Director, Hospital Key Account Management - Neuroscience- East Coast

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Position Summary

We are seeking a strategic, results-driven, and experienced leader to join our team as the Director, Hospital Key Account Management (KAM) – Neuroscience. This individual will be responsible for leading and developing the Neuroscience Hospital KAM team, ensuring product awareness and sustained growth for BMS’s neuroscience portfolio across key hospital accounts. The successful candidate will be responsible for managing relationships with key hospital stakeholders, influencing treatment decisions, and driving the adoption of our innovative product within the healthcare ecosystem. As part of a cross-functional team, the Director will play a pivotal role in shaping market access, clinical advocacy, and partnership strategies across key accounts. The role will focus on launch execution, market expansion, strategic account management, and leadership development, shaping BMS’s success.

Key Responsibilities

Hospital Launch & Market Expansion

• Build, develop, and retain a high-performing Hospital KAM team

• Lead the development of account level strategies and execution of tactics

• Coach teams to effectively present clinical and economic data to key hospital-based accounts and IDNs

• Identify business opportunities within respective geographic area and coordinate with internal stakeholders to engage with customers on those opportunities

• Be in the field 60%-80% of the time working directly with the KAM team, especially at launch

• Oversee hospital profiling efforts to enhance strategic decision-making and resource allocation

• Collaborate cross-functionally with Sales, Medical, Marketing, Market Access, Patient Services, BI&A, and other matrix teams and Leadership to drive strategic initiatives

Key Account Management & Customer Engagement

• Establish and strengthen strategic partnerships with key hospital and IDN stakeholders

• Develop and maintain a deep understanding of key accounts including strategic business goals, value drivers, key stakeholders, relevant business metrics, unique challenges in the context of current and evolving market dynamics

• Lead KAM teams to co-develop and implement commercial strategies for hospital-based physicians and organized customers in neuroscience indications

• Lead the development and execution of account-specific strategies and partner with cross-functional teams to drive product adoption and growth within hospital systems and healthcare organizations

• Lead business reviews to set and evolve regional objectives and strategies

• Build and maintain strong, long-term relationships with key decision-makers, including hospital administrators, clinical directors, physicians, and pharmacists, ensuring effective communication and collaboration.

• Understand and navigate hospital procurement processes, formulary decisions, and reimbursement pathways to ensure market access for Neuroscience portfolio.

• Partner with home office and field teams to maintain an optimized and up-to-date target list of key hospital accounts, identifying new accounts that should be added to the list based on their market potential and influence

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