East Regional Director, Cell Therapy Field Market Access

Bristol Myers Squibb • Malibu, SC

5d • Onsite

About The Position

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. Summary: The East Regional Director, Cell Therapy Field Market Access is responsible for leading the East Cell Therapy customer-facing team for BMS’s Cell Therapy Market Access and Patient Access Support Services. This role communicates, implements, and oversees the strategic and operational plans for patient access to Bristol Myers Squibb’s cellular therapy portfolio, managing the daily performance of the Cell Therapy Field Market Access Team across the Eastern Region. The East Region Director will work closely with the Cell Therapy Field Market Access Leadership Team on all strategies and objectives outlined in this position summary. The field team is responsible for the execution of all BMS CAR T Market Access reimbursement activities within identified cell therapy accounts during all phases of account onboarding and post onboarding. The core remit of the field team includes expertise in national and local payer dynamics and policies, cell therapy distribution model, account economics and patient pull-through. The Regional Director will also be responsible for engaging with corporate/executive level customers in the region. You will contribute to the formulation of the long-term access strategies and objectives of the region, in a complex and competitive market. The role will work closely with US Market Access Strategy, Patient Access Support Services, Brand Marketing, Field Sales, Distribution, Medical, Legal, Compliance as well as other key internal matrix team partners, external customers, trade associations and critical vendor partners of BMS. The company seeks a highly engaged team player with a strong strategic mind-sent and operational skills who can function effectively in a fast-growing and highly successful company building its position as the market leader in cellular therapy. Reports to the Senior Director, Cell Therapy Field Market Access and has direct reports - the East Region Cell Therapy Field Market Access Team (Associate Directors) The position is field based and encompasses Northeast, Mid-Atlantic, and Southeast regions of the US. You must live in the territory to be considered.

Requirements

• Bachelor’s degree in Business, Health or Life Sciences, Healthcare Administration, or related field required; advanced degree (MBA, MA Public Health, PharmD, etc.) preferred
• Cell therapy experience strongly preferred
• 10+ years of overall pharmaceutical and/or Healthcare industry experience
• 5+ years of oncology, hematology or other complex, high cost buy and bill therapy reimbursement experience strongly preferred, including: Coverage, coding, billing and payment Medicare (NCD, IPPS, OPPS, 340B, etc.) Medical policy, managed care coverage processes and practice for in-patient and out-patient coverage Local coverage determinations and case rate negotiations
• Demonstrated 3+ years people leadership experience strongly preferred
• Proven ability to work successfully in a fast-paced environment with the need to manage constant change
• Demonstrated ability to deal with ambiguity – ready to change gears and plans quickly
• Proven ability to build relationships quickly and credibly
• Demonstrated ability to interact and effectively partner with senior leadership across the organization
• Proven organizational skills with ability to problem solve and manage multiple urgent priorities in parallel
• Flexible, adaptable, and able to react to changing circumstances and priorities with high level of commitment and professionalism
• Proven ability to contribute towards the development of key strategies and execute them
• Strong analytical, consulting, and business planning skills
• Positive role model with strong leadership qualities
• Exhibit a high degree of strategic expertise and business acumen
• Skilled communicator with the ability to effectively present to individuals at all levels of the organization, including senior executives, and adept at representing patients/customers/stakeholders' concerns, priorities, and needs to internal stakeholders while developing innovative solutions to address them
• Demonstrate the appropriate coaching and guidance to support individuals and prepare for future development
• Excellent written and verbal communication skills
• Excellent interpersonal skills to effectively work with many diverse customers
• Excellent presentation skills to engage and meet the needs of various audiences
• Proven ability to work independently and travel as needed (up to 50%)
• Ability to drive a car with a valid driver's license
• Candidate must reside within the covered region
• Leadership skills - Proven ability to build, lead and inspire high performance teams. Achieves organizational focus on key priorities, provides clear direction, delegates, actively communicates and coaches. Able to seek broad input from the commercial leadership team regarding key decisions. Values diverse and opposing views. A committed mentor, people developer and team builder. Strong organizational and administrative skills. Possesses a sense of urgency.
• Results orientation - A results-oriented individual, with a participative, high-energy style, strong personal work ethic, intense focus on results and a bias toward action. Establishes clear expectations, objectives, and priorities. Sets aggressive but achievable goals and consistently delivers. Diligently monitors progress and proactively addresses variances. Highly decisive and action oriented.
• Collaboration skills - A top class team player. Works effectively in a team-based organization, collaborates cross-functionally and builds alignment around goals and objectives. Shares, circulates information. Readily builds consensus and achieves agreement on key initiatives and priorities. Will be able to point to previous success maximizing the communication requirements and productivity of a fast-growing leader company.
• Flexible & Entrepreneurial skills - The ideal candidate must be able to navigate in a complex internal structure/environment and commit to the objectives and deliver despite unforeseen events by: Recognizing market access opportunities for our products, act accordingly and take risk when opportunities arise Being a change agent in a rapidly transforming organization Developing and encouraging innovative ideas
• Integrity - Possesses unquestioned integrity and strong business ethics. Demonstrates a firm commitment to the company’s beliefs, values and organizational goals. Committed to making a positive contribution to the organization. Has the reputation and record of achievement to establish trust and credibility with peers, subordinates, collaboration partners, and external constituents.
• Strategic capabilities - Able to devise a long-term vision, based on a thorough understanding of industry trends and opportunities. Manages an effective planning process. Demonstrates creativity and effectiveness in addressing major strategic challenges.
• Analytical and problems solving skills - Adept at using advanced analytical techniques, tools and financial models to assess issues. Able to rapidly identify issues, develop and effectively implement solutions. Demonstrates personal flexibility and adaptability to operate effectively in changing environments and fluid markets.
• Communication skills - Excellent communication and interpersonal skills. Effectively leads meetings. Strong presentation skills in both small and large group setting. Excellent listener; seeks broad input and feedback; frequent and effective follow-up.
• Intelligence - A focused thinker with superior analytical skills. A quick study in new situations. Strong planning and implementation skills.

