Hospital Key Account Manager - Neuroscience -Cobenfy, Central

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.

Key Responsibilities:

• Gain a deep understanding of customer objectives, challenges, stakeholder/influence mapping, and market dynamics and translate this knowledge into an actionable strategic and tactical account plans to optimize customer engagement and account outcomes in the Neuropsychiatry space

• Lead the development and execution of account-specific strategies and partner with cross-functional teams to support adoption within hospital systems and health systems

• Integrate and prioritize account plans and coordinate activities across matrix partners to ensure stellar account management/support that leads to meaningful outcomes 

• Generate optimal access to enable COBENFY use in target accounts by supporting formulary management, the P&T process and advocating for improvement of formulary position  

• Understand account’s decision-making on protocols/pathways; monitor any changes and advocate for open access to COBENFY on pathways and protocols

• Coordinate with HIT Specialists to support EMR/EHR updates to reflect updated clinical pathways, hospital protocols and order sets as needed

• Engage matrix team and key hospital decision makers to collaboratively build economically accretive solutions beneficial to population health

• Lead discussions on hospital reimbursement models tied to outcomes, leverage economic data and models to help demonstrate COBENFY’s value proposition

• Serve as the BMS Neuroscience contact and build and maintain strong, long-term professional relationships with C-suite, finance, pharmacy, operations and other relevant senior administrators; educate key decision makers on COBENFY’s reimbursement dynamics in the hospital setting

• Analyze and apply market data to assess business opportunities and priorities, including relevant impact of regional health care trends 

• Conduct internal business strategy discussions and account reviews routinely to ensure that key internal stakeholders understand the customer’s business strategy

• Identify customer pain points/operational inefficiencies to solve and areas of opportunity to enable access to COBENFY  

• Support dissemination of system-level decisions within associated accounts 

• Operate in full compliance to all applicable laws and comply with BMS policies and procedure 

• Uphold high ethical standards while driving business success and fostering a customer-centric approach

• This role requires the individual to be in the field >80% of the time

Qualifications & Experience

• BS/BA degree required 

• Minimum of 8 years of pharmaceutical or healthcare experience required

• Previous hospital and IDN experience required; regional or national account management experience preferred 

• Direct health system provider and payer experience required 

• Understanding of the U.S. healthcare system, including direct experience working in hospitals and acute care, integrated delivery networks (IDNs), organizer provider networks, healthcare systems and payer dynamics.

• Experience with hospital payment models and metrics, P&T process, formulary access and reimbursement dynamics, pathways and protocol development, EMR/EHR systems, pharmacy planning and operations required.

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

• Track record of driving growth and / or achieving field execution targets in the pharmaceutical industry and