Associate Director - Key Account Management Neuroscience, COBENFY Central CA, Hawaii, and Las Vegas NV

Bristol Myers Squibb•Malibu, SC

About The Position

Working at Bristol Myers Squibb offers challenging, meaningful, and life-changing work, transforming patients' lives through science in oncology, neuroscience, immunology, and cardiovascular disease. The company fosters growth and provides competitive benefits and programs for employee well-being. This specific role is for a Hospital Key Account Manager (KAM) – Neuroscience, a critical field-based position focused on establishing Bristol-Myers Squibb as a leader in Neuroscience and supporting Healthcare Providers to improve patient outcomes. The KAM is responsible for developing and executing a comprehensive stakeholder engagement strategy within targeted key accounts to optimize access, educate on the COBENFY value proposition, and support its overall adoption. This involves a deep understanding of clinical, economic, and business model dynamics within accounts and cross-functional collaboration with internal stakeholders like Marketing, Market Access, Sales, Medical, and Patient Services to shape brand access, clinical advocacy, and performance strategies. The role emphasizes launch execution, market expansion, and strategic account management to drive BMS's success.

Requirements

BS/BA degree required
Minimum of 8 years of pharmaceutical or healthcare experience required
Previous hospital and IDN 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
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

Nice To Haves

regional or national account management experience preferred
Psychiatry/Schizophrenia Expertise, Sales Leadership, Marketing/Home Office experience preferred
Prior people management experience is preferred

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

Benefits

Competitive benefits, services and programs
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
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
Unlimited paid sick time (based on eligibility)
Up to 2 paid volunteer days per year (based on eligibility)
Summer hours flexibility (based on eligibility)
Leaves of absence for medical, personal, parental, caregiver, bereavement, and military needs
Annual Global Shutdown between Christmas and New Years Day (for all global employees full and part-time who are actively employed at and paid directly by BMS at the end of the calendar year)