Senior Director, Sales Operations (Oncology)

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Summit Therapeutics Inc. is a biopharmaceutical oncology company with a mission focused on improving quality of life, increasing potential duration of life, and resolving serious unmet medical needs. At Summit, we believe in building a team of world class professionals who are passionate about this mission, and it is our people who drive this mission to reality. Summit’s core values include integrity, passion for excellence, purposeful urgency, collaboration, and our commitment to people. Our employees are truly the heart and soul of our culture, and they are invaluable in shaping our journey toward excellence.

Summit’s team is inspired to touch and help change lives through Summit’s clinical studies in the field of oncology. Summit has multiple global Phase 3 clinical studies, including:

• HARMONi: Phase 3 clinical study which was intended to evaluate ivonescimab combined with chemotherapy compared to placebo plus chemotherapy in patients with EGFR-mutated, locally advanced or metastatic non-squamous NSCLC who were previously treated with a 3rd generation EGFR TKI.
• HARMONi-3: Phase 3 clinical study which is intended to evaluate ivonescimab combined with chemotherapy compared to pembrolizumab combined with chemotherapy in patients with first-line metastatic NSCLC.
• HARMONi-7: Phase 3 clinical study which is intended to evaluate ivonescimab monotherapy compared to pembrolizumab monotherapy in patients with first-line metastatic NSCLC.
• HARMONi-GI3: Phase 3 clinical study intended to evaluate ivonescimab in combination with chemotherapy compared with bevacizumab plus chemotherapy.

Ivonescimab is an investigational therapy not presently approved by any regulatory authority other than China’s National Medical Products Administration (NMPA). Summit is headquartered in Miami, Florida, and has additional offices in California, New Jersey, the UK, and Ireland.

Overview of Role

The Senior Director of Sales Operations (Oncology) is responsible for building and leading the commercial infrastructure that supports the oncology field force and drives execution excellence. This role oversees incentive compensation, field analytics, CRM operations, territory design, reporting, fleet. The ideal candidate has deep experience supporting oncology sales teams, strong analytical capabilities, and the ability to partner cross-functionally to maximize field performance and commercial impact for the benefit of patients. In addition, this position will develop appropriate educational content in collaboration with Marketing and Sales Training to address any ongoing analytical education and tactical execution opportunities.

Role and Responsibilities

• Lead day-to-day sales operations for the oncology sales organization, ensuring high-quality support and operational readiness
• Partner with Sales, Marketing, and Market Access teams to align commercial strategy and field execution priorities
• Establish scalable processes to support new launches, new indications, and expansion of the oncology portfolio
• Partner cross functionally to develop key performance metrics and dashboards that help the sales organization focus on performance drivers
• Lead the design, modeling, and administration of compliant incentive compensation plans, ensuring fairness, clarity, and motivation for the field force
• Work directly with cross-functional teams and vendors to coordinate & manage data availability and Q/A process for sales reporting
• Deliver sales reports, dashboards, IC scorecards, resource allocation recommendations, and next best recommendations, etc.
• Manage CRM platforms (e.g., Veeva or Salesforce) including workflows, call plans, segmentation, and reporting capabilities
• Develop targeting and segmentation strategies that optimize field execution across oncology HCPs & HCOs
• Manage alignment process of territories/regions to maximize effectiveness of the sales force, compliance measures for promotional activity, and IC plan equity
• Support digital engagement programs, field-triggered digital content, and omnichannel alignment with marketing ops
• Support contracting and execution of all other Field support tools and licenses such as, but not limited to, RxVantage, Mobile Locker, Vendormate, etc.
• Manage field Fleet program
• Manage vendor relationships (CRM, data providers, IC consultants, analytics tools, roster management)
• Ensure compliance with legal, regulatory, and quality standards for all field operations activities
• All other duties as assigned

Experience, Education and Specialized Knowledge and Skills

• Bachelor’s degree required; MBA or advanced degree preferred
• Minimum of 12+ years Commercial / Sales Operations experience in the Pharma/Biotech industry
• Oncology experience strongly preferred
• Deep understanding of oncology 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
• Ability to develop and effectively coach direct reports
• Proficient in all aspects of analyzing healthcare sales data and field force activities
• Expertise in CRM platforms (Veeva/Salesforce), IC modeling, forecasting, and commercial analytics
• Excellent verbal, written and stakeholder management skills to effectively influence and manage expectations with sales management and cross-functional teams
• Strong leadership, communication, cross-functional collaboration, and project-management skills
• Ability to excel in fast-paced, high-growth biotech environments

The pay range for this role is $231,000-$285,000 annually. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location. This may be different in other locations due to differences in the cost of labor. The total compensation package for this position may also include bonus, stock, benefits and/or other applicable variable compensation.

Summit does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact Summit’s Talent Acquisition team at [email protected] to obtain prior written authorization before referring any candidates to Summit.