National Account Director - Emisar/OptumRx/UHC

Biopharma Careers; Field (NM); On-site; USD 217,000 - 262,000; Full time

Benefits offered by this job

Health Coverage

401(k) retirement plan

Paid time off

Job summary

Bristol Myers Squibb (BMS) is seeking a National Account Director for Emisar/OptumRx/UHC to lead market access efforts in the U.S. You will develop strategic account plans, negotiate favorable contracts, and build executive-level partnerships with PBMs, GPOs and payers to optimize formulary access for BMS products.

The role requires deep understanding of the U.S. healthcare system, strong negotiation skills, and the ability to coordinate across Legal, Sales, Pricing, and Medical Affairs to

Qualifications

• Bachelor’s degree required; MBA or related advanced degree preferred.
• 10–15 years in pharma/biotech with 5–10 years in managed markets or national accounts.
• Extensive PBM/GPO/Payer relationships and proven negotiation success.

Responsibilities

• Develop and execute multi-year account plans for Emisar/OptumRx/UHC.
• Build high-level relationships with PBM/GPO/Payer executives.
• Lead contract negotiations to secure formulary placement and revenue.
• Communicate clear clinical/economic value to stakeholders.
• Collaborate with internal teams (Legal, Sales, Access) to align strategy.
• Monitor market trends and payor changes affecting access.
• Analyze product performance and report to senior management.
• Drive pull-through of access strategies with field and national teams.
• Incorporate AI to streamline information flow and capabilities.

Skills

Business acumen

Analytical abilities

Strategic thinking

Negotiation

Presentation skills

Industry knowledge

Education

Bachelor's degree

MBA or advanced degree

Job description

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. Take your career farther than you thought possible.

Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives. Read more: careers.bms.com/working-with-us .

Summary

The National Account Director for Emisar/OptumRx/UHC develops and executes market access strategies to secure favorable formulary positions and product access for Bristol Myers Squibb portfolio. This role demands a deep understanding of the U.S. healthcare system and managed care dynamics to navigate complex relationships and negotiation processes.

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 Emisar/OptumRx/UHC to achieve market access goals.
• Relationship building:Serve as the primary point of contact and build strong, 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 which includes 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, while an MBA or advanced degree in a related field is often preferred.
• Experience:A minimum of 10-15 years of experience 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 the major accounts.
• Market access knowledge:In-depth understanding of the U.S. healthcare landscape, including the 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.

#LI-Field

Compensation Overview

Field - United States - US: $216,620 - $262,496

The starting compensation range(s) for this role are listed above for a full-time employee (FTE) basis. Additional incentive cash and stock opportunities (based on eligibility) may be available. The starting pay rate takes into account characteristics of the job, such as required skills, where the job is performed, the employee’s work schedule, job-related knowledge, and experience. Final, individual compensation will be decided based on demonstrated experience.

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

• Health Coverage: Medical, pharmacy, dental, and vision care.
• Wellbeing Support: Programs such as BMS Well-Being Account, BMS Living Life Better, and Employee Assistance Programs (EAP).
• Financial Well-being and Protection: 401(k) plan, short- and long-term disability, life insurance, accident insurance, supplemental health insurance, business travel protection, personal liability protection, identity theft benefit, legal support, and survivor support.

Work-life benefits

Paid Time Off

• US Exempt Employees: flexible time off (unlimited, with manager approval, 11 paid national holidays (not applicable to employees in Phoenix, AZ, Puerto Rico or Rayzebio employees)
• Phoenix, AZ, Puerto Rico and Rayzebio Exempt, Non-Exempt, Hourly Employees: 160 hours annual paid vacation for new hires with manager approval, 11 national holidays, and 3 optional holidays
• Based on eligibility*, additional time off for employees may include unlimited paid sick time, up to 2 paid volunteer days per year, summer hours flexibility, leaves of absence for medical, personal, parental, caregiver, bereavement, and military needs and an annual Global Shutdown between Christmas and New Years Day.

All global employees full and part-time who are actively employed at and paid directly by BMS at the end of the calendar year are eligible to take advantage of the Global Shutdown.

*Eligibility Disclosure: T he summer hours program is for United States (U.S.) office-based employees due to the unique nature of their work. Summer hours are generally not available for field sales and manufacturing operations and may also be limited for the capability centers. Employees in remote-by-design or lab-based roles may be eligible for summer hours, depending on the nature of their work, and should discuss eligibility with their manager. Employees covered under a collective bargaining agreement should consult that document to determine if they are eligible. Contractors, leased workers and other service providers are not eligible to participate in the program.

Uniquely Interesting Work, Life-changing Careers

With a single vision as inspiring as “Transforming patients’ lives through science™ ”, every BMS employee plays an integral role in work that goes far beyond ordinary. Each of us is empowered to apply our individual talents and unique perspectives in a supportive culture, promoting global participation in clinical trials, while our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.

On‑site Protocol

BMS has an occupancy structure that determines where an employee is required to conduct their work. This structure includes site-essential, site-by-design, field-based and remote-by-design jobs. The occupancy type that you are assigned is determined by the nature and responsibilities of your role:

• Site-essential roles require 100% of shifts onsite at your assigned facility.
• Site-by-design roles may be eligible for a hybrid work model with at least 50% onsite at your assigned facility.
• For these roles, onsite presence is considered an essential job function and is critical to collaboration, innovation, productivity, and a positive Company culture.
• For field-based and remote-by-design roles the ability to physically travel to visit customers, patients or business partners and to attend meetings on behalf of BMS as directed is an essential job function.

Supporting People with Disabilities

BMS is dedicated to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace accommodations/adjustments and ongoing support in their roles. Applicants can request a reasonable workplace accommodation/adjustment prior to accepting a job offer. If you require reasonable accommodations/adjustments in completing this application, or in any part of the recruitment process, direct your inquiries to [e-mail] . Visit careers.bms.com/ eeo -accessibility to access our complete Equal Employment Opportunity statement.

Candidate Rights

BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.

If you live in or expect to work from Los Angeles County if hired for this position, please visit this page for important additional information: https://careers.bms.com/california-residents/

Data Protection

We will never request payments, financial information, or social security numbers during our application or recruitment process. Learn more about protecting yourself at https://careers.bms.com/fraud-protection .

Any data processed in connection with role applications will be treated in accordance with applicable data privacy policies and regulations.

If you believe that the job posting is missing information required by local law or incorrect in any way, please contact BMS at [e-mail] . Please provide the Job Title and Requisition number so we can review. Communications related to your application should not be sent to this email and you will not receive a response. Inquiries related to the status of your application should be directed to Chat with Ripley.

R1605592 : National Account Director - Emisar/OptumRx/UHC