Senior Director, Head of US Trade, Pricing and Contracting

The Senior Director, Head of US Trade, Pricing and Contracting reports to the Head of US Market Access (USMA) and is responsible for strategic and operational oversight of US trade enablement/operations and portfolio pricing and contract ops.  This individual is accountable for all operations and process-related components of pricing and contracting, including oversight and management of ASP, AMP, gross-to-net, contracting implications and operations, contracting strategy, Medicaid best price, and all related components, in partnership with relevant Kite and Gilead colleagues.  The individual in this role will also have accountability for and oversight of Kite’s trade strategy and operations and will partner closely with US Trade Relations and the US Head of Provider Access Strategy & Marketing to pull through trade strategy and choices with McKesson, Cencora, and Cardinal.  Finally, this individual will partner closely with the US Head of Provider Access Strategy and Marketing (provider) and the US Head of Payer Strategy and Engagement (payer) to determine optimal contracting approach for the portfolio.  The team led by this individual will manage all contracting processes and SOPs, US Pricing Committee submissions and engagements, and other operational components of contracting.  This person is a critical member of the USMA Leadership Team and will work closely with the entire US team in close collaboration to achieve US business goals.  This position will be based out of our Santa Monica, CA headquarters. 

Key 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 & future potential contracting strategies; develop and monitor KPIs related to contract performance and develop metric-based recommendations for adjustments and considerations 

• Oversee the management of existing payer and provider contracts, incl. ensuring that all 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 closely with Gilead and other relevant cross-functional stakeholders to ensure appropriate and compliant management of government price reporting, state transparency requirements, and other relevant government regulations 

Technology & Systems Implementation 

• Manage rollout of new contract management software (e.g., SAP & ModelN) to the pricing & contracting team as relevant and in alignment with Gilead 

Market Intelligence 

• Stay current on external pricing movements, both in-class and out-of-class, that may impact Kite 

Basic Qualifications 

• Advanced scientific degree (i.e., 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 & 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, to include the complexities of reimbursement in each setting and demonstrated ability to successfully address customer needs with payers 

• 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 a demonstrated ability to assist leadership’s knowledge 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 that can address payer needs and overcome market barriers 

• Strong leadership skills, proven ability to execute additional roles beyond core responsibilities 

• Experience formulating US pricing policy and strategic contracting framework and governance 

• Experience conducting strategic assessment of external pricing and reimbursement environment and synthesizing relevant information to develop LRP approaches in a rapidly shifting environment