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Position Summary
We are seeking a strategic, results-driven, and experienced leader to join our team as the Director, Hospital Key Account Management (KAM) – Neuroscience. This individual will be responsible for leading and developing the Neuroscience Hospital KAM team, ensuring product awareness and sustained growth for BMS’s neuroscience portfolio across key hospital accounts. The successful candidate will be responsible for managing relationships with key hospital stakeholders, influencing treatment decisions, and driving the adoption of our innovative product within the healthcare ecosystem. As part of a cross-functional team, the Director will play a pivotal role in shaping market access, clinical advocacy, and partnership strategies across key accounts. The role will focus on launch execution, market expansion, strategic account management, and leadership development, shaping BMS’s success.
Key Responsibilities
Hospital Launch & Market Expansion
- Build, develop, and retain a high-performing Hospital KAM team
- Lead the development of account level strategies and execution of tactics
- Coach teams to effectively present clinical and economic data to key hospital-based accounts and IDNs
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- Identify business opportunities within respective geographic area and coordinate with internal stakeholders to engage with customers on those opportunities
- Be in the field 60%-80% of the time working directly with the KAM team, especially at launch
- Oversee hospital profiling efforts to enhance strategic decision-making and resource allocation
- Collaborate cross-functionally with Sales, Medical, Marketing, Market Access, Patient Services, BI&A, and other matrix teams and Leadership to drive strategic initiatives
Key Account Management & Customer Engagement
- Establish and strengthen strategic partnerships with key hospital and IDN stakeholders
- Develop and maintain a deep understanding of key accounts including strategic business goals, value drivers, key stakeholders, relevant business metrics, unique challenges in the context of current and evolving market dynamics
- Lead KAM teams to co-develop and implement commercial strategies for hospital-based physicians and organized customers in neuroscience indications
- Lead the development and execution of account-specific strategies and partner with cross-functional teams to drive product adoption and growth within hospital systems and healthcare organizations
- Lead business reviews to set and evolve regional objectives and strategies
- Build and maintain strong, long-term relationships with key decision-makers, including hospital administrators, clinical directors, physicians, and pharmacists, ensuring effective communication and collaboration.
- Understand and navigate hospital procurement processes, formulary decisions, and reimbursement pathways to ensure market access for Neuroscience portfolio.
- Partner with home office and field teams to maintain an optimized and up-to-date target list of key hospital accounts, identifying new accounts that should be added to the list based on their market potential and influence
Leadership & Team Performance Management
- Lead, mentor, and inspire a high-performing team of Key Account Managers and other relevant sales and account management staff, ensuring alignment with business goals and objectives.
- Foster a collaborative, results-driven team culture that encourages open communication, problem-solving, and continuous improvement.
- Establish a clear vision, capabilities, and KPIs for the Hospital KAM team, ensuring alignment with strategic goals
- Develop and implement training programs to support the development of the Hospital KAM team through coaching, training, and account management capabilities
- Drive cross-functional collaboration, ensuring seamless execution of initiatives across teams
- Provide ongoing coaching, feedback and professional development to ensure team members meet their individual and collective goals
Compliance & Operational Excellence
- Ensure all activities are conducted in full compliance with applicable laws, regulations, and BMS policies
- Uphold high ethical standards while driving business success and fostering a customer-centric approach
Qualifications & Experience
- Minimum 7-10 years of experience in account management, business development, or sales leadership within the pharmaceutical or healthcare industry, with a focus on hospital-based sales or strategic partnerships. Neuroscience experience strongly preferred
- Must possess a Bachelor’s degree; an advanced degree is strongly preferred
- Deep understanding of the U.S. healthcare system, including hospitals and acute care, integrated delivery networks (IDNs), organizer provider networks, and payer dynamics
- Experience with hospital payment models and metrics, formulary access and reimbursement dynamics, pathways and protocol development, EMR/EHR systems, pharmacy planning and operations strongly preferred
- Track record of driving revenue growth and / or achieving field execution targets in the pharmaceutical industry and consistently exceeding expectations
- Proven ability to lead without direct authority, collaborate with cross-functional teams, and drive strategic execution to achieve results and exceed goals
- Ability to build high-performing teams, attract, develop and retain top talent
- Strong strategic thinking skills with the ability to structure complex challenges and translate them into actionable plans
- Experience in developing and implementing customer-centric approaches while leveraging multi-disciplinary resources to achieve coverage objectives
- Demonstrated analytical, negotiation, and decision-making skills
- Previous experience managing and leading teams in a complex healthcare environment, including team development, performance management, and cross-functional collaboration
- Strong ability to interface with senior-level stakeholders both internally and externally
- Excellent communication skills, both written and oral, with the ability to drive engagement across teams
- Experience in the pharmaceutical or healthcare industry with a strong focus on hospital-based sales and market access
- Valid driver’s license and willingness to travel
- Proficiency in Microsoft Office (Word, Excel, PowerPoint, Outlook)
Why You Should Apply
Around the world, we are passionate about making an impact on the lives of patients with serious diseases.Empowered to apply our individual talents and perspectives in a patient-focused culture. Our shared values of passion, innova
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