Associate Director - Key Account Management Neuroscience, COBENFY Central CA, Ha
Bristol Myers Squibb, Las Vegas, NV, United States
Title: Key Account Manager (Associate Director)
Territory: Central CA, Hawaii, and Las Vegas NV
Therapeutic Area: Cobenfy
Position Summary
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 plans 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 relevant 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 relevant 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 procedure
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 healthcare 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. healthcare system, including direct experience working in hospitals and acute care, integrated delivery networks (IDNs), organizer provider networks, healthcare 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 in order to realize objectives required
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 is preferred
Proven track record of success in access, marketing, and/or sales is 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 within 50 United States is required
Compensation Overview
Field - United States - US: $166,350 - $201,571
The starting compensation range(s) for this role are listed above 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 job, such as required skills, where the job is performed, the employee's work schedule, job‑related knowledge, and experience. Final, individual compensation will be decided based on demonstrated experience.
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.
Bristol Myers Squibb is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, pregnancy, citizenship, marital status, gender expression, genetic information, political affiliation, or any other characteristic protected by law.
#J-18808-Ljbffr
Territory: Central CA, Hawaii, and Las Vegas NV
Therapeutic Area: Cobenfy
Position Summary
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 plans 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 relevant 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 relevant 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 procedure
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 healthcare 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. healthcare system, including direct experience working in hospitals and acute care, integrated delivery networks (IDNs), organizer provider networks, healthcare 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 in order to realize objectives required
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 is preferred
Proven track record of success in access, marketing, and/or sales is 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 within 50 United States is required
Compensation Overview
Field - United States - US: $166,350 - $201,571
The starting compensation range(s) for this role are listed above 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 job, such as required skills, where the job is performed, the employee's work schedule, job‑related knowledge, and experience. Final, individual compensation will be decided based on demonstrated experience.
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.
Bristol Myers Squibb is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, pregnancy, citizenship, marital status, gender expression, genetic information, political affiliation, or any other characteristic protected by law.
#J-18808-Ljbffr