Director, Commercial Excellence — Oncology Launch

Summit-Therapeutics

Princeton (NJ)

On-site

USD 203,000 - 253,000

Full time

8 days ago

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Job summary

Summit Therapeutics Inc. seeks a Director, CommercialExcellence to own the governance and execution layer of the Commercial Excellence function, including incentive compensation, territory design, CRM config, targeting and KPI framework.

This HQ-based role ensures a compliant, well-governed infrastructure for oncology commercialization launches. The role collaborates daily with Marketing, Market Access, Medical Affairs Operations, Finance, Compliance, and Field Excellence to align processes and

Qualifications

Bachelor's degree required; advanced degree preferred.
Minimum of 10+ years of relevant experience in the life sciences industry.
Minimum 5+ 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 experience required— must have experience building or inheriting a commercial operations infrastructure during a product launch, not simply maintaining a 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.
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.

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 alignment changes through a defined change governance process, and ensure 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 segmentation methodology— define and maintain the 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 — establish field 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 — maintain accurate headcount 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