Regional Account Executive, Northern NJ, Southern NY
The purpose of this role is drive optimal access and reimbursement for the BMS portfolio for assigned key target accounts in the geography. The Regional Account Executive (RAE) maintains a strategic view of emerging opportunities across the healthcare ecosystem and orchestrates a high degree of cross-channel connectivity within a defined geography., The focus is on leveraging the RAE's expertise of the healthcare marketplace, with a focus in their region and their comprehensive knowledge of the BMS portfolio to promote product value propositions to stakeholders who have decision-making influence regarding patient access, uptake, and utilization of BMS products, programs, and services.
The RAE is the central point of contact for BMS with the customer, developing proactive, customer-centric approaches to customer management, leveraging BMS multidisciplinary capabilities and resources to better meet brand and customer/business needs.
The RAE develops and ensures the execution of Account Plans which includes financial and strategic objectives, outlines account matrix team member accountabilities, and resource allocation. Account Managers engage in contract negotiations with appropriate account decision making stakeholders.
Targets may include multiple channels: Integrated Delivery Networks (IDNs), Payers, Medical Groups, HMOs, PPOs, PSAOs, Individual Practice Associations, Competitive Medical Plans, Government Pay Programs (Medicare/Medicaid, etc.), nursing home chain headquarters, Insurance companies, Ambulatory Care Center headquarters, Regional PBM, 340b entities (indigent care facilities/disproportionate share hospitals), Indian health systems, business coalitions, and group purchasing organizations (GPOs).
RAEs ensure BMS goals and objectives are met by leading the coordination, collaboration, and communication with cross-functional Account Matrix Teams (including Field Sales, HEOR, Medical, Market Access , internal BMS teams, and Alliance partners, if appropriate). Focus is on ensuring a coordinated customer experience from all BMS sales teams, other market access members in advocacy and reimbursement, and medical to ensure a superior customer experience.
Work collaboratively with aligned account matrix team members to create and execute account plans. Incumbent does not directly manage sales reps, although 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 position also interacts internally with other company personnel within multiple home office departments such as marketing, business operations, medical affairs, human resources, and legal, as appropriate.
This role will have responsibility for the entire marketed BMS branded pharmaceuticals' portfolio.
This role reports to the Market Access Regional Director.
Optimizes patient access for BMS products in target accounts:
Removes account-specific administrative and operational barriers that hinder utilization and patient access
Ensures optimal system-level formulary and/or protocol access to achieve business goals
Removes downstream barriers related to formulary / protocol and demand generation
Proactively leads the development of account plan process that develops account objectives and coordinated actions for the account matrix team.
Identifies business opportunities and collaborates with account matrix teams to accelerate and execute on these opportunities
Develops and drives appropriate portfolio management strategy in collaboration with the account matrix team for the account
Develop consultative relationships with stakeholders; earning credibility and trust, while networking to build positive, productive working relationships:
Define matrix of key decision making stakeholders in key accounts; maps relationships and influence in decision making
Builds and maintains relationships with stakeholders within accounts who may include c-suite executives and director level positions such as pharmacy directors, medical directors, and other key physicians, pharmacists, or healthcare providers with system-level responsibilities
Leads effective coordination, collaboration, and communication with internal account matrix team to optimize utilization of BMS products:
Strategically identifies opportunities and effectively coordinates BMS resources, including facilitating relationships with BMS Marketing, Medical, Sales, and Market Access to meet customer needs
Ensures BMS resources are deployed to meet account plan objectives
Engages in effective account management to ensure maximum customer penetration while adhering to company policies, procedures, and sales/marketing direction:
Strategizes with account matrix team members to develop customer-centric account plans with clear objectives, milestones, and responsibilities
Understands customer needs and business priorities at the highest strategic level:
Assesses customer needs, priorities, and concerns in collaboration with account matrix team members to develop customer penetration strategies and business plans
Generates insights related to each account's business ecosystem its structure; partnerships; affiliations; business and financial models; challenges; standards of care; and local, regional, national, and global influence
Understands the decision-making process within each system and where relevant, at affiliated hub-and-spoke institutions
Integrates diverse data sets with customer information to generate new business insights, disseminates them to stakeholders as appropriate, and ensures insights are utilized to sharpen plans and execution
Leads communication of customer priorities to internal BMS stakeholders to focus efforts and resources for assigned accounts:
Shares market and account intelligence, and ensures awareness of customer interactions across the account matrix teams
Seen as the primary source of strategic insight on the customer, their key stakeholders, and their business
Monitors and utilizes the Field Force Automation System ensuring timely and accurate transmission of information
Attends and participates in sales meetings, training programs, conventions, and displays as directed by management, which may require work/travel on weekends or in addition to normal work hours
Candidate must have a BA/BS degree or equivalent, MBA is preferred. Minimum experience of 10 years in pharmaceutical/healthcare/related sales, sales management, market access, or account management experience.
Demonstrates strong expertise in account management, stakeholder / influence mapping, business analytics and strategic planning, project and team leadership, generating market and customer insights, and demonstrated ability to influence groups/individuals.
Demonstrates thorough understanding of payer access issues, reimbursement, market dynamics, and competitor pricing.
Understands unique challenges and business drivers across multiple channels; payers, providers, government, and others.
Experience in negotiating, executing, and implementing business contracts.
Exceptional aptitude for learning and ability to communicate technical and scientific product and disease state management information to a wide range of customers
Have clear and thorough understanding of BMS products in CV, Immunoscience, Virology, and Oncology, or demonstrated ability to learn new therapeutic area.
Must demonstrate an ability to drive execution of key initiatives and meet all deadlines.
Must be able to prioritize and work effectively and thrive in a fast paced, dynamic environment.
Track record of highly ethical and compliant behavior.
Understands and demonstrates proficiency with the requirements of detailing the indication of products in a highly regulated environment.
Must have strong communication skills and the ability to network across a complex internal and external matrix
Demonstrate the ability to work effectively in partnership, with Brand Marketing, Market Access, Medical, and Sales functions
Establish strong business relationships with target accounts to ensure access to BMS products.
Experience working with public payers, policy-makers, and state agency department decision makers considered a plus.
Residency and Other Information
This position has residency requirements for the assigned region and may require extensive travel to accounts as well as Plainsboro, NJ.
Overnight travel required, 30-50% depending on where individual lives.
As this position requires operation of a Company-provided vehicle, offers of employment are contingent upon the candidate meeting the requirements of "Qualified Driver," as determined by the Company in its sole discretion, including but not limited to the following: 1) at least 21 years of age; 2) a driver's license in good standing issued by your state of residence; and, 3) a driving risk level deemed acceptable by the Company.
Bristol Myers Squibb