Executive Director, Payer/Government Accounts & Emerging Customers, US Field Access
Bristol Myers Squibb
August 20, 2026
Remote friendly (Lawrence, NJ)
United States
Sales
Responsibilities:
- Serve as the primary interface with payers, plans, and benefit decision-makers within assigned regional, federal, state government, and employer accounts.
- Lead partnership and exchange between account and BMS senior-level interactions.
- Supervise profitable negotiations across assigned accounts for the U.S. BMS portfolio; ensure contract optimization.
- Oversee federal account strategy and access across VA, DoD/TRICARE, and IHS (including Federal Supply Schedule pricing and national formulary positioning).
- Direct state government and Medicaid account strategy, including fee-for-service, Medicaid managed care, and supplemental rebate negotiations.
- Lead upstream engagement with employer benefit decision networks (self-insured employers, benefits consultants, TPAs, specialty benefit managers) to influence benefit design before coverage parameters are finalized.
- Influence employer benefit philosophy on formulary placement, utilization management, site-of-care frameworks, and carve-out strategies.
- Supervise stakeholder map development to identify influencers/decision makers and assign relationship-building ownership at BMS.
- Ensure development of account goals/objectives and tactical execution plans aligned with BMS strategy.
- Contribute to cross-account and cross-functional best-practice sharing processes.
- Oversee delivery of value, access, HEOR, population health messages, and tools.
Qualifications:
- Bachelor’s required; advanced degree preferred (MBA, PharmD, etc.).
- 4+ years managing payer accounts (regional, government, or national).
- 3+ years pricing/contracting with focus on contract optimization.
- Executive presence; ability to close profitable deals with managed care and government payers.
- Proven leadership, analytic, influence, and negotiation skills.
- Experience in medical and pharmacy benefit products.
- Deep understanding of self-insured employer benefit design, specialty drug economics, and payer vs. employer decision authority.
- Ability to engage senior, non-clinical stakeholders (HR, Finance, Benefits) and their advisors (consultants/TPAs).
- Demonstrated written and oral communication skills.
- Serve as the primary interface with payers, plans, and benefit decision-makers within assigned regional, federal, state government, and employer accounts.
- Lead partnership and exchange between account and BMS senior-level interactions.
- Supervise profitable negotiations across assigned accounts for the U.S. BMS portfolio; ensure contract optimization.
- Oversee federal account strategy and access across VA, DoD/TRICARE, and IHS (including Federal Supply Schedule pricing and national formulary positioning).
- Direct state government and Medicaid account strategy, including fee-for-service, Medicaid managed care, and supplemental rebate negotiations.
- Lead upstream engagement with employer benefit decision networks (self-insured employers, benefits consultants, TPAs, specialty benefit managers) to influence benefit design before coverage parameters are finalized.
- Influence employer benefit philosophy on formulary placement, utilization management, site-of-care frameworks, and carve-out strategies.
- Supervise stakeholder map development to identify influencers/decision makers and assign relationship-building ownership at BMS.
- Ensure development of account goals/objectives and tactical execution plans aligned with BMS strategy.
- Contribute to cross-account and cross-functional best-practice sharing processes.
- Oversee delivery of value, access, HEOR, population health messages, and tools.
Qualifications:
- Bachelor’s required; advanced degree preferred (MBA, PharmD, etc.).
- 4+ years managing payer accounts (regional, government, or national).
- 3+ years pricing/contracting with focus on contract optimization.
- Executive presence; ability to close profitable deals with managed care and government payers.
- Proven leadership, analytic, influence, and negotiation skills.
- Experience in medical and pharmacy benefit products.
- Deep understanding of self-insured employer benefit design, specialty drug economics, and payer vs. employer decision authority.
- Ability to engage senior, non-clinical stakeholders (HR, Finance, Benefits) and their advisors (consultants/TPAs).
- Demonstrated written and oral communication skills.