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Acct Exec, P&OCS National Accounts, Louisville, Kentucky

Created10/05/2020
ReferenceR1529089
CategoryAccount Management
Job typeFull-Time
CountryUnited States
StateKentucky
CityLouisville
Zip40201
SalaryCompetitive

At Bristol Myers Squibb, we are inspired by a single vision - transforming patients' lives through science.In oncology, hematology, immunology and cardiovascular disease - and one of the most diverse and promising pipelines in the industry - each of our passionate colleagues contribute to innovations that drive meaningful change. We bring a human touch to every treatment we pioneer. Join us and make a difference.

The position is responsible for driving optimal access and reimbursement for the BMS portfolio across all assigned National accounts. These include the largest payers in the county. These accounts have business across all channels, Commercial, Medicare Part D/B, Managed Medicaid and ACA Exchanges. Deep knowledge and understanding of the clinical, economic and business model dynamics driving decision making and coverage is critical. The NAE is responsible for fully understanding the channels and states in which these accounts operate, the downstream customers of these accounts and who are the key decision makers and advisors at both the national account level and the downstream customer level. The NAE is responsible for developing strong access and business relationships and communicating approved clinical and economic data. The NAE develops and ensures execution of the account business plans which include both strategic and financial objectives. They also play a leadership role with the regional account executives responsible for the downstream clients of the national account. The NAE is responsible for aligning the full matrix team (RAE, Medical, HEOR, Sales) to execute the plan. The position serves as the primary interface between BMS/VA&P and our national payer customers. The position reports directly to the Executive Director, Payer and Organized Customer Sales, National Accounts

Responsibilities (consistent across US):
  • The delivery of all access, value, PHM, quality, and unbranded payer messages and tools
  • Generation of optimal access, reimbursement and utilization for full portfolio
  • Drive appropriate utilization through plans clinical management programs and tools
  • Negotiation, 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
  • Evaluate and monitor individual account and downstream access strategies and portfolio performance
  • Leverage customer insights to enhance strategic cross functional business planning and opportunity development
  • Ensure the creation and execution of strategic business plans at both national and downstream client level
  • Coordinate matrix team resources and facilitate senior executive interactions as appropriate
  • Operate in full compliance to all applicable laws and comply with BMS policies and procedures


Candidate Specifications:
  • Bachelors Degree
  • Sales, Sales leadership, Marketing/Home Office experience (7+ years)
  • Region/National Account coverage experience (3+ years)
  • Oncology, Biologics, Specialty and Physician Administered drug expertise
  • Track record of success in access/sales/marketing
  • Proven leadership skills and ability to network across complex internal and external environment
  • 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 analytical, negotiation, written and oral communication skills
  • Over night travel, 30-50%


Preferred Qualifications:
  • Advanced degree preferred (MBA, PharmD, etc.)
  • Direct Access, Payer or health system experience


Around the world, we are passionate about making an impact on the lives of patients with serious diseases. Empowered to apply our individual talents and diverse perspectives in an inclusive culture, our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.

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.
EmployerBristol-Myers Squibb

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