Payer Account Executive, Field Access - Northwest

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Summary:

The Payer Account Executive (AE) maintains a strategic view of emerging opportunities across the healthcare ecosystem and orchestrates a high degree of cross-channel connectivity within Northwestern US payer accounts.  The position is responsible for driving optimal access and reimbursement for the BMS portfolio across all assigned payer accounts. The AE is responsible for fully understanding the ecosystems in which these accounts operate, the drivers and motivators of access and who the key decision makers and advisors are. They are responsible for developing strong access and relationships and communicating approved clinical and economic data. The AE develops and ensures execution of account plans which includes strategic and financial objectives. They are responsible for aligning the full matrix team to execute the plan. The position serves as the primary interface between BMS Field Access and our payer customers. AEs engage in contract negotiations with appropriate account decision making stakeholders. Additionally, AEs must utilize sophisticated influencing and matrix management skills to ensure aligned and coordinated customer and field execution strategies including the successful execution of pull-through activities. This role will have responsibility for the entire marketed BMS branded pharmaceuticals portfolio. The position reports directly to the Director, Payer Accounts, West.

This role covers the Northwestern (WA, OR, ID, MT, WY, ND, SD, NE) ​territory. It is required to live in the territory.

Responsibilities

• Generation of optimal access, reimbursement and utilization for full portfolio

• Delivery of all access, value, PHM, quality, and unbranded payer messages and tools

• Negotiating, with GTN discipline for applicable products in the US BMS portfolio

• Establishment of direct relationships with C-Suite and key decision makers within assigned customers

• Evaluation and monitoring of individual account access strategies and portfolio performance

• Leveraging customer insights to enhance strategic cross functional business planning and opportunity development

• Ensuring the creation and execution of strategic business plans

• Alignment with the field medical, HEOR, sales and other leadership on the delivery of integrated payer messaging and tools

• Coordination of matrix team resources and facilitation of senior executive interactions as appropriate

• Operates in full compliance to all applicable laws and comply with BMS policies and procedures    

Qualifications:

• Bachelor’s degree. Advanced degree preferred (MBA, PharmD, RN, etc.) is preferred

• 5+ years of sales and sales leadership experience 

• 3 to 5+ years of marketing/Home Office experience preferred

• Oncology, Biologics, Specialty and Physician Administered drug expertise

• Track record of success in account management/sales/marketing

• Direct payer or health system provider experience is a plus

• Proven leadership skills and ability to network across complex internal and external environment

• Proven analytical and negotiation skills

• Possess executive presence and the ability to negotiate with managed care and government payers

• Demonstrated ability to develop customer centric approaches, leverage multi-disciplinary capabilities and resources in order to realize coverage objectives

• Demonstrated written and oral communication skills

• Residency requirements within assigned geography, Over night travel, 30-50%