US Head of Commercial Sales at Gilead Sciences, Inc.

Job Description

At Gilead, we’re creating a healthier world for all people. For more than 35 years, we’ve tackled diseases such as HIV, viral hepatitis, COVID-19 and cancer – working relentlessly to develop therapies that help improve lives and to ensure access to these therapies across the globe. We continue to fight against the world’s biggest health challenges, and our mission requires collaboration, determination and a relentless drive to make a difference.

Every member of Gilead’s team plays a critical role in the discovery and development of life-changing scientific innovations. Our employees are our greatest asset as we work to achieve our bold ambitions, and we’re looking for the next wave of passionate and ambitious people ready to make a direct impact.

We believe every employee deserves a great leader. People Leaders are the cornerstone to the employee experience at Gilead and Kite. As a people leader now or in the future, you are the key driver in evolving our culture and creating an environment where every employee feels included, developed and empowered to fulfil their aspirations. Join Gilead and help create possible, together.

Job Description

Everyone at Kite is grounded by one common goal – curing cancer. Every single day, we seek to establish a direct line between that purpose and our day-to-day work. Would you like to join us in this mission?

We are seeking a highly motivated individual for the role of the Head of US Sales, reporting to the General Manager, US Vice President, Sales & Marketing. The Head of US Sales has an industry shaping opportunity: To develop a national commercial sales and account management strategy for cell therapy that as it is implemented, accelerates the growth of Kite’s CAR T business in the United States and accelerates patient treatment. This critical leadership role requires an individual who will bring energy, drive, and determination to lead an organization to achieve ambitious goals in a competitive environment.

The Head of US Sales will also work closely with cross-functional colleagues across the Kite organization to ensure a strategic approach to the company’s pipeline expansion. They will build current and future competitive advantage by continuously engaging with and understanding key customer’s needs, achieving a deep understanding of different market dynamics, utilizing data-driven insights, and leveraging Kite’s strengths to maximize market opportunities.

Key Responsibilities

1. Lead the building and execution of national commercial sales and account management strategies aligned to US brand strategy to drive growth and maintain Kite’s leadership in cell therapy.
2. Oversee the development of effective regional business plans that are executable, easily communicated and clinically supported.
3. Partner with internal stakeholders (e.g., Legal, Human Resources, Sales Operations) to establish annual sales incentive compensation plans designed to support US brand strategy.
4. Craft and implement a strategy to reach more patients at medical centers where Kite currently has a relationship while also making in-roads with new hospital partners, particularly community-based health centers.
5. Anticipate and overcome both clinical and non-clinical barriers that may inhibit Kite’s growth plans and potential.
6. Drive successful execution of Kite’s national field sales and account management strategies.
7. Ensure brand plans and organizational goals are cascaded to field teams and collaborate with Commercial Learning & Development to ensure teams are compliantly trained.
8. Partner with Marketing to inform the development of effective sales resources.
9. Execute regular business performance reviews with Account Management and Field Sales regional directors to effectively monitor and address performance to ensure targets are exceeded / met.
10. Work with cross-functional field-based partners to ensure efficient customer engagement and support rapid resolution of customer issues.
11. Ensure best-in-class analytical and operations support of field teams.
12. Build and nurture relationships with customers, vendors, and key accounts.
13. Partner with cross-functional internal partners (e.g., Marketing, Medical, IT, Sales Operations, Technical Operations & Supply Chain) to lead initiatives focused on improving customer experience, efficiency, effectiveness and / or maximizing teamwork.
14. Lead the development of field teams capable of creative problem solving and achieving business plan goals.
15. Oversee efforts to recruit and hire high performing candidates.
16. Motivate teams and ensure teams receive ongoing training and coaching on complex clinical acumen (cell therapy / oncology).
17. Lead performance management activities (i.e., lead / manage managers).
18. Retain top talent and direct the development of individualized career development plans for team.
19. Develop and manage the sales budget consistent with the financial goals and objectives of the company, including efficient management of any partners, vendors, and contracted resources.
20. Lead all facets of the region in a compliant manner to ensure optimal results.

Basic Qualifications

1. PhD degree with 14+ years of sales and/or marketing experience OR
2. MA / MS degree with 14+ years of sales and/or marketing experience OR
3. BS / BA degree with 16+ years of sales and/or marketing experience OR

Preferred Qualifications

1. A minimum of a bachelor’s degree; an MBA or advanced science/medical degree is preferred.
2. Global marketing experience.
3. Leadership experience at the national level, including senior level leadership (i.e., managing managers).
4. Experience working with oncology products and an understanding of the oncology landscape; experience in hematology will be strongly preferred.
5. 10+ years of experience in the pharmaceutical / biotechnology industry.
6. 12+ years of leadership experience at the regional level, including senior level leadership (i.e., managing managers).
7. Demonstrated abilities to attract, develop and retain talent and to create a culture that fosters innovative problem solving.
8. Demonstrated ability to develop a large team culture with focus on competitiveness, patient focus, accountability, and fast action orientation.
9. Experience effectively communicating across the business and to external partners - both written and verbal communication skills that span a large, varied audience with targeted impact.
10. A proven track record of successfully growing in-line products; a demonstrated ability to lead teams to achieve successful outcomes in a highly competitive market.
11. Has partnered closely with market access, marketing, pricing and reimbursement, medical affairs, and commercial analytics to co-create go to market strategies in preparation for launch.
12. Ideally brings commercialization experience across a range of oncology indications; specific knowledge in hematological indications is a plus.
13. Demonstrated ability to partner closely with colleagues in a matrixed and dynamic environment; passion and excitement for the underlying science that drives novel treatments.
14. Builds and motivates strong sales teams; constantly proposes opportunities to improve sales capabilities. Able to identify best practices. Understands how to motivate and communicate high-performing teams in a time of transformation and growth.
15. Able to translate the vision into strategies. Takes initiatives and works towards delivering results. Challenges self and others on value creation.
16. An outstanding professional reputation. A track record of building substantial and robust external relationships in the market.
17. A crisp, clear communicator with extensive experience interacting at senior leadership levels with the ability to facilitate coordination and cooperation. Bring credibility and gravitas in executive meetings.
18. Demonstrates curiosity and learns from the experience of success and failure. Proactively shares knowledge with others to affect continuous improvement.
19. Develops trustful relationships with internal and external stakeholders to accelerate business achievements. Encourages and leverages diversity to improve outcomes.
20. Inspires, motivates, influences, and coaches others.
21. Creates a culture of accountability that provides space for colleagues to contribute to their full potential.
22. Demonstrates creativity and effectiveness.

The work you do at Kite will help change how cancer is treated and ensure patients and their families have more time together. Ready to create more tomorrows with us?

The salary range for this position is: $249,645.00 - $323,070.00. Gilead considers a variety of factors when determining base compensation, including experience, qualifications, and geographic location. These considerations mean actual compensation will vary. 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.