Overview of Role:

The Director, Commercial Excellence is 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 segmentation methodology, 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 Research ensuring every function operates from 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 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

Experience, Education and Specialized Knowledge and Skills:

• Bachelor's degree required; advanced degree in business, life sciences, or a related field 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; 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.

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