Associate Director, Hospital Key Account Manager - Neuroscience - Southern Calif
Bristol Myers Squibb, San Diego, CA, United States
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.
Title: Key Account Manager (Associate Director)
Territory: Southern California (LA-San Diego)
Therapeutic Area: COBENFY
We are seeking strategic, results-driven and experienced individuals to join our team as Hospital Key Account Manager (KAM) - Neuroscience. This is a critical role in establishing Bristol-Myers Squibb as a leader in Neuroscience and our commitment to supporting the efforts of Neuroscience Healthcare Providers in improving patient outcomes. This is a field-based role that will report directly to a KAM Director.
The Key Account Manager is responsible for developing a comprehensive and integrated stakeholder engagement strategy within targeted key accounts to optimize access, educate on COBENFY value proposition at the account-level, and support overall adoption of COBENFY. As such, a deep working knowledge and understanding of the clinical, economic and business model dynamics driving decision‑making at these accounts is critical.
This position will work cross‑functionally with internal stakeholders including Marketing, Market Access, Sales, Medical and Patient Services to leverage knowledge of the potential accounts and marketplace, shape brand access, clinical advocacy and performance strategies across key accounts. The role will focus on launch execution, market expansion, strategic account management shaping BMS's success.
Key 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 plan 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 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 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 procedures
Uphold high ethical standards while driving business success and fostering a customer‑centric approach
This role requires the individual to be in the field >80% of the time
Qualifications & Experience
BS/BA degree required
Minimum of 8 years of pharmaceutical or health‑care experience required
Previous hospital and IDN experience required; regional or national account management experience preferred
Direct health system provider and payer experience required
Understanding of the U.S. health‑care system, including direct experience working in hospitals and acute care, IDNs, provider networks, health‑care 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 to realize objectives
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
Psychiatry/Schizophrenia Expertise, Sales Leadership, Marketing/Home Office experience preferred
Prior people management experience preferred
Proven track record of success in access, marketing, and/or sales 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 is required within 50 U.S. states
Compensation Overview Field - United States - US: $166,350 - $201,571
The starting compensation range(s) listed above are for a full‑time employee (FTE) basis. Additional incentive cash and stock opportunities (based on eligibility) may be available. The starting pay rate takes into account characteristics of the role, such as required skills, location, work schedule, relevant experience and experience. Final, individual compensation will be decided based on demonstrated experience.
Eligibility for specific benefits listed on our careers site may vary based on the job and location. For more on benefits, please visit https://careers.bms.com/life-at-bms/.
Benefits
Health Coverage: Medical, pharmacy, dental, and vision care.
Well‑being 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
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 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.
Uniquely Interesting Work, Life-changing Careers With a single vision as inspiring as Transforming patients' lives through science™, every BMS employee plays an integral role in work that goes far beyond ordinary. Each of us is empowered to apply our individual talents and unique perspectives in a supportive culture, promoting global participation in clinical trials, while our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.
On-site Protocol Occupancy structure that determines where an employee is required to conduct their work. This structure includes site‑essential, site‑by‑design, field‑based and remote‑by‑design jobs. The role is field‑based and requires >50% onsite at the assigned facility.
Supporting People With Disabilities BMS is dedicated to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace accommodations/adjustments and ongoing support in their roles. If you require reasonable accommodations, contact adastaffingsupport@bms.com. For our complete Equal Employment Opportunity statement, visit https://careers.bms.com/eeo-accessibility.
Candidate Rights BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.
Data Protection We will never request payments, financial information, or social security numbers during application or recruitment. Learn more at https://careers.bms.com/fraud-protection. All data processed in connection with role applications will be treated in accordance with applicable data privacy policies and regulations.
If you believe the posting is missing information required by local law or incorrect, contact BMS at TAEnablement@bms.com. Provide the Job Title and Requisition number.
