Job Description
The Marketplace Director reports to the Customer Engagement Area Lead and is accountable for the overall business performance of a defined regional marketplace. This role serves as the single point of accountability for regional demand generation, account engagement, and execution of territory strategies, partnering closely with cross functional field and headquarters stakeholders to drive sustainable growth and patient access across the portfolio of Kite CAR-T cell therapies.
The Marketplace Director operates with an ownership mindset, leads through influence in a matrix environment, and ensures teams are enabled, aligned, and accountable to deliver results.
Key Responsibilities:
Marketplace & Strategy Leadership
- Own regional business results by leading the development, execution, and monitoring of integrated territory strategies aligned to brand and organizational goals.
- Establish regional priorities and align cross functional partners (e.g., medical, market access, marketing, payer, logistics‑) to drive coordinated execution.
- Deliver insights on current and future marketplace dynamics, including evaluation and recommendations for ATC expansion.
- Lead team to identify Drivers and Barriers in complex marketplace settings that lead to the development of tailored, strategic account plans by the Cell Therapy Account Manager.
Account & Stakeholder Engagement
- Lead the regional approach to Key Account Management across ATC and Community in partnership with Market Access, Medical, Marketing, and other stakeholders.
- Build and maintain strong relationships with key decision‑makers and influencers across ATC and key community accounts, including KOLs, C‑suite leaders, and Cell Therapy Service Line stakeholders.
- Remove barriers to access and execution by engaging stakeholders at appropriate levels across the territory.
People Leadership & Performance Management
- Lead, coach, and develop managers and field teams to strengthen selling skills, clinical and operational acumen, and customer focus.
- Drive performance management by clearly communicating expectations, conducting timely mid‑year and annual reviews, and providing ongoing feedback.
- Conduct regular 1:1s and field engagement to assess account progress, close gaps, and reinforce best practices.
- Develop a World Class Culture within your Marketplace, establish trust and support Kite Culture initiatives. Attract, retain, and develop top talent, including individualized development and succession planning.
- Foster a speak up culture grounded in trust, accountability, and organizational values. (Consider moving under People Leadership Section)
Demand Generation & Marketplace Execution
- Oversee regional demand generation through coordinated customer engagement across ATC and community targets.
- Partner with sales training, operations, and marketing to improve field effectiveness, efficiency, and execution quality.
- Establish mechanisms to track account activity against goals and ensure consistent follow-through.
ATC Expansion
- Support market access account teams in evaluating and developing strategic ATC footprint expansion plans.
- Collaborate with Market Access partners to share insights, priorities, and updates related to expansion opportunities.
Compliance & Governance
- Ensure all activities are conducted in compliance with applicable laws, regulations, and company policies, including protection of patient data.
Qualifications:
Basic Qualifications
- PhD with 8+ years of experience, or
- Master’s degree with 10+ years of experience, or
- Bachelor’s degree with 12+ years of experience
Preferred Qualifications
- 12+ years in pharmaceutical or biotechnology industries, Hematology/Rare Disease
- 5+ years of people leadership experience
- Deep hematology/oncology clinical, operational, and account management expertise (academic and community)
- Strong performance management, coaching, and talent development capabilities
- Demonstrated success achieving business targets and leading in matrix environments
- Excellent strategic thinking, negotiation, communication, and influencing skills
- Strong knowledge of compliance, regulatory requirements, and good business conduct
