Senior Institutional Mental Health Account Specialist, Neuroscience – COBENFY – Indianapolis, IN

Bristol Myers Squibb•Jeffersonville, IN

12d•Remote

About The Position

The Institutional MHAS is a critical role in our unique customer model to execute the BMS aspiration to be the BioPharma team that delivers the most impactful engagement with Health Care Providers (HCPs), driving adoption of new and existing medicines for appropriate patients. This role will be hired to support the US commercialization of COBENFY, the first ever treatment to target muscarinic receptor circuits for schizophrenia. The Mental Health Account Specialist team will call on the providers and care team members specifically at Community Mental Health Centers, Certified Community Behavior Health Centers, and Hospitals. You will be a critical member of the hospital launch team. Geographies may cover multiple states. The primary role of the Institutional MHAS is to drive demand for BMS medicines within their portfolio for the appropriate patients. To meet the HCPs expectations, the Institutional MHAS engages them with a differentiated Customer Experience (Cx) through deeper scientific dialogue, consistent on-label discussions and leveraging effective avenues for partnering. The role builds and maintains strong professional credibility with regional thought leaders (RTLs), community-based physicians/HCPs in private practice, hospital-based physicians/HCPs, medical groups practices, office staff, and other stakeholders in the patient care continuum as their primary point of contact. The Institutional MHAS liaises with other BMS functions, including, but not limited to, partner portfolio aligned Therapeutic Areas Specialists (TAS) to deliver an overall higher Customer Experience (Cx) – by meeting HCP needs in a timely and scientific manner, and Key Account Managers (KAM) to identify and address account needs as appropriate. This role will prioritize the safe and appropriate use of BMS products while also focusing on overall business results and performance objectives while exemplifying BMS values. The Institutional MHAS role is field-based and is anticipated to spend 100% of their time in the field engaging solely with our customers in Community Mental Health Centers, Certified Community Behavioral Health Centers, and Hospitals.

Requirements

Advanced scientific degree and/or preferred 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.
Key competencies desired 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.
Scientific Agility 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.
Analytical Capability: 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. This helps them tailor their communication and product presentations to suit individual HCP needs.
Understanding how to interpret and analyze data related to BMS products, customer preferences, clinical data.
Technological Agility: 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. This enables Institutional MHAS to respond promptly to inquiries, share updates, and maintain effective communication.
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.
As this position requires the operation of a Company-provided vehicle, offers of employment are contingent upon the candidate meeting the requirements of “Qualified Driver,” as determined by the Company in its sole discretion, including but not limited to the following: 1) at least 21 years of age; 2) a driver’s license in good standing issued by your state of residence; and, 3) 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

Portfolio Promotion 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
Fair & Balanced Scientific Dialogue 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.
Cross-functional collaboration 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

Medical, pharmacy, dental and vision care.
Wellbeing support such as the BMS Living Life Better program and employee assistance programs (EAP).
Financial well-being resources and a 401(K).
Financial protection benefits such as short- and long-term disability, life insurance, supplemental health insurance, business travel protection and survivor support.
Work-life programs include paid national holidays and optional holidays, Global Shutdown days between Christmas and New Year’s holiday, up to 120 hours of paid vacation, up to two (2) paid days to volunteer, sick time off, and summer hours flexibility.
Parental, caregiver, bereavement, and military leave.
Family care services such as adoption and surrogacy reimbursement, fertility/infertility benefits, support for traveling mothers, and child, elder and pet care resources.
Other perks like tuition reimbursement and a recognition program.
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.