Job description

At Bristol Myers Squibb, our employees often ask, “Who are you working for?”—a question that fuels collaboration, accountability, and urgency in our work. Our purpose-driven culture inspires us to discover, develop, and deliver innovative medicines to prevail over serious diseases. We offer uniquely interesting and meaningful work, opportunities for growth, and a supportive environment that values inclusion, wellbeing, flexibility, and comprehensive benefits. This is work that transforms the lives of patients, and the careers of those who do it. Title: Key Account Manager (Associate Director) Territory: Pittsburgh, PA Therapeutic Area: Cobenfy At Bristol Myers Squibb, we are inspired by a single vision – transforming patients’ lives through science. In oncology, neuroscience, immunology and cardiovascular disease – and one of the most diverse and promising pipelines in the industry – each of our passionate colleagues contribute to innovations that drive meaningful change. We bring a human touch to every treatment we pioneer. Join us and make a difference. Position Summary 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 We hire for skills and capabilities, not just credentials – if this role excites you, but doesn’t perfectly match your resume, we encourage you to apply anyway. Compensation Overview: Field - United States - US: $166,350 - $201,571 The starting pay range(s) listed above is for full-time employees (FTE). You may also be eligible for additional discretionary incentive cash and stock opportunities. We determine starting pay thoughtfully – carefully considering the nature of the role, required skills, work location, schedule and the knowledge and experience you bring. Final compensation is guided by pay equity principles and applicable employment laws. Compensation programs are reviewed on an ongoing basis and may be adjusted over time to reflect evolving market factors, and individual, team or Company performance. Benefits: Subject to the terms and conditions of the applicable plans then in effect, you may be eligible to participate in our comprehensive benefit plans – including wellbeing support, retirement and financial protection benefits, and insurance offerings (medical, dental, vision, life and disability). U.S.-based exempt employees are eligible for Flexible Time Off (FTO), which provides paid time off without a set accrual limit, subject to manager approval, along with 11 paid company holidays each year. Non-exempt employees, RayzeBio employees, and employees located in Puerto Rico receive 160 hours of paid vacation annually for new hires (subject to manager approval), 11 paid company holidays, and 3 optional holidays. Depending on eligibility, employees may also have access to additional time-off benefits, including paid sick leave, up to two paid volunteer days per year, summer hours flexibility, and leaves of absence for medical, personal, parental, caregiver, bereavement, or military needs. Eligible employees also enjoy an annual Global Shutdown between Christmas Day and New Year's Day. U.S.-based job seekers can explore full benefit offerings at careers.bms.com How We Work Where you work matters – because collaboration, innovation and patient impact happen in many settings. Our roles are structured across four work models: site-essential, site-by-design, field-based and remote-by-design. The model assigned to this role is based on its core responsibilities. Learn more at careers.bms.com. 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 qualified applicants with arrest and conviction records, pursuant to applicable laws in your area. For roles based in Los Angeles County only: 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: careers.bms.com 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 careers.bms.com . Any data processed in connection with role applications will be treated in accordance with applicable data privacy policies and regulations. If this posting is missing required information required by local law or incorrect, contact BMS at TAEnablement@bms.com with the Job Title and Requisition number. Do not send application-related inquiries to this email. To check your application status, please login to your Candidate Home Account. R1602551 : Associate Director - Key Account Manager Neuroscience, COBENFY- Pittsburgh, PA

Requirements

Must-haves

Title: Key Account Manager (Associate Director)
Territory: Pittsburgh, PA
Therapeutic Area: Cobenfy
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
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
BS/BA degree required
Minimum of 8 years of pharmaceutical or healthcare experience required
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.

Nice-to-haves

Previous hospital and IDN experience required; regional or national account management experience preferred
Psychiatry/Schizophrenia Expertise, Sales Leadership, Marketing/Home Office experience preferred
Prior people management experience is preferred

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

accessibility

Platform: eightfold
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

Paid Time Off