[Hiring] Associate Director - Key Account Management Neuroscience @Bristol Myers Squibb

Role Description

We are seeking strategic, results-driven and experienced individuals to join our team as Hospital Key Account Manager (KAM) – Neuroscience. This is a critical role in establishing Bristol-Myers Squibb as a leader in Neuroscience and our commitment to supporting the efforts of Neuroscience Healthcare Providers in improving patient outcomes. This is a field-based role that will report directly to a KAM Director.

The Key Account Manager is responsible for developing a comprehensive and integrated stakeholder engagement strategy within targeted key accounts to optimize access, educate on COBENFY value proposition at the account-level, and support overall adoption of COBENFY. A deep working knowledge and understanding of the clinical, economic and business model dynamics driving decision-making at these accounts is critical.

This position will work cross-functionally with internal stakeholders including Marketing, Market Access, Sales, Medical and Patient Services to leverage knowledge of the potential accounts and marketplace, shape brand access, clinical advocacy and performance strategies across key accounts. The role will focus on launch execution, market expansion, strategic account management shaping BMS’s success.

Key Responsibilities

• Gain a deep understanding of customer objectives, challenges, stakeholder/influence mapping, and market dynamics.
• Translate knowledge into actionable strategic and tactical account plans to optimize customer engagement and account outcomes in the Neuropsychiatry space.
• Lead the development and execution of account-specific strategies and partner with cross-functional teams to support adoption within hospital systems and health systems.
• Integrate and prioritize account plans and coordinate activities across matrix partners to ensure stellar account management/support.
• Generate optimal access to enable COBENFY use in target accounts by supporting formulary management and the P&T process.
• Understand account’s decision-making on protocols/pathways; monitor any changes and advocate for open access to COBENFY.
• Coordinate with HIT Specialists to support EMR/EHR updates as needed.
• Engage matrix team and key hospital decision makers to collaboratively build economically accretive solutions beneficial to population health.
• Lead discussions on hospital reimbursement models tied to outcomes.
• Serve as the BMS Neuroscience contact and build and maintain strong, long-term professional relationships with key decision makers.
• Analyze and apply market data to assess business opportunities and priorities.
• Conduct internal business strategy discussions and account reviews routinely.
• Identify customer pain points/operational inefficiencies to solve and areas of opportunity to enable access to COBENFY.
• Support dissemination of system-level decisions within associated accounts.
• Operate in full compliance with all applicable laws and BMS policies and procedures.
• Uphold high ethical standards while driving business success and fostering a customer-centric approach.
• This role requires the individual to be in the field >80% of the time.

Qualifications

• BS/BA degree required.
• Minimum of 8 years of pharmaceutical or healthcare experience required.
• Previous hospital and IDN experience required; regional or national account management experience preferred.
• Direct health system provider and payer experience required.
• Understanding of the U.S. healthcare system, including direct experience working in hospitals and acute care.
• Experience with hospital payment models and metrics, P&T process, formulary access and reimbursement dynamics required.
• Demonstrated ability to develop customer centric approaches and leverage multi-disciplinary capabilities.
• Track record of driving growth and achieving field execution targets in the pharmaceutical industry.
• Proven ability to lead without direct authority and collaborate with cross-functional teams.
• Strong strategic thinking and problem-solving skills.
• Psychiatry/Schizophrenia Expertise, Sales Leadership, Marketing/Home Office experience preferred.
• Prior people management experience is preferred.
• Proven track record of success in access, marketing, and/or sales is required.
• Excellent analytical, social, communication (oral and written), and presentation skills required.
• Demonstrates critical thinking and strong decision-making skills.
• Proven leadership skills and ability to network across complex internal and external environments.
• A valid driver’s license within 50 United States is required.

Benefits

• Comprehensive benefit plans including wellbeing support, retirement and financial protection benefits, and insurance offerings (medical, dental, vision, life and disability).
• Flexible Time Off (FTO) for U.S.-based exempt employees, along with 11 paid company holidays each year.
• 160 hours of paid vacation annually for non-exempt employees, along with 11 paid company holidays and 3 optional holidays.
• Access to additional time-off benefits, including paid sick leave and up to two paid volunteer days per year.
• Annual Global Shutdown between Christmas Day and New Year's Day for eligible employees.