Regional Account Executive, Upstate NY

Bristol Myers Squibb Syracuse , NY 13201

Posted 7 months ago

Bristol-Myers Squibb is a global Biopharma company committed to a single mission: to discover, develop, and deliver innovative medicines focused on helping millions of patients around the world in disease areas such as oncology, cardiovascular, immunoscience and fibrosis.

Join us and make a difference. We hire the best people and provide them with a work environment that places a premium on diversity, integrity, collaboration and personal development.

Through a culture of inclusion, we create a better, more productive work environment. We believe that the diverse experiences and perspectives of all our employees help to drive innovation and transformative business results.


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 upstate New York, including Buffalo, Rochester, Syracuse, Albany. The position is responsible for driving optimal access and reimbursement for the BMS portfolio across all assigned regional accounts.

These include traditional payers, IDNs, ACOs, PPOs, IPAs and other organized customers. The RAE is responsible for fully understanding the ecosystems in which these accounts operate, the drivers and motivators of access and who the key decision makers and advisors are. They are responsible for developing strong access and relationships with them and communicating approved clinical and economic data.

The RAE develops and ensures execution of ecosystem account plans which includes strategic and financial objectives. They are responsible for aligning the full matrix team to execute the plan. The position serves as the primary interface between BMS/VA&P and our regional payer and organized customers.

RAEs engage in contract negotiations with appropriate account decision making stakeholders. Additionally, RAEs 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 role will have responsibility for the entire marketed BMS branded pharmaceuticals portfolio. The position reports directly to the Director, Payer and Organized Customer Sales, Regional Accounts, Northeast.

Candidate Specifications

Bachelor's degree

Sales and sales leadership experience (5+ years)

Marketing/Home Office experience preferred (3-5+ years)

Oncology, Biologics, Specialty and Physician Administered drug expertise preferred

Track record of success in sales/marketing/account management

Proven leadership skills and ability to network across complex internal and external environment

Proven analytical and negotiation skills

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 written and oral communication skills

Residency requirements within assigned geography, overnight travel, 30-50%

Preferred Qualifications

Advanced degree preferred (MBA, PharmD, RN, etc.)

Direct payer and/or health system provider experience

Delivery of all access, value, PHM, quality, and unbranded payer messages and tools

Generation of optimal access, reimbursement and utilization for full portfolio

Driving appropriate utilization through treatment protocols, order sets and other clinical management tools

Negotiating, with GTN discipline for applicable products in the US BMS portfolio

Establishment of direct relationships with C-Suite and key decision makers within assigned regional and organized customers

Evaluation and monitoring of individual account access strategies and portfolio performance

Leveraging customer insights to enhance strategic cross functional business planning and opportunity development

Ensuring the creation and execution of strategic business plans

Alignment with the field medical, HEOR, sales and other leadership on the delivery of integrated payer messaging and tools

Coordination of matrix team resources and facilitation of senior executive interactions as appropriate

Operates in full compliance to all applicable laws and comply with BMS policies and procedures

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 the resources to pursue their goals, both at work and in their personal lives.

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Regional Account Executive, Upstate NY

Bristol Myers Squibb