Director, Commercial - Zinc/CVS

Bristol Myers Squibb; Minneapolis (MN); Hybrid; USD 216,000 - 263,000; Full time

Job summary

A leading pharmaceutical company is seeking a Director, Commercial - Zinc/CVS to build and maintain strategic partnerships with Pharmacy Benefit Managers and manage contract negotiations. This role requires extensive experience in the pharmaceutical industry, strong negotiation skills, and the ability to travel frequently. Competitive compensation and benefits packages, including medical, dental, vision care, and more, are offered.

Benefits

Medical, dental, and vision care

401(k)

Tuition reimbursement

Paid holidays and vacation

Qualifications

• 10-15 years in the pharmaceutical or biotech industry.
• 5-10 years in a managed markets or national accounts role focused on PBMs.
• Extensive relationships with major accounts.

Responsibilities

• Develop and execute account plans for Zinc/CVS Caremark.
• Build relationships with key PBM/GPO/Payer stakeholders.
• Lead contract negotiations for formulary placement.
• Communicate clinical and economic value propositions.
• Collaborate with internal teams to align strategies.
• Monitor market trends and competitor activities.

Skills

Business acumen

Analytical abilities

Strategic thinking

Negotiation skills

Presentation skills

Education

Bachelor's degree

MBA or advanced degree in a related field

Job description

Overview

Join to apply for the Director, Commercial - Zinc/CVS role at Bristol Myers Squibb.

Summary: This role focuses on building and maintaining strategic partnerships with Pharmacy Benefit Managers (PBMs), Group Purchasing Organizations (GPOs) and payers to ensure optimal formulary access, coverage, and reimbursement for our product portfolio. The National Account Director is responsible for leading all related contract negotiations and managing relationships at the executive level.

Responsibilities

• Strategic account management: Develop and execute comprehensive, multi-year account plans for Zinc/CVS Caremark to achieve market access goals.
• Relationship building: Serve as the primary point of contact and build high-level relationships with key PBM/GPO/Payer stakeholders, including C-suite executives, pharmacy directors, and formulary decision-makers.
• Contract negotiation: Lead complex contract negotiations with internal and external stakeholders to secure optimal formulary placement, maximize gross-to-net revenue, and manage rebate performance.
• Value proposition communication: Deliver clear and compelling clinical and economic value propositions to key account stakeholders, demonstrating how the company\'s products benefit their member populations.
• Cross-functional collaboration: Work closely with internal teams, including other Market Access colleagues (Contracting, Pricing, Access Strategy, Legal, Sales and Medical Affairs) to align strategies and execute plans effectively.
• Market intelligence: Continuously monitor the evolving PBM, GPO and managed care landscape, analyzing market trends, competitor activities, and policy changes that could impact market access.
• Performance monitoring: Analyze contracted product performance, conduct quarterly business reviews with account partners, and report key metrics to senior management.
• Pull-through strategy: Collaborate with field and national sales teams to ensure effective implementation and pull-through of access-driving strategies with affiliated accounts.
• Artificial Intelligence (AI): Understand and incorporate AI in all aspects of the role to ensure timely dissemination of information and to streamline both internal and external capabilities.

Qualifications

• Education: A Bachelor\'s degree is required; an MBA or advanced degree in a related field is often preferred.
• Experience: A minimum of 10-15 years in the pharmaceutical or biotech industry, with at least 5-10 years in a managed markets or national accounts role focused on PBMs.
• PBM/GPO/Payer relationships: Extensive, established relationships and a proven track record of successfully negotiating with major accounts.
• Market access knowledge: In-depth understanding of the U.S. healthcare landscape, including roles of PBMs/GPOs, managed care organizations, and government payers.
• Skills: Strong business acumen, analytical abilities, strategic thinking, and exceptional negotiation and presentation skills.
• Travel: Ability to travel frequently, often up to 50-65% of the time, to attend meetings and engage with key accounts.

Compensation and Benefits

The starting compensation range for this role is $216,620 - $262,496 (full-time). Additional incentive cash and stock opportunities may be available based on eligibility. Final, individual compensation will be decided based on demonstrated experience. The information includes details about benefits and eligibility, which may vary by location.

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 include Medical, dental and vision care; wellbeing programs; 401(k); disability and life insurance; paid holidays and vacation; volunteer days; parental, caregiver, bereavement, and military leave; family care resources; tuition reimbursement; and recognition programs.

Work Environment and Accessibility

BMS is committed to an inclusive workplace and providing reasonable accommodations to applicants. If you require accommodation in completing this application or the recruitment process, contact [e-mail]. See our Equal Employment Opportunity statement at careers.bms.com/eeo-accessibility.

On-site and occupancy details are determined by role and responsibilities. Some roles require onsite presence, others may offer hybrid or field-based arrangements.

Additional Information

Seniority level: Director

Employment type: Full-time

Job function: Business Development and Sales

Industries: Pharmaceutical Manufacturing