Executive Director, Payer/Government Accounts & Emerging Customers, US Field Access

About the role

At Bristol Myers Squibb, work is challenging, meaningful, and life-changing. This role is the single point of accountability for executing market access strategies for the U.S. BMS portfolio, focusing on regional payer accounts, federal accounts (VA, DoD/TRICARE, IHS), state government and Medicaid accounts, and emerging employer channels. The Executive Director orchestrates engagement with assigned accounts and serves as the primary interface between the account and BMS, managing a cross-functional team to ensure BMS’s capabilities are leveraged to create competitive customer partnerships.

Responsibilities

• Serve as the primary interface with all payers, plans, and benefit decision-makers within assigned regional, federal, state government, and employer accounts.
• Lead all aspects of partnership and exchange between account and BMS senior-level interactions.
• Supervise profitable negotiations across assigned accounts for the U.S. BMS portfolio and strategic positioning to ensure contract optimization.
• Oversee federal account strategy and access across the VA, DoD/TRICARE, and IHS, including Federal Supply Schedule pricing and national formulary positioning for the BMS portfolio.
• Direct state government and Medicaid account strategy, including fee-for-service, Medicaid managed care, and supplemental rebate negotiations.
• Lead upstream engagement with employer benefit decision networks — large self-insured employers, national and regional benefits consultants, TPAs, and specialty benefit managers — to influence benefit design decisions for the full BMS portfolio before coverage parameters are finalized.
• Influence employer benefit philosophy on formulary placement, utilization management, site-of-care frameworks, and carve-out strategies, engaging stakeholders ahead of annual benefit design cycles.
• Supervise the development of stakeholder maps that identify key influencers and decision makers at the assigned account, specifying targets to be engaged and who at BMS is responsible for building the relationship.
• Ensure development of account goals/objectives and tactical execution plans in alignment with BMS strategy.
• Contribute to the design and development of processes to facilitate cross-account and cross-functional best-practice sharing.
• Oversee the delivery of all value, access, HEOR, population health messages, and tools.

Qualifications

• Bachelor’s degree required; advanced degree preferred (MBA, PharmD, etc.).
• Recent payer account management across regional, government, or national accounts (4+ years).
• Pricing/contracting experience, with a particular focus on contract optimization (3+ years).
• Executive presence and the ability to close profitable deals with managed care and government payers.
• Demonstrated ability to develop customer-centric approaches, leveraging multi-disciplinary capabilities and resources to realize coverage objectives.
• Proven leadership, analytic, influence, and negotiation skills.
• Experience in medical and pharmacy benefit products.
• Deep understanding of self-insured employer benefit design, specialty drug economics, and payer vs. employer decision authority.
• Proven ability to engage senior, non-clinical stakeholders (HR, Finance, Benefits) and the consultants and TPAs that advise them.
• Demonstrated written and oral communication skills.

Pay

The starting compensation range for this full-time role is $253,670 - $307,383. Additional incentive cash and stock opportunities (based on eligibility) may be available. Final, individual compensation will be decided based on demonstrated experience.

Benefits

• 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 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 Year’s 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.