Bristol Myers Squibb Region Sales Director - Value Access & Payment - Northeast in Princeton, New Jersey

The position is responsible for being the single point of accountability for the execution of our payer and organized customer strategy for the US BMS portfolio. He/She is accountable for the effective and efficient operations of the Value Access & Payment (VA&P) Payer and Organized Customer Sales Team for our regional payers and organized customers with the assigned Region Account Executives. The position is responsible for leading the generation of optimal access and reimbursement for the BMS portfolio across all assigned accounts. These include the regional payers, IDNs, ACOs, etc. in the Northeast. 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 by his/her team is critical. He/She is responsible for establishing personal business relationships with senior level leaders at these accounts. The RD monitors the effective delivery of approved clinical and economic data and business plan execution. They also play an important role in setting brand payer strategies with home office brand leadership. The position serves as the primary leadership interface between BMS VA&P and our regional customers. The position reports directly to the VP, Payer and Organized Customer Sales and has 10 direct reports.

Responsibilities (consistent across US):

Ensuring flawless delivery of all access, value, PHM, quality, and unbranded payer messages and tools

Leads generation of optimal access, reimbursement and utilization for full portfolio

Helps drive appropriate utilization through plan clinical management programs and tools

Assist in the delivery of plan specific negotiation strategies, with GTN discipline for applicable products in the US BMS portfolio

Establishment of direct relationships with C-Suite and key decision makers for team and self

Evaluate and monitor individual account access strategies, portfolio and team performance

Coach and train an industry best regional account team

Alignment with the field medical, HEOR, sales and other leadership on deliverables

Coordinate matrix team resources and facilitate senior executive interactions as appropriate

Drive full compliance to all applicable laws and comply with BMS policies and procedures by team and self

Bring customer insights into creation of brand/business access strategies

Represent BMS leadership at key national payer meetings (ASHP, PCMA, AMCP, ARMADA, NCCN, etc.)

Position Requirements:

Bachelor’s degree

Minimum of 10+ years of Pharmaceutical and/or Healthcare experience

Payer sales and sales leadership experience (7+ years)

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

Proven leadership skills with experience leading a field based team

Demonstrated familiarity with regional payers, organized customers, payer KOLs and plan senior leaders

Proven analytical and negotiation skills

Possess executive presence and the ability to close deals 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

Oncology, Biologics, Specialty and Physician Administered drug expertise

Preferred Qualifications:

Advanced clinical degree

Direct payer or health system experience

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled