Senior Director, Commercial Excellence

Summit Therapeutics•Princeton, NJ

5h•$217,000 - $271,000•Onsite

About The Position

Summit Therapeutics Inc. is a biopharmaceutical oncology company focused on improving quality of life, increasing potential duration of life, and addressing serious unmet medical needs. The Senior Director, Commercial Excellence leads the headquarters side of Commercial Operations and builds the systems, rules, and processes used across Marketing, Market Access, Market Research, Finance, and Compliance. The role owns the function’s people, processes, data, technology, training, reporting, and analytics, including Marketing Operations, commercial data and technology, commercial training, incentive compensation, territory design, CRM, targeting and segmentation, roster management, and field reporting standards. This is a build-from-the-ground-up role supporting the launch of ivonescimab, an intravenous, buy-and-bill oncology product, as well as future indications and the wider portfolio. The position is the single point of operational accountability for the function and partners with Field Excellence, which supports Sales with the operational infrastructure. The role is also the functional partner for Oncology Nurse Educators and Regional Marketing Directors, who report to Marketing, and Field Reimbursement Managers, who report to Market Access. It has no sales quota, territory-based sales incentive compensation, or customer promotional activity. The position reports to the Executive Director, Commercial Operations. Four direct reports are the Director, Marketing Operations; Director, Commercial Data & Technology; Director, Commercial Excellence; and Director, Field Learning & Development. The role is based in Princeton, New Jersey, with approximately 25% domestic travel, including national and regional sales meetings.

Requirements

Bachelor’s degree required.
At least 12 years of commercial or sales operations experience in the pharmaceutical or biotechnology industry.
Senior-level field experience.
Product launch experience required.
Deep understanding of market dynamics, data sources, field roles, and buying pathways.
Detailed understanding of sales processes, sales data tracking, sales force automation, incentive compensation operations, and sales force alignments.
Expertise in CRM platforms, incentive compensation modeling, and commercial analytics.
Ability to develop and coach direct reports.
Excellent verbal, written, and stakeholder management skills, including the ability to influence and manage expectations with sales management and cross-functional teams.
Strong leadership, cross-functional collaboration, and project management skills.
Ability to excel in fast-paced, high-growth biotechnology environments.
Willingness to travel approximately 25% domestically, including to national and regional sales meetings.

Nice To Haves

MBA or advanced degree.
Oncology experience or knowledge.
Experience with buy-and-bill products and their associated data limitations.

Responsibilities

Set the function’s strategy, operating model, and annual plan to support the ivonescimab launch, future indications, and the wider portfolio.
Own and govern the people, processes, data, commercial technology, training, reporting, and analytics backbone of Commercial Operations.
Serve as the primary operational counterpart to Marketing, Market Access, and Market Research, and resolve cross-functional operational conflicts before they reach the field.
Partner with Oncology Nurse Educators, Regional Marketing Directors, and Field Reimbursement Managers to ensure their work uses consistent systems, definitions, and processes.
Lead Marketing Operations through the Director, Marketing Operations, including promotional review workflow, material fulfillment, meetings and events, speaker programs, agency management, and budget.
Oversee commercial data and technology through the Director, Commercial Data & Technology, including data strategy, customer master data, the data warehouse, third-party data contracting, and commercial systems such as CRM; set business requirements and partner with IT on delivery.
Oversee commercial training through the Director, Field Learning & Development, including training strategy, launch training, the learning management system, and onboarding.
Lead incentive compensation design and governance, territory design and change governance, CRM business requirements and administration, targeting and segmentation methodology, roster management, and goal setting through the Director, Commercial Excellence.
Set field reporting standards using metric definitions owned by the Director, Commercial Analytics & Information.
Support Finance and Compliance on process governance, audit readiness, and Sunshine Act reporting.
Partner with the National Senior Director, Field Excellence so field patterns are communicated to headquarters and addressed nationally.
Manage vendor relationships across all four teams and build and own the function’s annual budget.
Ensure commercial operations activities comply with legal, regulatory, and quality standards.
Lead, coach, and develop the four direct reports.
Perform other duties as assigned.