Associate Director, Hospital Key Account Manager - Neuroscience - Southern California

Working with Us
Challenging. Meaningful. Life-changing. Those aren’t words that are usually associated with a job. But working at Bristol Myers Squibb is anything but usual. Here, uniquely interesting work happens every day, in every department. From optimizing a production line to the latest breakthroughs in cell therapy, this is work that transforms the lives of patients, and the careers of those who do it. You’ll get the chance to grow and thrive through opportunities uncommon in scale and scope, alongside high-achieving teams. Take your career farther than you thought possible.

Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives. Read more: careers.bms.com/working-with-us.

Title: Key Account Manager (Associate Director)

Territory: Southern California (LA-San Diego)

Therapeutic Area: Cobenfy

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.  As such, 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 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

Qualifications & Experience

• 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 

If you come across a role that intrigues you but doesn’t perfectly line up with your resume, we encourage you to apply anyway. You could be one step away from work that will transform your life and career.

Field - United States - US: $166,350 - $201,571

The starting compensation range(s) for this role are listed above for a full-time employee (FTE) basis. Additional incentive cash and stock opportunities (based on eligibility) may be available. The starting pay rate takes into account characteristics of the job, such as required skills, where the job is performed, the employee’s work schedule, job-related knowledge, and experience. Final, individual compensation will be decided based on demonstrated experience. 

Eligibility for specific benefits listed on our careers site may vary based on the job and location. For more on benefits, please visit https://careers.bms.com/life-at-bms/.
 

Benefit offerings are subject to the terms and conditions of the applicable plans in effect at the time and may require enrollment. Our benefits include:

• 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.

Uniquely Interesting Work, Life-changing Careers
With a single vision as inspiring as “Transforming patients’ lives through science™ ”, every BMS employee plays an integral role in work that goes far beyond ordinary. Each of us is empowered to apply our individual talents and unique perspectives in a supportive culture, promoting global participation in clinical trials, while our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.

On-site Protocol

BMS has an occupancy structure that determines where an employee is required to conduct their work. This structure includes site-essential, site-by-design, field-based and remote-by-design jobs. The occupancy type that you are assigned is determined by the nature and responsibilities of your role:

Site-essential roles require 100% of shifts onsite at your assigned facility. Site-by-design roles may be eligible for a hybrid work model with at least 50% onsite at your assigned facility. For these roles, onsite presence is considered an essential job function and is critical to collaboration, innovation, productivity, and a positive Company culture. For field-based and remote-by-design roles the ability to physically travel to visit customers, patients or business partners and to attend meetings on behalf of BMS as directed is an essential job function.

Supporting People with Disabilities

BMS is dedicated to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace accommodations/adjustments and ongoing support in their roles. Applicants can request a reasonable workplace accommodation/adjustment prior to accepting a job offer. If you require reasonable accommodations/adjustments in completing this application, or in any part of the recruitment process, direct your inquiries to adastaffingsupport@bms.com. Visit careers.bms.com/eeo-accessibility to access our complete Equal Employment Opportunity statement.

Candidate Rights

BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.

If you live in or expect to work from Los Angeles County if hired for this position, please visit this page for important additional information: https://careers.bms.com/california-residents/

Data Protection

We will never request payments, financial information, or social security numbers during our application or recruitment process. Learn more about protecting yourself at https://careers.bms.com/fraud-protection.

Any data processed in connection with role applications will be treated in accordance with applicable data privacy policies and regulations.

If you believe that the job posting is missing information required by local law or incorrect in any way, please contact BMS at TAEnablement@bms.com. Please provide the Job Title and Requisition number so we can review. Communications related to your application should not be sent to this email and you will not receive a response. Inquiries related to the status of your application should be directed to Chat with Ripley.

R1598768 : Associate Director, Hospital Key Account Manager - Neuroscience - Southern California