Associate Director of Strategic Accounts Rheumatology and Dermatology - West

Role Summary

The Associate Director of Strategic Accounts will optimize access and appropriate utilization of ORENCIA IV (abatacept) and SOTYKTU (Deucravacitinib), elevating BMS as a leader in Immunology with Rheumatology and Dermatology networks, infusion management companies, Rheumatology Management Service Organizations, private equity-owned groups, and large independent and consolidated group practices. This high-impact role directly influences two brands by developing and executing strategic initiatives to drive growth within the broader Immunology portfolio. The role targets key accounts to optimize access, reimbursement, customer experience, and appropriate utilization, requiring deep knowledge of clinical, economic, business model, and formulary dynamics that drive decision-making. This field-based position in the West region (WA, OR, CA, NV, ID, MT, UT) reports to the Director of Strategic Accounts.

Responsibilities

• Gain a deep understanding of customer objectives, challenges, stakeholder/influence mapping, and market dynamics and translate this knowledge into developing actionable strategic plans to optimize customer engagement and account outcomes
• Integrate and prioritize account plans and activities across matrix partners to ensure stellar account management/support that leads to meaningful outcomes
• Engage and partner with key customers to implement compliant solutions to optimize patient care and access to BMS products. Customers include, but are not limited to, key decision makers and stakeholders within Rheumatology and Dermatology i.e. Centers of Excellence, large private equity backed and independent consolidated groups, national Rheumatology super groups, and infusion management companies.
• Analyze and apply market data to assess business opportunities and priorities, including relevant impact of regional health care trends
• Identify unique, meaningful opportunities to differentiate both BMS and its products within key accounts
• Conducts regular internal strategy discussions and performance reviews to ensure stakeholder alignment and a clear understanding of the account business strategy and objectives
• Close alignment and working relations with Field Sales, Field Medical, Marketing, Market Access, Patient Access, Account Executives, and Policy on an ongoing basis to ensure seamless execution against account plans; supports reactive contracting opportunities within defined geographies including managing relations with MSO partners
• Engage with stakeholders to deliver and execute any reactive contracts, outside of GPO responsibility, addressing updates to provider/group contracts for BMS products
• Serve as the lead BMS contact for all C-Suite executives, finance, pharmacy, and operations key decision makers within targeted accounts
• Coordinate cross-functional team efforts and facilitate senior executive engagements as needed to support strategic account initiatives

Qualifications

• Minimum of 8 years of pharmaceutical experience with previous regional or national account management experience preferred
• Recent dermatology and/or rheumatology experience with working knowledge of large equity-owned groups, super groups, and centers of excellence is strongly preferred
• Prior people management experience preferred
• Biologics/buy and bill and specialty medications/specialty pharmacy experience preferred
• Proven leadership skills and ability to network across complex internal and external environments
• Demonstrates critical thinking and strong decision-making skills
• Excellent social, communication (oral and written) and presentation skills required
• Ability to navigate complex accounts and engage with diverse stakeholders
• Demonstrated ability to develop innovative customer-centric approaches, leverage multi-disciplinary capabilities and resources to realize objectives
• A valid driver's license within the 50 United States is required

Education

• BS/BA degree required

Additional Requirements

• Travel up to 60% including overnights