Bristol Myers Squibb
Associate Director, PBM/Payer Contract Strategy and Analytics (US)
Bristol Myers Squibb, Princeton, New Jersey, United States, 08540
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. Associate Director Contract Strategy And Analytics
This role is part of the Global Pricing organization and reports to the Director of PBM/Payer, Contract Strategy and Analytics. The Associate Director of Contract Strategy and Analytics is a highly skilled and experienced individual who is responsible for supporting field facing National PBM/GPO Account team in developing and executing strategic, value-creating and innovative contracting solutions to address Commercial and Part D customer needs and to meet BMS financial targets. You will lead the evaluation and analysis of customer contracting opportunities including performing financial modeling, contract risk assessment analysis and preparation of legally approved contract documents. Works closely with National Account teams, brand team colleagues, and those in Pricing Strategy and Access Strategy to ensure offers are competitive, legally compliant, and strategically structured to create value for both the customer and BMS. In partnership with the National account team, will be the internal expert on assigned customers. Ensures contracts are structured to be consistent with brand strategy and support the latest pull-through efforts and value creating programs while ensuring contracts are legally compliant. The Associate Director provides analysis of competitive contracting models and creation of contracting recommendations that balance the needs of the customer and BMS, while remaining competitive versus other available therapies in therapeutic areas where BMS competes. The Associate Director of Contract Strategy and Analytics utilizes a deep understanding of BMS' product portfolio, profitability objectives, customer profiles, and the business environment to create and analyze contracting scenarios and develop innovative, competitive negotiation positions that assist the MASA Account teams in developing strong, lasting customer partnerships. A ccompanies the NAE on contracting calls to represent the best interests of BMS in delicate contract negotiations. Provides account specific evaluation and development of all Gross to Net (GTN) budget and projection assessments and accruals and provides input for Government Pricing calculations. This position interfaces with the MASA Directors/ED, Access Strategy Directors/SD, Pricing Strategy Dir./Sr. Dir./Exec Dir, the VP for Pricing Execution, Government reporting ED, Legal, and Finance. The Associate Director of Contract Strategy and Analytics also stays abreast of channel dynamics and ecosystem changes, ensuring that their insights are focused on identifying value-creating contracting opportunities for the entire BMS portfolio. Responsibilities
Conducts sophisticated analyses with consideration of the BMS and the customers' perspective of contracted versus non-contracted revenue and works closely with the NAE and integrated customer team to evaluate appropriate options and strategies for leveraging additional value creating opportunities. Lead cross-matrix meetings with Brand Marketing, Access Strategy, Pricing Strategy, Finance and NAE to present and gain approval for contract offer recommendations that balance customer needs with brand objectives to ensure deals represent the best interests of all parties Provides direct customer-facing support for the NAE and integrated customer team in contract negotiations, including developing and presenting supporting information that enhances negotiation discussions such as detailed offer analytics Presents Situation, deal Analytics and Contract Recommendations to Brand Business Unit Lead decision makers as part of the Negotiating Team process Monitors the competition, marketplace, and regulatory changes that could influence contract terms Utilize knowledge of channel/customer economics to negotiate contract language to drive value for customer and BMS Works in partnership with the Brand, Finance, Pricing Strategy and Access Strategy on customer-specific rebate projections Works with internal government and legal experts to monitor the latest government contracting and reporting requirements, and ensures government pricing implications are identified and considered Utilizes sophisticated analytical techniques to analyze and monitor customer compliance and performance against contract terms and keeps the NAE informed on an ongoing and regular basis Understands inter-customer dynamics and the commercial implications for structuring deal negotiations Provides proactive insights and recommendations to the NAE to deliver stronger value for the customer and BMS Acts as a liaison with the brand team, on behalf of the NAE, to ensure all contracts are structured to be consistent with brand strategy and to maximize value creation for all stakeholders Works with counterparts to ensure pricing strategies/philosophy can be executed within BMS' contracting requirements Works with Legal throughout contract negotiation with the customer to ensure contracts are legally compliant and best protect the interests of BMS Acts as leader amongst their peers on CSA team to coach and train Sr. Managers technical/functional skills & working with matrix team members and customers Strong problem solving skills, an aptitude for efficient communication across matrix partners and in-depth business analyses is critical to this role Qualifications
