Director, Hospital Key Account Management - Neuroscience WEST

Working with Us
Challenging. Meaningful. Life-changing. Those aren’t words that are usually associated with a job. But working at Bristol Myers Squibb is anything but usual. Here, uniquely interesting work happens every day, in every department. From optimizing a production line to the latest breakthroughs in cell therapy, this is work that transforms the lives of patients, and the careers of those who do it. You’ll get the chance to grow and thrive through opportunities uncommon in scale and scope, alongside high-achieving teams. Take your career farther than you thought possible.

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 with the resources to pursue their goals, both at work and in their personal lives. Read more: careers.bms.com/working-with-us.

Key Responsibilities

Hospital Launch & Market Expansion

• Build, develop, and retain a high-performing Hospital KAM team
• Lead the development of account level strategies and execution of tactics
• Coach teams to effectively present clinical and economic data to key hospital-based accounts and IDNs
• Identify business opportunities within respective geographic area and coordinate with internal stakeholders to engage with customers on those opportunities
• Be in the field 60%-80% of the time working directly with the KAM team, especially at launch
• Oversee hospital profiling efforts to enhance strategic decision-making and resource allocation
• Collaborate cross-functionally with Sales, Medical, Marketing, Market Access, Patient Services, BI&A, and other matrix teams and Leadership to drive strategic initiatives

Key Account Management & Customer Engagement

• Establish and strengthen strategic partnerships with key hospital and IDN stakeholders
• Develop and maintain a deep understanding of key accounts including strategic business goals, value drivers, key stakeholders, relevant business metrics, unique challenges in the context of current and evolving market dynamics
• Lead KAM teams to co-develop and implement commercial strategies for hospital-based physicians and organized customers in neuroscience indications
• Lead the development and execution of account-specific strategies and partner with cross-functional teams to drive product adoption and growth within hospital systems and healthcare organizations
• Lead business reviews to set and evolve regional objectives and strategies
• Build and maintain strong, long-term relationships with key decision-makers, including hospital administrators, clinical directors, physicians, and pharmacists, ensuring effective communication and collaboration.
• Understand and navigate hospital procurement processes, formulary decisions, and reimbursement pathways to ensure market access for Neuroscience portfolio.
• Partner with home office and field teams to maintain an optimized and up-to-date target list of key hospital accounts, identifying new accounts that should be added to the list based on their market potential and influence

Leadership & Team Performance Management

• Lead, mentor, and inspire a high-performing team of Key Account Managers and other relevant sales and account management staff, ensuring alignment with business goals and objectives.
• Foster a collaborative, results-driven team culture that encourages open communication, problem-solving, and continuous improvement.
• Establish a clear vision, capabilities, and KPIs for the Hospital KAM team, ensuring alignment with strategic goals
• Develop and implement training programs to support the development of the Hospital KAM team through coaching, training, and account management capabilities
• Drive cross-functional collaboration, ensuring seamless execution of initiatives across teams
• Provide ongoing coaching, feedback and professional development to ensure team members meet their individual and collective goals

Compliance & Operational Excellence

• Ensure all activities are conducted in full compliance with applicable laws, regulations, and BMS policies
• Uphold high ethical standards while driving business success and fostering a customer-centric approach

Qualifications & Experience

• Minimum 7-10 years of experience in account management, business development, or sales leadership within the pharmaceutical or healthcare industry, with a focus on hospital-based sales or strategic partnerships. Neuroscience experience strongly preferred
• Must possess a Bachelor’s degree; an advanced degree is strongly preferred
• Deep understanding of the U.S. healthcare system, including hospitals and acute care, integrated delivery networks (IDNs), organizer provider networks, and payer dynamics
• Experience with hospital payment models and metrics, formulary access and reimbursement dynamics, pathways and protocol development, EMR/EHR systems, pharmacy planning and operations strongly preferred
• Track record of driving revenue 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
• Ability to build high-performing teams, attract, develop and retain top talent
• Strong strategic thinking skills with the ability to structure complex challenges and translate them into actionable plans
• Experience in developing and implementing customer-centric approaches while leveraging multi-disciplinary resources to achieve coverage objectives
• Demonstrated analytical, negotiation, and decision-making skills
• Previous experience managing and leading teams in a complex healthcare environment, including team development, performance management, and cross-functional collaboration
• Strong ability to interface with senior-level stakeholders both internally and externally
• Excellent communication skills, both written and oral, with the ability to drive engagement across teams
• Experience in the pharmaceutical or healthcare industry with a strong focus on hospital-based sales and market access
• Valid driver’s license and willingness to travel
• Proficiency in Microsoft Office (Word, Excel, PowerPoint, Outlook)

If you come across a role that intrigues you but doesn’t perfectly line up with your resume, we encourage you to apply anyway. You could be one step away from work that will transform your life and career.

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 then in effect and may include the following: Medical, pharmacy, dental and vision care. Wellbeing support such as the BMS Living Life Better program and employee assistance programs (EAP). Financial well-being resources and a 401(K). Financial protection benefits such as short- and long-term disability, life insurance, supplemental health insurance, business travel protection and survivor support. Work-life programs include paid national holidays and optional holidays, Global Shutdown Days between Christmas and New Year’s holiday, up to 120 hours of paid vacation, up to two (2) paid days to volunteer, sick time off, and summer hours flexibility. Parental, caregiver, bereavement, and military leave. Family care services such as adoption and surrogacy reimbursement, fertility/infertility benefits, support for traveling mothers, and child, elder and pet care resources. Other perks like tuition reimbursement and a recognition program.

Uniquely Interesting Work, Life-changing Careers
With a single vision as inspiring as “Transforming patients’ lives through science™ ”, every BMS employee plays an integral role in work that goes far beyond ordinary. Each of us is empowered to apply our individual talents and unique perspectives in a supportive culture, promoting global participation in clinical trials, while our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.

On-site Protocol

BMS 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.

Supporting People with Disabilities

BMS is dedicated to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace accommodations/adjustments and ongoing support in their roles. Applicants can request a reasonable workplace accommodation/adjustment prior to accepting a job offer. If you require reasonable accommodations/adjustments in completing this application, or in any part of the recruitment process, direct your inquiries to adastaffingsupport@bms.com. Visit careers.bms.com/eeo-accessibility to access our complete Equal Employment Opportunity statement.

Candidate Rights

BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.

If you live in or expect to work from Los Angeles County if hired for this position, please visit this page for important additional information: https://careers.bms.com/california-residents/

Data Protection

We will never request payments, financial information, or social security numbers during our application or recruitment process. Learn more about protecting yourself at https://careers.bms.com/fraud-protection.

Any data processed in connection with role applications will be treated in accordance with applicable data privacy policies and regulations.