Senior Institutional Mental Health Account Specialist, Neuroscience - COBENFY - Des Moines, IA

Bristol Myers Squibb • Des Moines, IA

23h • Onsite

About The Position

Bristol Myers Squibb offers challenging, meaningful, and life-changing work, transforming patients' lives and employees' careers through unique opportunities and competitive benefits. The company has a rich history in Neuroscience and has reentered the Psychiatry market, focusing on schizophrenia patients with innovative medicines like COBENFY. The Institutional Mental Health Account Specialist (MHAS) is a critical field-based role responsible for driving demand for BMS medicines by engaging Health Care Providers (HCPs) at Community Mental Health Centers, Certified Community Behavioral Health Centers, and Hospitals. This role involves delivering a differentiated Customer Experience through scientific dialogue, consistent on-label discussions, and fostering strong professional credibility with regional thought leaders, community-based and hospital-based HCPs, and other stakeholders. The MHAS collaborates with other BMS functions like Therapeutic Areas Specialists (TAS) and Key Account Managers (KAM) to ensure timely and scientific support for HCPs, prioritizing the safe and appropriate use of BMS products while achieving business objectives and exemplifying company values. The role requires 100% time in the field engaging customers.

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.
• 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.
• 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.
• 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.
• Meeting the requirements of “Qualified Driver,” including at least 21 years of age, a driver’s license in good standing, and 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 that provide our employees with the resources to pursue their goals, both at work and in their personal lives.
• 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.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 5,001-10,000 employees