Title: Key Account Manager (Associate Director)
Territory: Pittsburgh, PA
Therapeutic Area: Cobenfy
At Bristol Myers Squibb, we are inspired by a single vision – transforming patients’ lives through science. In oncology, neuroscience, 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.
Position Summary
We are seeking strategic, results-driven and experienced individuals to join our team as Hospital Key Account Manager (KAM) – Neuroscience. This is a critical role in establishing Bristol-Myers Squibb as a leader in Neuroscience and our commitment to supporting the efforts of Neuroscience Healthcare Providers in improving patient outcomes. This is a field-based role that will report directly to a KAM Director.
The Key Account Manager is responsible for developing a comprehensive and integrated stakeholder engagement strategy within targeted key accounts to optimize access, educate on COBENFY value proposition at the account-level, and support overall adoption of COBENFY. As such, a deep working knowledge and understanding of the clinical, economic and business model dynamics driving decision-making at these accounts is critical.
This position will work cross-functionally with internal stakeholders including Marketing, Market Access, Sales, Medical and Patient Services to leverage knowledge of the potential accounts and marketplace, shape brand access, clinical advocacy and performance strategies across key accounts. The role will focus on launch execution, market expansion, strategic account management shaping BMS’s success.
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 consistently exceeding expectations
Proven ability to lead without direct authority, collaborate with cross-functional teams, and drive strategic execution to achieve results and exceed goals
Strong strategic thinking and problem-solving skills
Psychiatry/Schizophrenia Expertise, Sales Leadership, Marketing/Home Office experience preferred
Prior people management experience is preferred
Proven track record of success in access, marketing, and/or sales is required
Excellent analytical, social, communication (oral and written) and presentation skills required
Demonstrates critical thinking and strong decision-making skills
Proven leadership skills and ability to network across complex internal and external environments
A valid driver’s license within 50 United States is required
We hire for skills and capabilities, not just credentials – if this role excites you, but doesn’t perfectly match your resume, we encourage you to apply anyway.
Field - United States - US: $166,350 - $201,571
The starting pay range(s) listed above is for full-time employees (FTE). You may also be eligible for additional discretionary incentive cash and stock opportunities. We determine starting pay thoughtfully – carefully considering the nature of the role, required skills, work location, schedule and the knowledge and experience you bring. Final compensation is guided by pay equity principles and applicable employment laws. Compensation programs are reviewed on an ongoing basis and may be adjusted over time to reflect evolving market factors, and individual, team or Company performance.
Benefits:
Subject to the terms and conditions of the applicable plans then in effect, you may be eligible to participate in our comprehensive benefit plans – including wellbeing support, retirement and financial protection benefits, and insurance offerings (medical, dental, vision, life and disability).
U.S.-based exempt employees are eligible for Flexible Time Off (FTO), which provides paid time off without a set accrual limit, subject to manager approval, along with 11 paid company holidays each year.
Non-exempt employees, RayzeBio employees, and employees located in Puerto Rico receive 160 hours of paid vacation annually for new hires (subject to manager approval), 11 paid company holidays, and 3 optional holidays.
Depending on eligibility, employees may also have access to additional time-off benefits, including paid sick leave, up to two paid volunteer days per year, summer hours flexibility, and leaves of absence for medical, personal, parental, caregiver, bereavement, or military needs. Eligible employees also enjoy an annual Global Shutdown between Christmas Day and New Year's Day.
U.S.-based job seekers can explore full benefit offerings athttps://careers.bms.com/benefits
How We Work
Where you work matters – because collaboration, innovation and patient impact happen in many settings. Our roles are structured across four work models: site-essential, site-by-design, field-based and remote-by-design. The model assigned to this role is based on its core responsibilities. Learn more at
