) for appropriate HCT and solid tumor transplant patients. Ensure high levels of customer