Summary:The National Account Director for
Emisar/OptumRx/UHC develops and executes market access strategies to secure favorable formulary positions and product access for Bristol Myers Squibb portfolio. This role demands a deep understanding of the U.S. healthcare system and managed care dynamics to navigate complex relationships and negotiation processes.
This role focuses on building and maintaining strategic partnerships with Pharmacy Benefit Managers (PBMs), Group Purchasing Organizations (GPOs) and Payers to ensure optimal formulary access, coverage, and reimbursement for our product portfolio. The National Account Director is responsible for leading all related contract negotiations and managing relationships at the executive level.
Responsibilities:- Strategic account management: Develop and execute comprehensive, multi-year account plans for Emisar/OptumRx/UHC to achieve market access goals.
- Relationship building: Serve as the primary point of contact and build strong, high-level relationships with key PBM/GPO/Payer stakeholders, including C-suite executives, pharmacy directors, and formulary decision-makers.
- Contract negotiation: Lead complex contract negotiations with internal and external stakeholders to secure optimal formulary placement, maximize gross-to-net revenue, and manage rebate performance.
- Value proposition communication: Deliver clear and compelling clinical and economic value propositions to key account stakeholders, demonstrating how the company's products benefit their member populations.
- Cross-functional collaboration: Work closely with internal teams, including other Market Access colleagues which includes Contracting, Pricing, Access Strategy, Legal, Sales and Medical Affairs, to align strategies and execute plans effectively.
- Market intelligence: Continuously monitor the evolving PBM, GPO and managed care landscape, analyzing market trends, competitor activities, and policy changes that could impact market access.
- Performance monitoring: Analyze contracted product performance, conduct quarterly business reviews with account partners, and report key metrics to senior management.
- Pull-through strategy: Collaborate with field and national sales teams to ensure effective implementation and "pull-through" of access-driving strategies with affiliated accounts.
- Artificial Intelligence (AI): Understand and incorporate AI in all aspects of the role to ensure timely dissemination of information and to streamline both internal and external capabilities.
Qualifications:- Education: A Bachelor's degree is required, while an MBA or advanced degree in a related field is often preferred.
- Experience: A minimum of 10-15 years of experience in the pharmaceutical or biotech industry, with at least 5-10 years in a managed markets or national accounts role focused on PBMs.
- PBM/GPO/Payer relationships: Extensive, established relationships and a proven track record of successfully negotiating with the major accounts.
- Market access knowledge: In-depth understanding of the U.S. healthcare landscape, including the roles of PBMs/GPOs, managed care organizations, and government payers.
- Skills: Strong business acumen, analytical abilities, strategic thinking, and exceptional negotiation and presentation skills.
- Travel: Ability to travel frequently, often up to 50-65% of the time, to attend meetings and engage with key accounts.
#LI-Field
Compensation Overview:Field - United States - US: $216,620 - $262,496
The starting compensation range(s) for this role are listed above for a full-time employee (FTE) basis. Additional incentive cash and stock opportunities (based on eligibility) may be available. The starting pay rate takes into account characteristics of the job, such as required skills, where the job is performed, the employee's work schedule, job-related knowledge, and experience. Final, individual compensation will be decided based on demonstrated experience.
Eligibility for specific benefits listed on our careers site may vary based on the job and location. For more on benefits, please visit https://careers.bms.com/life-at-bms/.
Benefit offerings are subject to the terms and conditions of the applicable plans in effect at the time and may require enrollment. Our benefits include:
- Health Coverage: Medical, pharmacy, dental, and vision care.
- Wellbeing Support: Programs such as BMS Well-Being Account, BMS Living Life Better, and Employee Assistance Programs (EAP).
- Financial Well-being and Protection: 401(k) plan, short- and long-term disability, life insurance, accident insurance, supplemental health insurance, business travel protection, personal liability protection, identity theft benefit, legal support, and survivor support.
Work-life benefits include:Paid Time Off
- US Exempt Employees: flexible time off (unlimited, with manager approval, 11 paid national holidays (not applicable to employees in Phoenix, AZ, Puerto Rico or Rayzebio employees)
- Phoenix, AZ, Puerto Rico and Rayzebio Exempt, Non-Exempt, Hourly Employees: 160 hours annual paid vacation for new hires with manager approval, 11 national holidays, and 3 optional holidays
Based on eligibility*, additional time off for employees may include unlimited paid sick time, up to 2 paid volunteer days per year, summer hours flexibility, leaves of absence for medical, personal, parental, caregiver, bereavement, and military needs and an annual Global Shutdown between Christmas and New Years Day.
All global employees full and part-time who are actively employed at and paid directly by BMS at the end of the calendar year are eligible to take advantage of the Global Shutdown.
*Eligibility Disclosure: The summer hours program is for United States (U.S.) office-based employees due to the unique nature of their work. Summer hours are generally not available for field sales and manufacturing operations and may also be limited for the capability centers. Employees in remote-by-design or lab-based roles may be eligible for summer hours, depending on the nature of their work, and should discuss eligibility with their manager. Employees covered under a collective bargaining agreement should consult that document to determine if they are eligible. Contractors, leased workers and other service providers are not eligible to participate in the program.
On-site ProtocolBMS has an occupancy structure that determines where an employee is required to conduct their work. This structure includes site-essential, site-by-design, field-based and remote-by-design jobs. The occupancy type that you are assigned is determined by the nature and responsibilities of your role:
Site-essential roles require 100% of shifts onsite at your assigned facility. Site-by-design roles may be eligible for a hybrid work model with at least 50% onsite at your assigned facility. For these roles, onsite presence is considered an essential job function and is critical to collaboration, innovation, productivity, and a positive Company culture. For field-based and remote-by-design roles the ability to physically travel to visit customers, patients or business partners and to attend meetings on behalf of BMS as directed is an essential job function.
