Associate Director, Hospital Key Account Manager - Neuroscience - Southern California

Role Summary

Associate Director, Hospital Key Account Manager - Neuroscience, Southern California. This field-based role leads integrated stakeholder engagement within targeted hospital accounts to optimize access and adoption of COBENFY, reporting to a KAM Director. The role collaborates with Marketing, Market Access, Sales, Medical and Patient Services to shape brand access, clinical advocacy and performance strategies across key accounts, with a focus on launch execution and market expansion in Neuroscience.

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 plan 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 with all applicable laws and with BMS policies and procedures
• Uphold high ethical standards while driving business success and fostering a customer-centric approach

Qualifications

• 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
• 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

Education

• BS/BA degree required

Additional Requirements

• This role requires the individual to be in the field >80% of the time