Director, Commercial Excellence

Summit Therapeutics; Princeton (NJ); On-site; USD 203,000 - 253,000; Full time

Job summary

Summit Therapeutics seeks a Director of Commercial Excellence to lead the governance and execution of the Commercial Excellence function from our New Jersey HQ. You will own incentive compensation, territory design, CRM configuration, targeting and KPI standards, ensuring compliant, scalable field operations and alignment with Marketing, Market Access, and Medical Affairs.

You will collaborate across Finance, Compliance, and Field Excellence, driving accurate data, payroll integrity, and timely

Qualifications

• Oncology experience strongly preferred; buy-and-bill and biomarker-driven specialty experience a plus.
• Launch experience required— must have built or inherited a commercial operations infra during a product launch.

Responsibilities

• Own incentive compensation design and administration—plan design, quota setting, goal crediting, dispute resolution, and payment accuracy across the full field organization.
• Own territory design and alignment—build and maintain the territory structure, manage changes through governance, ensure roster accuracy.
• Own CRM configuration and administration—partner with IT to configure, maintain, and improve the CRM; own business requirements, user access, and data quality.
• Own targeting and segmentation methodology—define HCP and HCO targeting, manage decile assignments, ensure outputs are in CRM and field tools.
• Define and govern national KPI standards—establish field reporting definitions and the KPI framework across geographies.
• Serve as the operational counterpart to Marketing, Market Access, and Medical Affairs Operations; maintain aligned processes.
• Support Finance and Compliance on governance, audit readiness, and Sunshine Act reporting.
• Own roster management, headcount data, and crediting rules.

Skills

Oncology experience

Launch experience

Cross-functional collaboration

Attention to detail

Education

Bachelor's degree

Advanced degree in business or life sciences

Tools

Veeva CRM

IC administration platforms (Xactly, NICE/Varicent)

Job description

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:

Non-small Cell Lung Cancer (NSCLC)

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 Director, CommercialExcellenceis a headquarters-based role within Summit Therapeutics Commercial Operations. This role owns the governance and execution layer of the Commercial Excellence function — incentive compensation administration, territory design and change management, CRM configuration and administration, targeting and segmentationmethodology, field reporting standards, and the national KPI framework. The Director reports to the Senior Director, Commercial Excellence and is the day-to-day operational counterpart to Marketing, Market Access, and Medical Affairs Operations,and Market Researchensuring every functionoperatesfrom a consistent, compliant, and well-governed infrastructure. This is a role for someone who thrives on building from scratch, can manage multiple workstreams simultaneously, and understands that operational excellence in oncology commercial launch is the foundation that makes field execution possible.

Role and Responsibilities:

• Own incentive compensation design and administration — plan design, quota setting, goal crediting, dispute resolution, and payment accuracy across the full field organization
• Own territory design and alignment — build andmaintainthe territory structure, manage alignment changes through a defined change governance process, andensure roster accuracy at all times
• Own CRM configuration and administration — partner with IT and the Director of Commercial Data and Technology to configure,maintain, and continuously improve the CRM; own business requirements, user access, and data quality
• Own targeting and segmentationmethodology— define andmaintainthe HCP and HCO targeting approach, manage decile assignments, and ensure targeting outputs are operationalized in the CRM and field tools
• Define and govern national KPI standards —establishfield reporting definitions, maintain the national KPI framework, and ensure consistent measurement across all geographies
• Serve as the operational counterpart to Marketing, Market Access, and Medical Affairs Operations — own the day-to-day working relationship with each function, ensure aligned processes, and resolve operational conflicts before they reach the field
• Support Finance and Compliance on process governance, audit readiness, PDRP compliance, and Sunshine Act reporting requirements
• Own roster management, sales crediting, and goal setting administration —maintainaccurateheadcount data, manage new hire and termination checklists, and ensure crediting rules are applied correctly
• Partner with the Field Excellence team to ensure operational infrastructure is correctly translated into field-level intelligence — own the systems and processes that Field Excellence draws on to serve each sales leader
• All other duties as assigned

Experience, Education and Specialized Knowledge and Skills:

• Bachelor's degreerequired; advanced degree in business, life sciences, or a related field preferred
• Minimum of 10+ years of relevant experience in the life sciences industry
• Minimum5+years of experience in pharmaceutical or biotech commercial operations, with direct ownership of incentive compensation, territory alignment, or CRM administration
• Oncology experience strongly preferred; buy-and-bill and biomarker-driven specialty experience a plus
• Launch experiencerequired— must have experience building or inheriting a commercial operations infrastructure during a product launch, not simplymaintaininga running system
• Deep working knowledge of Veeva CRM or equivalent; familiarity with IC administration platforms (Xactly, NICE/Varicent, or similar)required
• Strong cross-functional collaboration skills — this role works daily with Marketing, Market Access,Market Research,Medical Affairs Operations, Finance, Compliance, and the Field Excellence team; the ability to resolve competing priorities without escalation is essential
• High attention to detail and comfort with data — IC errors and territory misalignments have direct compliance, payroll, and field morale consequences; precision is not optional in this role
• Travel up to 20% — primarily for national meetings, POA preparation, and field alignment activities

This is the pay for this position

Pay Transparency

$203,000 - $253,000 USD

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 Therapeutics Inc.is an Equal Opportunity Employer and takes pride in creating and maintaining diverse environment. We do not discriminate in recruitment, hiring, training or promotion or any other employment practices for reasons of race, color, religion, gender, national origin, age, sexual orientation, marital or veteran status, disability, or any other legally protected status.

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