Hybrid Associate Director, Hospital Key Account Manager – Neuroscience

at Bristol Myers Squibb

• Job title: Associate Director, Hospital Key Account Manager – Neuroscience
• Job type: Full Time
• Experience level: Senior
• Salary: $166,350 - $201,571 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Los Angeles, United States

About the role

• Associate Director managing Hospital Key Accounts in Neuroscience for Bristol Myers Squibb. Focusing on stakeholder engagement, account strategies, and optimizing COBENFY adoption.

Responsibilities

• Gain a deep understanding of customer objectives, challenges, stakeholder/influence mapping, and market dynamics and translate this knowledge into an 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, leverage 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 procedure
• 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

Requirements

• 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

• 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 include: Paid Time Off US Exempt Employees: flexible time off (unlimited, with manager approval, 11 paid national holidays (not applicable to employees in Phoenix, AZ, Puerto Rico or Rayzebio employees) 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 Based on eligibility*, additional time off for employees may include unlimited paid sick time, up to 2 paid volunteer days per year, summer hours flexibility, leaves of absence for medical, personal, parental, caregiver, bereavement, and military needs and an annual Global Shutdown between Christmas and New Years Day. All global employees full and part-time who are actively employed at and paid directly by BMS at the end of the calendar year are eligible to take advantage of the Global Shutdown. *Eligibility Disclosure: The summer hours program is for United States (U.S.) office-based employees due to the unique nature of their work. Summer hours are generally not available for field sales and manufacturing operations and may also be limited for the capability centers. Employees in remote-by-design or lab-based roles may be eligible for summer hours, depending on the nature of their work, and should discuss eligibility with their manager. Employees covered under a collective bargaining agreement should consult that document to determine if they are eligible. Contractors, leased workers and other service providers are not eligible to participate in the program.