[Hiring] National Account Director @Bristol Myers Squibb

Role Description

The National Account Director for Emisar/OptumRx/UHC develops and executes market access strategies to secure favorable formulary positions and product access for Bristol Myers Squibb portfolio. This role demands a deep understanding of the U.S. healthcare system and managed care dynamics to navigate complex relationships and negotiation processes.

• Focuses on building and maintaining strategic partnerships with Pharmacy Benefit Managers (PBMs), Group Purchasing Organizations (GPOs), and Payers.
• Responsible for leading all related contract negotiations and managing relationships at the executive level.

Responsibilities

• Strategic account management: Develop and execute comprehensive, multi-year account plans for Emisar/OptumRx/UHC to achieve market access goals.
• Relationship building: Serve as the primary point of contact and build strong, high-level relationships with key PBM/GPO/Payer stakeholders, including C-suite executives, pharmacy directors, and formulary decision-makers.
• Contract negotiation: Lead complex contract negotiations with internal and external stakeholders to secure optimal formulary placement, maximize gross-to-net revenue, and manage rebate performance.
• Value proposition communication: Deliver clear and compelling clinical and economic value propositions to key account stakeholders, demonstrating how the company's products benefit their member populations.
• Cross-functional collaboration: Work closely with internal teams, including other Market Access colleagues such as Contracting, Pricing, Access Strategy, Legal, Sales, and Medical Affairs, to align strategies and execute plans effectively.
• Market intelligence: Continuously monitor the evolving PBM, GPO, and managed care landscape, analyzing market trends, competitor activities, and policy changes that could impact market access.
• Performance monitoring: Analyze contracted product performance, conduct quarterly business reviews with account partners, and report key metrics to senior management.
• Pull-through strategy: Collaborate with field and national sales teams to ensure effective implementation and "pull-through" of access-driving strategies with affiliated accounts.
• Artificial Intelligence (AI): Understand and incorporate AI in all aspects of the role to ensure timely dissemination of information and to streamline both internal and external capabilities.

Qualifications

• Education: A Bachelor's degree is required; an MBA or advanced degree in a related field is often preferred.
• Experience: A minimum of 10-15 years of experience in the pharmaceutical or biotech industry, with at least 5-10 years in a managed markets or national accounts role focused on PBMs.
• PBM/GPO/Payer relationships: Extensive, established relationships and a proven track record of successfully negotiating with the major accounts.
• Market access knowledge: In-depth understanding of the U.S. healthcare landscape, including the roles of PBMs/GPOs, managed care organizations, and government payers.
• Skills: Strong business acumen, analytical abilities, strategic thinking, and exceptional negotiation and presentation skills.
• Travel: Ability to travel frequently, often up to 50-65% of the time, to attend meetings and engage with key accounts.

Benefits

• Health Coverage: Medical, pharmacy, dental, and vision care.
• Wellbeing Support: Programs such as BMS Well-Being Account, BMS Living Life Better, and Employee Assistance Programs (EAP).
• Financial Well-being and Protection: 401(k) plan, short- and long-term disability, life insurance, accident insurance, supplemental health insurance, business travel protection, personal liability protection, identity theft benefit, legal support, and survivor support.
• Work-life benefits:
  • Paid Time Off for US Exempt Employees: flexible time off (unlimited, with manager approval), 11 paid national holidays.
  • Paid Time Off for Phoenix, AZ, Puerto Rico, and Rayzebio Exempt, Non-Exempt, Hourly Employees: 160 hours annual paid vacation for new hires with manager approval, 11 national holidays, and 3 optional holidays.
  • Additional time off may include unlimited paid sick time, up to 2 paid volunteer days per year, summer hours flexibility, and various leaves of absence.