Director, Trade Strategy & Operations

We are seeking a Director, Trade Strategy & Operations to lead and own Kite’s US cell therapy trade strategy and distribution model across existing and pipeline products. Building on Kite’s leadership in the cell therapy space, this role will advance a customer-centric trade approach while ensuring a scalable and differentiated distribution experience. This role is a critical leader within Kite, responsible for defining and evolving Kite’s trade infrastructure, enabling patient access, supporting commercial performance, and ensuring a compliant, high-performing distribution ecosystem. 

Reporting to the Head of Trade, Pricing, and Contracting, this individual is accountable for driving execution of Kite’s trade strategy across distribution, operations, and partner governance, while advancing trade capabilities and performance. The Director will oversee distribution partner strategy and 3PL governance, ensure operational readiness for new products and indications, and establish frameworks for trade policy, agreements, and compliance in partnership with cross-functional stakeholders. This role requires close collaboration with Market Access, Supply Chain, Finance, Legal, Compliance, and Patient Services to influence decision-making, drive execution, manage risk, and support a high-performing trade organization. 

Key Responsibilities 

Trade Strategy & Leadership 

• Define and drive Kite’s US trade strategy, including distribution model design, channel optimization, and access enablement 

• Lead enterprise-level strategic initiatives to enhance channel design, strategic direction, and long-term scalability in a rapidly evolving cell therapy landscape 

• Provide strategic guidance to senior leadership on trade-related risks, opportunities, and market dynamics 

• Establish and evolve KPIs and performance frameworks to assess and guide trade performance and strategic effectiveness 

Trade Operations & State Licensing 

• Oversee end-to-end trade operations, including order management, distribution execution, and issue resolution across channel partners 

• Serve as accountable leader for trade operations readiness for new product launches and distribution model changes 

• Drive executional excellence across trade operations through continuous improvement of processes and workflows 

• Ensure operational compliance with state licensing, distributor requirements, and applicable regulatory obligations 

Distribution & 3PL Relationship Management 

• Lead Kite’s 3PL and distributor relationships, including strategic oversight, operational performance, governance, and long-term partnership strategy 

• Drive distribution network strategy, including assessing network effectiveness 

Trade Policy, Agreements & Compliance 

• Lead development and governance of trade policies and agreement frameworks, including distribution and ATC trade agreement structures aligned to distribution strategy, operational requirements, and compliance standards 

• Partner with Legal, Compliance, and Government Pricing to mitigate risk and ensure policy clarity 

• Lead updates and ongoing management of trade agreements with Authorized Treatment Center (ATC) networks, ensuring compliant ordering readiness for all ATCs 

Team Leadership & Capability Building 

• Lead and develop a high-performing Trade Strategy & Operations team 

• Set team objectives aligned to business priorities and foster a culture of accountability, collaboration, and continuous improvement 

• Build organizational capabilities and scalable operating processes to support evolving trade and market access strategies 

Basic Qualifications (Refined) 

• Bachelor’s Degree and 12+ years of experience OR 

• Master’s Degree and 10+ years of experience OR 

• Advanced scientific degree (MD, PharmD, PhD) and 8+ years of experience 

Preferred Qualifications 

• 10+ years of progressive experience in pharmaceutical/biotech trade, distribution, or market access with demonstrated leadership responsibility 

• Deep expertise in specialty distribution models, particularly in oncology, hematology, or cell therapy 

• Strong understanding of government pricing programs and regulatory requirements, including 340B, Medicaid, and ASP 

• Deep understanding of the reimbursement landscape and healthcare economics, including buy-and-bill dynamics, provider economics, and channel flows 

• Proven ability to define and implement enterprise-level trade and channel strategy and lead cross-functional initiatives 

• Experience managing 3PL and distribution partner relationships, including governance, performance management, and network optimization 

• Track record of driving operational and strategic improvements across trade systems, processes, and infrastructure 

• Experience leading trade agreements, policy frameworks, and compliance oversight in partnership with Legal and Government Pricing 

• Significant experience in pharmaceutical/biotech trade, distribution, or market access, including ownership of trade or channel strategy 

• Demonstrated leadership experience, including people management and leading large, cross-functional initiatives 

• Demonstrated ability to collaborate cross-functionally and influence decision making, strategy, and execution across senior stakeholders 

• Demonstrated high levels of emotional intelligence, situational awareness, and ability to build and influence a positive team culture 

• Experience engaging with external stakeholders across the healthcare ecosystem, including providers, distributors, and policy or channel partners 

• Strong strategic, analytical, and communication skills, with ability to influence senior stakeholders and operate effectively in a matrixed environment 

• MBA or other advanced degree preferred 

Other Requirements 

• Limited travel up to ~25%