Director, Hospital Key Account Management - Neuroscience- East Coast

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.

Key Responsibilities

• 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

• Identify business opportunities within respective geographic area and coordinate with internal stakeholders to engage with customers on those opportunities

• 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

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

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

• 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

• Track record of driving revenue growth and / or achieving field execution targets in the pharmaceutical industry and consistently exceeding expectations

• Prior experience managing and leading teams in a complex healthcare environment, including team development, performance management, and cross-functional collaboration

• Strong strategic thinking skills with the ability to structure complex challenges and translate them into actionable plans

• 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

• Valid driver’s license and willingness to travel

• Proficiency in Microsoft Office (Word, Excel, PowerPoint, Outlook)