Senior Institutional Mental Health Account Specialist, Neuroscience - COBENFY - Providence, RI

Bristol Myers Squibb•Providence, RI

23h•Onsite

About The Position

Working at Bristol Myers Squibb offers a challenging, meaningful, and life-changing experience, with unique work happening daily across all departments, from optimizing production to breakthroughs in cell therapy. Employees have opportunities to grow and thrive alongside high-achieving teams. BMS values balance and flexibility, offering competitive benefits, services, and programs. Bristol Myers Squibb has a rich history in Neuroscience, developing innovative medicines for Neurodegenerative and Neuromuscular conditions, and has reentered the Psychiatry market focusing on schizophrenia patients. As a global biopharmaceutical company, BMS aims to discover and develop therapies that change human health, valuing passion for patients, innovation, independence, and challenge. The Institutional Mental Health Account Specialist (MHAS) is a critical role designed to deliver impactful engagement with Health Care Providers (HCPs) to drive adoption of new and existing medicines. This role supports the US commercialization of COBENFY, a treatment for schizophrenia, by calling on providers and care team members at Community Mental Health Centers, Certified Community Behavioral Health Centers, and Hospitals, and is a key member of the hospital launch team. The primary goal is to drive demand for BMS medicines by engaging HCPs with a differentiated Customer Experience (Cx) through scientific dialogue and effective partnering. The MHAS builds professional credibility with regional thought leaders, community-based and hospital-based physicians/HCPs, medical groups, office staff, and other stakeholders. This role collaborates with other BMS functions, including Therapeutic Area Specialists (TAS) and Key Account Managers (KAM), to ensure a high Customer Experience. The MHAS prioritizes the safe and appropriate use of BMS products while focusing on business results and exemplifying BMS values. This is a field-based role, with 100% of time spent engaging customers in relevant mental health institutions.

Requirements

Advanced scientific degree and/or 5+ years of pharmaceutical or biotechnology experience as healthcare sales / MSL / HCP / nurse.
Ability to communicate scientific or clinical data accurately and convincingly to help physicians best serve their patients.
Demonstrated experience building and maintaining strong credibility with key community- and hospital-based customers, office staff, case managers, and others in the customer influence network via a customer-centric mindset and desire to create positive and differentiated Customer Experience (Cx).
Demonstrated understanding of acute care, hospital, and healthcare systems and institutional treatment dynamics.
Demonstrated experience engaging with P&T committee members and knowledge of formulary, reimbursement processes.
Demonstrated strong capability in account management skill sets, superior selling competencies, and proven sales performance track record of meeting or exceeding goals.
Demonstrated ability to work effectively cross-functionally with a positive team mindset and can-do attitude.
Strong selling and promotional skills proven through a track record of performance.
Customer/commercial mindset.
Demonstrated ability to drive business results.
Experience identifying, engaging, and cultivating credibility with customers across the patient care journey.
Demonstrated account management skills and problem-solving mentality.
Understands the patient journey and can customize engagement and deliver tailored messages.
Demonstrated resourcefulness and ability to connect with customers.
Patient centricity.
Understands the patient journey and experience.
Has a patient-focused mindset.
Excellent communication and presentation skills to articulate scientific and clinical data in an easy-to-understand manner to help HCPs best serve their patients.
Has a strong learning mindset and passion for science.
Prioritizes staying current with the latest data.
Ability to analyze data, such as prescribing patterns, market trends, and HCP preferences.
Data-driven insights help Institutional MHAS strategize and target their efforts effectively.
Ability to segment HCPs based on their preferences and other relevant factors.
Understanding how to interpret and analyze data related to BMS products, customer preferences, clinical data.
Understanding, adapting, and effectively using technology in various aspects of healthcare business and interacting with HCPs.
Utilizing various digital communication channels such as emails, instant messaging apps, and video conferencing to stay in touch with healthcare professionals, colleagues, and clients.
Competency using internal software or CRM tools to collect, enter, and manage quality data in a timely and compliant manner, track interactions, and plan future engagements with healthcare professionals.
Ability to use the Medical on Call technology effectively.
Keeping up to date with technological advancements and changes.
Teamwork/Enterprise mindset.
Strong business acumen to understand and analyze business and market drivers and develop, execute, and adjust business plans.
Demonstrates a strong sense of learning agility.
Seeks out and learns from unfamiliar experiences, and then applies those lessons to achieve better results in subsequent situations.
Track record of balancing individual drive and collaborative attitude.
Holds a high level of integrity and good judgment, in order to navigate the requirements of the role effectively and compliantly in accordance with BMS policies and procedures.
At least 21 years of age (for company vehicle).
A driver’s license in good standing issued by your state of residence.
A driving risk level deemed acceptable by the Company.

Nice To Haves

Experience in Psychiatry is preferred.
Experience in Community Mental Health Centers, Certified Community Behavior Health Centers, and Hospitals preferred.

Responsibilities

Promotes approved indications of BMS products within a defined territory or region to meet or exceed assigned sales targets in a compliant manner.
Creates demand for BMS medicines by articulating in a balanced manner the clinical and scientific rationale for use of products in appropriate patients.
Engages with and continuously maintains/grows a high level of scientific expertise in all assigned products and therapeutic areas.
Prepares and successfully implements comprehensive territory and account plans by outlining strategic drivers, tactics, and applying resources to appropriately promote assigned product(s) to health care providers, hospital administrators, key influencers and ancillary hospital staff along the patient continuum within a geographically defined area.
Proactively uses available tools to derive insights and to dynamically inform call plans.
Provides feedback on experience using these tools to leadership to enable continuous improvement.
Within hospitals, develops and leverages strong professional relationships with customers in clinical practice, pharmacy department, pharmacy and therapeutics committee (P&T) and other key influencers to encourage formulary access and product availability throughout the hospital.
Demonstrates thorough understanding of access/affordability & reimbursement services and payer/formulary within hospitals.
Demonstrates thorough understanding of hospital-based treatment pathways, discharge planning, and multidisciplinary care coordination.
Demonstrates scientific expertise and passion in using approved scientific resources and publications to present information to HCPs and ensures medical accuracy.
Conducts in-office presentations (e.g., lunch and learns) and discusses product-related scientific information with HCPs that is consistent with label.
Organizes external speaker programs, selecting speakers from list approved by Speakers Bureau and facilitating scheduling and logistics.
Maintains a high level of working expertise on emerging data for approved indications.
Engages real-time medical support through Medical on Call to reactively answer unsolicited questions and complex technical inquiries.
Proactively collaborates with other field teams to ensure the best Customer Experience (Cx) for HCPs.
Gathers and shares relevant insights and information internally with the appropriate stakeholders to enable BMS to better serve its customers.
Works collectively with matrix team members to arrange approved promotional programs and hospital initiatives that will effectively and compliantly promote the product.
Complies with all laws, regulations, and policies that govern the conduct of BMS.

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