Executive Director, Market Access Strategic Accounts

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 rich in diversity. Take your career farther than you thought possible.

Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives. Read more: careers.bms.com/working-with-us.

Bristol-Myers Squibb, one of the world's leading biopharmaceutical companies, is dedicated to creating innovative products and therapies that help patients prevail over serious diseases.  With a robust and growing portfolio of approved and investigational biologic medicines across multiple therapeutic areas including oncology, hematology, immunology, and cardiovascular disease, BMS is well-positioned to continue delivering breakthrough medicines for patients and drive long-term growth.

The role of payer organizations is increasing as the complexity of decision-making moves further from the physician.  In addition, vertical integration has disrupted the market.  Providers are developing their own health plans and payers are acquiring providers – more physicians are now employed by payers than within traditional healthcare delivery organizations.  At the same time, large insurers have acquired PBMs allowing for greater focus on total cost of care and integration of pharmacy and medical benefit management. 

In response to these market trends, BMS leadership recognizes the need to fundamentally change how the organization engages with ‘enterprise accounts,’ including major payers
(e.g., United/Optum Rx, Cigna/ESI, Aetna/CVS), that control significant access as well as GPOs, and trade organizations.  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 Emisar/Optum/UHC and 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 Include:

• Serve as the primary interface with all payers and plans within the enterprise account.
• 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
• 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
• Monitor account progress toward goal accomplishment, including specified product sales performance and gross-to-net margin contribution
• Ensure the accurate diagnosis of unmet account needs or capabilities related to account strategy
• Ensure the capture and effective dissemination of customer and competitive intel gleaned from account strategy execution
• Contribute to the design and development of processes to facilitate cross-account and cross-functional best-practice sharing
• Supervise the delivery of all value, access, HEOR, population health messages, and tools

Candidate Specifications:

• Bachelors required; advanced degree preferred (MBA, PharmD, etc.)
• Recent payer National Account management (4+ years)
• Specific current or recent direct experience with Emisar/Optum/UHC prioritized
• 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 approaches, leverage multi-disciplinary capabilities and resour