R1598768 : Associate Director, Hospital Key Account Manager - Neuroscience - Southern California
#J-18808-Ljbffr
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.
Title: Key Account Manager (Associate Director)
Territory: Southern California (LA-San Diego)
Therapeutic Area: COBENFY
We are seeking strategic, results-driven and experienced individuals to join our team as Hospital Key Account Manager (KAM) - Neuroscience. This is a critical role in establishing Bristol-Myers Squibb as a leader in Neuroscience and our commitment to supporting the efforts of Neuroscience Healthcare Providers in improving patient outcomes. This is a field-based role that will report directly to a KAM Director.
The Key Account Manager is responsible for developing a comprehensive and integrated stakeholder engagement strategy within targeted key accounts to optimize access, educate on COBENFY value proposition at the account-level, and support overall adoption of COBENFY. As such, a deep working knowledge and understanding of the clinical, economic and business model dynamics driving decision‑making at these accounts is critical.
This position will work cross‑functionally with internal stakeholders including Marketing, Market Access, Sales, Medical and Patient Services to leverage knowledge of the potential accounts and marketplace, shape brand access, clinical advocacy and performance strategies across key accounts. The role will focus on launch execution, market expansion, strategic account management shaping BMS's success.
Key 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 plan 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 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 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 procedures
Uphold high ethical standards while driving business success and fostering a customer‑centric approach
This role requires the individual to be in the field >80% of the time
Qualifications & Experience
BS/BA degree required
Minimum of 8 years of pharmaceutical or health‑care experience required
Previous hospital and IDN experience required; regional or national account management experience preferred
Direct health system provider and payer experience required
Understanding of the U.S. health‑care system, including direct experience working in hospitals and acute care, IDNs, provider networks, health‑care 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 to realize objectives
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
Psychiatry/Schizophrenia Expertise, Sales Leadership, Marketing/Home Office experience preferred
Prior people management experience preferred
Proven track record of success in access, marketing, and/or sales 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 is required within 50 U.S. states
Compensation Overview Field - United States - US: $166,350 - $201,571
The starting compensation range(s) listed above are for a full‑time employee (FTE) basis. Additional incentive cash and stock opportunities (based on eligibility) may be available. The starting pay rate takes into account characteristics of the role, such as required skills, location, work schedule, relevant experience and experience. Final, individual compensation will be decided based on demonstrated experience.
Eligibility for specific benefits listed on our careers site may vary based on the job and location. For more on benefits, please visit https://careers.bms.com/life-at-bms/.
Benefits
Health Coverage: Medical, pharmacy, dental, and vision care.
Well‑being 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
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 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.
Uniquely Interesting Work, Life-changing Careers With a single vision as inspiring as Transforming patients' lives through science™, every BMS employee plays an integral role in work that goes far beyond ordinary. Each of us is empowered to apply our individual talents and unique perspectives in a supportive culture, promoting global participation in clinical trials, while our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.
On-site Protocol Occupancy structure that determines where an employee is required to conduct their work. This structure includes site‑essential, site‑by‑design, field‑based and remote‑by‑design jobs. The role is field‑based and requires >50% onsite at the assigned facility.
Supporting People With Disabilities BMS is dedicated to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace accommodations/adjustments and ongoing support in their roles. If you require reasonable accommodations, contact adastaffingsupport@bms.com. For our complete Equal Employment Opportunity statement, visit https://careers.bms.com/eeo-accessibility.
Candidate Rights BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.
Data Protection We will never request payments, financial information, or social security numbers during application or recruitment. Learn more at https://careers.bms.com/fraud-protection. All data processed in connection with role applications will be treated in accordance with applicable data privacy policies and regulations.
If you believe the posting is missing information required by local law or incorrect, contact BMS at TAEnablement@bms.com. Provide the Job Title and Requisition number.
R1598768 : Associate Director, Hospital Key Account Manager - Neuroscience - Southern California
#J-18808-Ljbffr