[Hiring] Senior Institutional Mental Health Account Specialist @Bristol Myers Squibb

Role Description

The Institutional MHAS is a critical role in our unique customer model to execute the BMS aspiration to be the BioPharma team that delivers the most impactful engagement with Health Care Providers (HCPs), driving adoption of new and existing medicines for appropriate patients. This role will be hired to support the US commercialization of COBENFY, the first ever treatment to target muscarinic receptor circuits for schizophrenia.

The primary role of the Institutional MHAS is to drive demand for BMS medicines within their portfolio for the appropriate patients. To meet the HCPs expectations, the Institutional MHAS engages them with a differentiated Customer Experience (Cx) through deeper scientific dialogue, consistent on-label discussions and leveraging effective avenues for partnering.

The role builds and maintains strong professional credibility with:

• Regional thought leaders (RTLs)
• Community-based physicians/HCPs in private practice
• Hospital-based physicians/HCPs
• Medical groups practices
• Office staff
• Other stakeholders in the patient care continuum

The Institutional MHAS liaises with other BMS functions, including:

• Partner portfolio aligned Therapeutic Areas Specialists (TAS)
• Key Account Managers (KAM)

This role will prioritize the safe and appropriate use of BMS products while also focusing on overall business results and performance objectives while exemplifying BMS values.

The Institutional MHAS role is field-based and is anticipated to spend 100% of their time in the field engaging solely with our customers in Community Mental Health Centers, Certified Community Behavioral Health Centers, and Hospitals.

Key Responsibilities

• Promotes approved indications of BMS products within a defined territory or region to meet or exceed assigned sales targets in a compliant manner.
• Creates demand for BMS medicines by articulating in a balanced manner the clinical and scientific rationale for use of products in appropriate patients.
• Engages with and continuously maintains/grows a high level of scientific expertise in all assigned products and therapeutic areas.
• Prepares and successfully implements comprehensive territory and account plans by outlining strategic drivers, tactics, and applying resources to appropriately promote assigned product(s) to health care providers, hospital administrators, key influencers and ancillary hospital staff along the patient continuum within a geographically defined area.
• Proactively uses available tools to derive insights and to dynamically inform call plans.
• Within hospitals, develops and leverages strong professional relationships with customers in clinical practice, pharmacy department, pharmacy and therapeutics committee (P&T) and other key influencers to encourage formulary access and product availability throughout the hospital.
• Demonstrates thorough understanding of access/affordability & reimbursement services and payer/formulary within hospitals.
• Demonstrates thorough understanding of hospital-based treatment pathways, discharge planning, and multidisciplinary care coordination.
• Demonstrates scientific expertise and passion in using approved scientific resources and publications to present information to HCPs and ensures medical accuracy.
• Conducts in-office presentations (e.g., lunch and learns) and discusses product-related scientific information with HCPs that is consistent with label.
• Organizes external speaker programs, selecting speakers from list approved by Speakers Bureau and facilitating scheduling and logistics.
• Maintains a high level of working expertise on emerging data for approved indications.
• Engages real-time medical support through Medical on Call to reactively answer unsolicited questions and complex technical inquiries.
• Proactively collaborates with other field teams to ensure the best Customer Experience (Cx) for HCPs.
• Gathers and shares relevant insights and information internally with the appropriate stakeholders to enable BMS to better serve its customers.
• Works collectively with matrix team members to arrange approved promotional programs and hospital initiatives that will effectively and compliantly promote the product.
• Complies with all laws, regulations, and policies that govern the conduct of BMS.

Qualifications

• Advanced scientific degree and/or preferred 5+ years of pharmaceutical or biotechnology experience as healthcare sales / MSL / HCP / nurse.
• Ability to communicate scientific or clinical data accurately and convincingly to help physicians best serve their patients.
• Demonstrated experience building and maintaining strong credibility with key community- and hospital-based customers, office staff, case managers, and others in the customer influence network via a customer-centric mindset and desire to create positive and differentiated Customer Experience (Cx).
• Experience in Psychiatry is preferred.
• Experience in Community Mental Health Centers, Certified Community Behavior Health Centers, and Hospitals preferred.
• Demonstrated understanding of acute care, hospital, and healthcare systems and institutional treatment dynamics.
• Demonstrated experience engaging with P&T committee members and knowledge of formulary, reimbursement processes.
• Demonstrated strong capability in account management skill sets, superior selling competencies, and proven sales performance track record of meeting or exceeding goals.
• Demonstrated ability to work effectively cross-functionally with a positive team mindset and can-do attitude.
• Strong selling and promotional skills proven through a track record of performance.

Requirements

• Customer/commercial mindset.
• Demonstrated ability to drive business results.
• Experience identifying, engaging, and cultivating credibility with customers across the patient care journey.
• Demonstrated account management skills and problem-solving mentality.
• Demonstrated resourcefulness and ability to connect with customers.
• Patient centricity with a patient-focused mindset.
• Scientific Agility with excellent communication and presentation skills.
• Analytical Capability to analyze data, such as prescribing patterns, market trends, and HCP preferences.
• Technological Agility in understanding and effectively using technology in various aspects of healthcare business.
• Teamwork/Enterprise mindset with strong business acumen.

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, up to two paid volunteer days per year, and leaves of absence for various needs.
• Annual Global Shutdown between Christmas Day and New Year's Day.