Associate Director – Key Account Management Neuroscience
| Company | Bristol Myers Squibb |
|---|---|
| Location | Louisville, KY, USA |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | Bachelor’s |
| Experience Level | Senior, Expert or higher |
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
- 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
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
Preferred Qualifications
- Previous hospital and IDN experience preferred
- Psychiatry/Schizophrenia Expertise, Sales Leadership, Marketing/Home Office experience preferred
- Prior people management experience is preferred