Associate Director, Site Profiling and Institutional Insights

Summary

Join Orca Bio, a late-stage biotechnology company, as the (Associate) Director of Site Profiling & Institutional Insights and play a pivotal role in launching and commercializing ORCA-T. Lead the development and execution of Orca Bio’s treatment center profiling strategy, designing and maintaining a scalable institutional profiling framework. Prioritize site onboarding, create tailored activation plans, and drive insight-based decision-making by integrating across multiple departments. Responsibilities include developing a national profiling program, creating a segmentation model for site prioritization, partnering with Market Enablement for onboarding playbooks, collaborating with Sales and Field Market Access for actionable insights, and delivering institutional ramp-up assumptions to Forecasting and Commercial Analytics. The role also involves maintaining dynamic profiles of treatment centers, identifying patterns and trends, and acting as a conduit for field feedback. This position requires strong analytical, project management, and cross-functional collaboration skills.

Requirements

• 8-10+ years of experience in biotech/pharma, with a strong background in commercial operations, site enablement, case management, hospital account strategy, or market research
• Deep understanding of institutional markets, particularly BMT centers, academic medical centers, and complex oncology or cell therapy sites
• Advanced Excel and data tool skills. Proven ability to develop profiles and KPIs and dashboards. Familiarity with BI and segmentation platforms is a plus
• Strong analytical, project management, and cross-functional collaboration skills, with a proven ability to engage stakeholders effectively
• Proficient in data visualization and reporting using Excel and PowerPoint; experience with CRM systems is a plus
• Willingness to travel up to 30% to treatment centers, onboarding sessions, or for field team alignment

Responsibilities

• Develop and manage a national profiling program to assess treatment center readiness, capabilities, transplant volume, infrastructure, decision-making structures, and willingness to adopt ORCA-T
• Apply deep knowledge of Orca-T’s product supply chain and the patient journey to inform site profiling and prioritization strategies
• Lead qualitative and quantitative data collection via surveys, site interviews (virtual and in-person), CRM input, and cross-functional intelligence
• Create and continuously refine a segmentation model to guide site prioritization and onboarding sequence based on factors such as commercial impact, operational feasibility, and institutional dynamics
• Partner with the Market Enablement function to translate site profiles into customized onboarding playbooks and execution tracks, ensuring alignment with a site’s capabilities and constraints
• Identify and document activation risk factors and recommend site-specific mitigation strategies for infrastructure, staffing, education, or process gaps
• Deliver comprehensive site intelligence to onboarding teams ahead of and during activation, ensuring they are equipped with the necessary context, contacts, and tactical insights to execute effectively
• Collaborate with Sales, Field Market Access, and Customer Experience function to provide actionable insights that inform account planning, stakeholder mapping, and engagement tactics
• Maintain and update institutional profiles, and make them accessible within CRM tools, ensuring information is accurate, current, and aligned with each center’s progress through onboarding and post-launch operations
• Proactively identify and escalate institutional barriers or accelerators that impact field execution, ensuring timely resolution or leverage through cross-functional coordination
• Deliver institutional ramp-up and throughput assumptions to the Forecasting and Commercial Analytics function
• Participate in cross-functional launch planning, ensuring site-specific onboarding timelines and constraints are reflected in demand models and operational readiness frameworks
• Track and refine institutional adoption curves using live profiling data and post-onboarding metrics
• Maintain dynamic “living profiles” of treatment centers that evolve post-activation, incorporating ongoing insights around site behavior, performance, feedback, and barriers
• Identify patterns and trends across institutions to inform macro-level strategy, resourcing, and engagement plans
• Act as a conduit for field feedback and real-time market signals, sharing insights across marketing, medical, and strategy teams