Senior Director, Head of US Trade, Pricing and Contracting
Base pay range: $237,575.00/yr - $307,450.00/yr
Overview
The Senior Director, Head of US Trade, Pricing and Contracting leads the strategic and operational oversight of US trade enablement/operations and portfolio pricing and contracting. Based in Santa Monica, CA, this role partners with US Market Access leadership and cross-functional teams to develop pricing, contracting, and trade strategies that support Kite’s portfolio and business goals. The position manages contracting processes, SOPs, and pricing committee engagements and is a key member of the US Market Access Leadership Team.
Responsibilities
Strategic Leadership
- Partner with payer and provider leads to develop and execute contracting strategies across both segments
- Determine optimal contracting approaches for the portfolio in collaboration with USMA leadership
- Prepare pricing plans and recommendations for Kite products in alignment with market dynamics and competitive pressures
- Make pricing recommendations for US launch products and lead pricing research with cross-functional stakeholders
Pricing & Contracting Operations
- Oversee all aspects of US pricing, including ASP, AMP, GTN, and other relevant components
- Evaluate contracting options to balance customer demand and long-term revenue potential
- Track provider responses to various contracting options to identify the impact of current and future contracting strategies; develop and monitor KPIs related to contract performance and make metric-based recommendations
- Oversee management of existing payer and provider contracts, ensuring that contracts are managed in a compliant manner
- Lead all contracting processes, SOPs, and US Pricing Committee submissions and engagements
Trade Strategy & Channel Management
- Develop and manage trade strategy, including wholesale, distribution, and channel strategy, and channel mix (in partnership with GACO); partner with Trade Relations to manage relationships and business dynamics with McKesson, Cencora, and Cardinal
- Oversee management of returns and replacements in collaboration with cross-functional teams
Government Pricing & Compliance
- Ensure compliant management of government price reporting and state transparency requirements
- Partner with cross-functional stakeholders to ensure appropriate and compliant government price reporting, state transparency requirements, and other regulations
Technology & Systems Implementation
- Manage rollout of new contract management software (e.g., SAP and ModelN) to the pricing and contracting team, in alignment with Kite
Market Intelligence
- Stay current on external pricing movements that may impact Kite
Basic Qualifications
- Advanced scientific degree (MD, PharmD, PhD) and 10+ years of experience OR
- Master’s Degree and 12+ years of experience OR
- Bachelor’s Degree and 14+ years of experience
Preferred Qualifications
- 10+ years of pharmaceutical or biotech experience in market access, pricing, policy, and/or relevant commercial roles
- Demonstrated ability to collaborate cross-functionally and influence decision making, strategy, and execution across partners and functions
- Demonstrated high levels of emotional intelligence, situational awareness, ability to build and influence positive culture across teams
- Deep strategic experience leading change-based initiatives, home office functional teams, and/or marketing and strategy projects
- Deep understanding of the reimbursement landscape for CAR-T and the unique aspects of single case agreements, network requirements, etc.
- Extensive understanding of private and public payers across all settings of care, including the complexities of reimbursement
- Extensive understanding of hematology/oncology clinical landscape, Medicare A & B, and the business of cell therapy; understanding of hospital economics, primary/secondary insurance, governmental reimbursement, and payer/provider economics
- Strong negotiation skills and the ability to stay ahead of trends including new payment models, COE networks and other management strategies
- Strong proficiency in critical thinking, project management, communication/presentation, and arbitration/influencing skills
- Demonstrated proficiency in oncology clinical science with strong clinical outcomes and health economic data fluency
- Strong financial management and business acumen
- Experience managing products covered under medical benefit in inpatient/outpatient settings
- Validated understanding of customer segments and regional market dynamics within oncology
- Demonstrated understanding of innovative payment models and market access strategies to address payer needs and overcome market barriers
- Strong leadership skills, with a track record of expanding responsibilities
- Experience formulating US pricing policy and strategic contracting framework and governance
- Experience conducting strategic assessment of external pricing and reimbursement environment and synthesizing information to develop LRP approaches in a rapidly shifting environment
Compensation and Benefits
Salary range: $237,575.00 - $307,450.00. Kite considers a variety of factors when determining base compensation, including experience, qualifications, and geographic location. This position may also be eligible for a discretionary annual bonus, discretionary stock-based long-term incentives (eligibility may vary based on role), paid time off, and a benefits package. Benefits include company-sponsored medical, dental, vision, and life insurance plans.
Additional Information
For current Kite Pharma employees and contractors: Please apply via the Internal Career Opportunities portal in Workday.
Seniority level
- Executive
Employment type
- Full-time
Job function
- Other
EEO and Accommodations
Kite Pharma is an equal employment opportunity employer. Applicants requiring accommodation may contact
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