National Account Director - Emisar/OptumRx/UHC

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. 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.

About the role

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

• Develop and execute comprehensive, multi-year account plans for Emisar/OptumRx/UHC to achieve market access goals.
• 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.
• Lead complex contract negotiations with internal and external stakeholders to secure optimal formulary placement, maximize gross-to-net revenue, and manage rebate performance.
• Deliver clear and compelling clinical and economic value propositions to key account stakeholders, demonstrating how the company's products benefit their member populations.
• Work closely with internal teams, including other Market Access colleagues such as Contracting, Pricing, Access Strategy, Legal, Sales, and Medical Affairs, to align strategies and execute plans effectively.
• Continuously monitor the evolving PBM, GPO, and managed care landscape, analyzing market trends, competitor activities, and policy changes that could impact market access.
• Analyze contracted product performance, conduct quarterly business reviews with account partners, and report key metrics to senior management.
• Collaborate with field and national sales teams to ensure effective implementation and "pull-through" of access-driving strategies with affiliated accounts.
• Understand and incorporate AI in all aspects of the role to ensure timely dissemination of information and to streamline both internal and external capabilities.

Requirements

• A Bachelor's degree is required; an MBA or advanced degree in a related field is often preferred.
• 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.
• Extensive, established relationships and a proven track record of successfully negotiating with major PBM/GPO/Payer accounts.
• In-depth understanding of the U.S. healthcare landscape, including the roles of PBMs/GPOs, managed care organizations, and government payers.
• Strong business acumen, analytical abilities, strategic thinking, and exceptional negotiation and presentation skills.
• Ability to travel frequently, often up to 50-65% of the time, to attend meetings and engage with key accounts.

Pay

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.

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 for 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.