Executive Director, Payer/Government Accounts & Emerging Customers, US Field Access

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Summary:

The role of payer organizations is increasing as the complexity of decision-making moves further from the physician. In addition, vertical integration has completely changed the market, while benefit decision-making authority continues to shift from payers to employers and the government channel grows in strategic importance. In response to these market trends, BMS leadership recognizes the need to fundamentally change how the organization engages with regional payers, government payers, and the employer benefit decision networks that increasingly control access. The position is responsible for being the single point of accountability for the execution of our market access strategies for the U.S.

BMS portfolio, specific to regional payer accounts, federal accounts (VA, DoD/TRICARE, IHS), state government and Medicaid accounts, and emerging employer channels, including all downstream accounts, aligned to current ways of working. The executive director orchestrates engagement with assigned accounts and serves as the primary interface between the account and BMS. The position reports directly to the VP, Market Access Strategic Accounts with responsibilities for managing a cross-functional team to ensure the whole of BMS’s capabilities are brought to bear in the service of creating a more competitive customer partnership. 

Responsibilities:

• Serve as the primary interface with all payers, plans, and benefit decision-makers within assigned regional, federal, state government, and employer accounts.

• Lead all aspects of partnership and exchange between account and BMS senior-level interactions

• Supervise profitable negotiations across assigned accounts for the U.S. BMS portfolio and strategic positioning to ensure contract optimization

• Oversee federal account strategy and access across the VA, DoD/TRICARE, and IHS, including Federal Supply Schedule pricing and national formulary positioning for the BMS portfolio

• Direct state government and Medicaid account strategy, including fee-for-service, Medicaid managed care, and supplemental rebate negotiations

• Lead upstream engagement with employer benefit decision networks — large self-insured employers, national and regional benefits consultants, TPAs, and specialty benefit managers — to influence benefit design decisions for the full BMS portfolio before coverage parameters are finalized

• Influence employer benefit philosophy on formulary placement, utilization management, site-of-care frameworks, and carve-out strategies, engaging stakeholders ahead of annual benefit design cycles

• Supervise the development of stakeholder maps that identify key influencers and decision makers at the assigned account, specifying targets to be engaged and who at BMS is responsible for building the relationship

• Ensure development of account goals/objectives and tactical execution plans in alignment with BMS strategy 

• Contribute to the design and development of processes to facilitate cross-account and cross-functional best-practice sharing

• Oversee the delivery of all value, access, HEOR, population health messages, and tools

Qualifications:

• Bachelors required; advanced degree preferred (MBA, PharmD, etc.)

• Recent payer account management across regional, government, or national accounts (4+ years) 

• Pricing/contracting, with a particular focus on contract optimization (3+ years)

• Possess executive presence and the ability to close profitable deals with managed care and government payers

• Demonstrated ability to develop customer centric approa