Senior Manager, Contract Strategy & Analytics - Payer

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Summary:

This role is responsible for contracting strategy and analytics for commercial and Medicare payers and also supports field-facing team members in contract negotiations. Lead the evaluation and analysis of customer contracting opportunities including performing financial modeling and contract risk assessment analysis and preparation of legally approved contract documents. Work closely with team, brand team colleagues, and those in Pricing & Economics (P&E) to ensure offers are competitive, legally compliant, and strategically structured to create value for both the customer and BMS. In partnership with the account team, s/he is the internal expert on assigned customers. With their team, s/he ensures contracts are structured to be consistent with brand strategy and support the latest pull-through efforts and value creating programs. Accompanies the RAE/NAE on contracting calls to represent the best interests of BMS in delicate contract negotiations. Provide account specific evaluation and development of all Gross to Net (GTN) budget and projection assessments and accruals and provides input for Government Pricing calculations.

Responsibilities:

• Conducts sophisticated analyses of best option for BMS with consideration of the customers’ perspective of contracted versus non-contracted revenue and works closely with the RAE/NAE and integrated customer team to evaluate appropriate options and strategies for leveraging additional value creating opportunities

• Lead cross-matrix meetings with Access Strategy, P&E, Finance and RAE/NAE to present and gain approval for contract offer recommendations that balance customer needs with brand objectives to ensure deals represent the best interests of all parties

• Provides direct customer-facing support for the RAE/NAE and integrated customer team in contract negotiations, including developing and presenting supporting information that enhances negotiation discussions

• Monitors the competition, marketplace, and regulatory changes that could influence contract terms

• Utilize knowledge of channel/customer economics to negotiate contract language to drive value for customer and BMS

• Works in partnership with the Brand, Finance, and P&E on customer-specific rebate projections

• Works with internal government and legal experts to monitor the latest government contracting and reporting requirements, and ensures government pricing implications are identified and considered

• Utilizes sophisticated analytical techniques to analyze and monitor customer compliance and performance against contract terms and keeps the RAE/NAE informed on an ongoing and regular basis

• Understands inter-customer dynamics and the commercial implications for structuring deal negotiations

• Provides proactive insights and recommendations to the RAE/NAE to deliver stronger value for the customer and BMS

• Acts as a liaison with the brand team, on behalf of the RAE/NAE, to ensure all contracts are structured to be consistent with brand strategy and to maximize value creation for all stakeholders

• Works with counterparts to ensure pricing strategies/philosophy can be executed within BMS’ contracting requirements

Qualifications:

• BA/BS degree. Advanced degree (e.g., master’s degree in Finance/MBA, Health Administration) is a plus

• A minimum of 5 years of experience in the pharmaceutical/healthcare industry is strongly advised

• Strong technical/functional skills and an ability to motivate, develop, and lead others as a player/coach

• Experience in negotiating, executing, and implementing contracts