Government Market Access Account Director

3 weeks ago

Philadelphia, United States Bristol-Myers Squibb Full time

**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 rich in diversity. Take your career farther than you thought possible.

**Summary**:
The Government Market Access Account Director is a pivotal role within our Market Access team. Reporting directly to the Executive Director of Market Access, the Account Executive is the primary liaison to our government access customers, promoting a positive corporate image and driving strategic initiatives. Your role is crucial in engaging targeted accounts and gaining meaningful access to all levels of formulary decision-makers to advance a financially responsible access position of company-promoted medications. The role will proactively identify coverage opportunities and work appropriately at the forefront of cross-collaboration with Policy, Advocacy, Field Medical, HEOR, Reimbursement Specialists, Marketing, and Sales functions to act on those opportunities. The priority will be to secure a formulary position for our lead investigational product, KarXT, and future assets. Your timely customer-centric insights, analytics, and market perspectives will unlock access potential while being a financial steward for the organization. Your influence and cross-functional engagement will drive the pull-through of insights to action, developing and delivering our medicine to patients faster.

This role will be responsible for the Mid-Atlantic area (Pennsylvania, West Virginia, Virginia, Maryland, North Carolina, and Delaware)

**Responsibilities**:

- Attain desired formulary position within targeted access accounts in a timely and fiscally responsible manner.
- Develop and execute strategically aligned account plans.
- Engage and network with key internal and external customers to identify and address specific needs and opportunities.
- Collaborate across functional, geographic, and company boundaries to meet mutual business goals and objectives.
- Manage and coordinate cross-functional and cross-disciplinary activity that addresses customer needs or supports achieving coverage goals within prioritized accounts.
- Develop and maintain customer relationships to attain near-term and ensure long-term success.
- Demonstrate a broad and deep understanding of the market and account-level information relevant to formulary decision-making, including, but not limited to, policies, formulary processes, competitive formulary activity and status, decision timeframes, key decision makers, decision influencers, and state priorities.
- Anticipate market dynamics and analyze market data to proactively identify and address channel and customer-level opportunities and threats related to drug access.
- Track, problem-solve, and analyze contracted product performance and communicate account performance broadly with key stakeholders.
- Strong knowledge of the Medicaid PBA/pooling groups and effectively managing those groups with or without a contract solution.
- Ensure critical customer and business insights are communicated/presented to support enhanced strategic and tactical plan evolution and implementation.
- Lead pull-through efforts with cross-functional business partners.

**Qualifications**:

- Bachelors degree
- Minimum of 7 years in customer-facing Market Access field-based account roles
- Proven success and execution in the following states: Pennsylvania, West Virginia, Virginia, Maryland, North Carolina, and Delaware
- Ability to demonstrate deep understanding and effective engagement with Medicaid Fee for Service (FFS) customers a must
- Previous account responsibility for a pharmaceutical product launch
- Demonstrated ability to establish strong customer/partner relationships
- Proven track record for engaging targeted payor clients at all levels of the organization, leading to successful attainment of desired formulary position
- Deep understanding of customer-specific review, approval, and reimbursement processes
- Strong analytic acumen, displaying the ability to assess and identify business opportunities and challenges
- Strategic mindset, prioritizing and aligning daily activity to overarching objectives
- Awareness and understanding of business implications stemming from relevant national, state, and departmental policies
- Experience across medical and pharmacy benefits a plus
- Experience in serious mental illness preferred; experience in schizophrenia a plus
- Strong negotiation skills are a must, as is maintaining a business approach that is equally focused on supporting the organization and the

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