[Hiring] Associate Director - Key Account Manager 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 that leads to meaningful outcomes.
• Generate optimal access to enable COBENFY use in target accounts by supporting formulary management, the P&T process and advocating for improvement of formulary position.
• Understand account’s decision-making on protocols/pathways; monitor any changes and advocate for open access to COBENFY on pathways and protocols.
• Coordinate with HIT Specialists to support EMR/EHR updates to reflect updated clinical pathways, hospital protocols and order sets 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, leveraging economic data and models to help demonstrate COBENFY’s value proposition.
• Serve as the BMS Neuroscience contact and build and maintain strong, long-term professional relationships with C-suite, finance, pharmacy, operations and other relevant senior administrators.
• Educate key decision makers on COBENFY’s reimbursement dynamics in the hospital setting.
• Analyze and apply market data to assess business opportunities and priorities, including relevant impact of regional health care trends.
• Conduct internal business strategy discussions and account reviews routinely to ensure that key internal stakeholders understand the customer’s business strategy.
• 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 to all applicable laws and comply with 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, integrated delivery networks (IDNs), organizer provider networks, healthcare systems and payer dynamics.
• Experience with hospital payment models and metrics, P&T process, formulary access and reimbursement dynamics, pathways and protocol development, EMR/EHR systems, pharmacy planning and operations required.
• Demonstrated ability to develop customer centric approaches, leverage multi-disciplinary capabilities and resources in order to realize objectives required.
• Track record of driving growth and/or achieving field execution targets in the pharmaceutical industry and consistently exceeding expectations.
• Proven ability to lead without direct authority, collaborate with cross-functional teams, and drive strategic execution to achieve results and exceed goals.
• 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, providing paid time off without a set accrual limit, subject to manager approval.
• 11 paid company holidays each year.
• 160 hours of paid vacation annually for new hires (subject to manager approval) for non-exempt employees.
• Access to additional time-off benefits, including paid sick leave, up to two paid volunteer days per year, summer hours flexibility, and leaves of absence for various needs.
• Annual Global Shutdown between Christmas Day and New Year's Day for eligible employees.