Responsibilities

• Work with cross functional partners to include the Commercial Cell Therapy Account Management Team, Market Access Strategy, Patient Access Support Services, Distribution, and National and Regional Account Executives to inform strategies and ensure market access objectives are met
• Maintain deep market access and health care policy expertise in cell therapy and anticipate current and future implications to access
• Identify and provide relevant regional marketplace feedback in a timely manner to management on customer business trends, competitive updates and account issues/opportunities
• Inform strategy for continuous improvement of the access/reimbursement journey for customers i.e., payer coverage and reimbursement, time to treatment, and ordering process, as well as internal business rules, field strategy, and hub processes
• Drive access pull through within regional Cell Therapy accounts by establishing access account management goals for cellular therapy portfolio
• In collaboration with Field Market Access leadership team, establish measurable performance parameters
• Maximize achievement of access objectives through focus, engagement, and inspiration of the regional team
• Oversee regional field execution of program strategies related to payer coverage & reimbursement policy as well as implications of market events on national and regional policies related to BMS CAR Ts (coverage, coding, reimbursement, pricing, etc.)
• Actively drive team to build intimate knowledge of local payer relationships, dynamics, and segmentation to help educate cell therapy sites navigate prior authorizations and case rate negotiations
• Oversee and lead regional team execution of trade and distribution strategy including timely account onboarding, trade and distribution troubleshooting, and pull through of order placements in the specified time frames
• Conduct field rides for coaching and development of team members and facilitate meetings with external executives as needed to ensure access information is shared in a timely manner during and after the onboarding of accounts
• Urgently and effectively manage customer escalations, involves others as needed
• Leads multiple projects in a fast-paced, deadline-driven, entrepreneurial environment
• Conduct annual and on-going performance reviews and competency assessments
• Monitor field activity to ensure balanced workloads
• Lead, coach, develop and energize the regional field team in support of the current and future BMS Cell Therapy portfolio to successfully and compliantly achieve access objectives

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director