BA/BS degree. Advanced degree (e.g., master's degree in Finance/MBA, Health Administration) is preferred A minimum of 5 years of experience in the pharmaceutical/healthcare industry is strongly advised Headquarters and cross-functional experience is a plus (e.g., product marketing, business development, sales, Finance, PASS etc.) Market Access or relevant consultancy experience, Payer or health System provider experience is preferred Demonstrated experience leveraging and/or implementing, AI-driven insights and digital tools to enhance customer engagement strategies, optimize HCP/patient experience, and drive data-informed commercial decision-making Strong technical/functional skills and an ability to motivate, develop, and lead others as a player/coach Experience in negotiating, executing, and implementing contracts Strong analytical skills and ability to think strategically about the impact of various contracting approaches which could be employed in a complex ecosystem/marketplace Firm understanding of the healthcare marketplace and demonstrate strong business acumen, including a solid understanding of the way various channels and customer types make money and create value Demonstrated ability to work across boundaries to partner, influence and build consensus with various stakeholders and Sr. Management in order to get results Proven ability to think and act strategically and to influence others with well thought out and professionally communicated positions and recommendations Exceptional aptitude for learning quickly and ability to communicate technical concepts to a wide range of stakeholders Must demonstrate an ability to drive execution of key initiatives and meet all deadlines Must have a strong ability to prioritize and work effectively in a fast-paced, dynamic environment Track record of highly ethical and compliant behavior Extensive knowledge of BMS products and therapeutic areas or an ability to learn quickly Intellectual Curiosity Capability to take complex analytics and provide executive summary level insights Demonstrated ability to dissect complex problems and recommend solutions Proven ability to embrace new technologies Must have strong oral and written communication skills Proficient in PowerPoint and Excel Demonstration of all Core BMS Behaviors
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. Associate Director Contract Strategy And Analytics
This role is part of the Global Pricing organization and reports to the Director of PBM/Payer, Contract Strategy and Analytics. The Associate Director of Contract Strategy and Analytics is a highly skilled and experienced individual who is responsible for supporting field facing National PBM/GPO Account team in developing and executing strategic, value-creating and innovative contracting solutions to address Commercial and Part D customer needs and to meet BMS financial targets. You will lead the evaluation and analysis of customer contracting opportunities including performing financial modeling, contract risk assessment analysis and preparation of legally approved contract documents. Works closely with National Account teams, brand team colleagues, and those in Pricing Strategy and Access Strategy to ensure offers are competitive, legally compliant, and strategically structured to create value for both the customer and BMS. In partnership with the National account team, will be the internal expert on assigned customers. Ensures contracts are structured to be consistent with brand strategy and support the latest pull-through efforts and value creating programs while ensuring contracts are legally compliant. The Associate Director provides analysis of competitive contracting models and creation of contracting recommendations that balance the needs of the customer and BMS, while remaining competitive versus other available therapies in therapeutic areas where BMS competes. The Associate Director of Contract Strategy and Analytics utilizes a deep understanding of BMS' product portfolio, profitability objectives, customer profiles, and the business environment to create and analyze contracting scenarios and develop innovative, competitive negotiation positions that assist the MASA Account teams in developing strong, lasting customer partnerships. A ccompanies the NAE on contracting calls to represent the best interests of BMS in delicate contract negotiations. Provides account specific evaluation and development of all Gross to Net (GTN) budget and projection assessments and accruals and provides input for Government Pricing calculations. This position interfaces with the MASA Directors/ED, Access Strategy Directors/SD, Pricing Strategy Dir./Sr. Dir./Exec Dir, the VP for Pricing Execution, Government reporting ED, Legal, and Finance. The Associate Director of Contract Strategy and Analytics also stays abreast of channel dynamics and ecosystem changes, ensuring that their insights are focused on identifying value-creating contracting opportunities for the entire BMS portfolio. Responsibilities
Conducts sophisticated analyses with consideration of the BMS and the customers' perspective of contracted versus non-contracted revenue and works closely with the NAE and integrated customer team to evaluate appropriate options and strategies for leveraging additional value creating opportunities. Lead cross-matrix meetings with Brand Marketing, Access Strategy, Pricing Strategy, Finance and NAE to present and gain approval for contract offer recommendations that balance customer needs with brand objectives to ensure deals represent the best interests of all parties Provides direct customer-facing support for the NAE and integrated customer team in contract negotiations, including developing and presenting supporting information that enhances negotiation discussions such as detailed offer analytics Presents Situation, deal Analytics and Contract Recommendations to Brand Business Unit Lead decision makers as part of the Negotiating Team process Monitors the competition, marketplace, and regulatory changes that could influence contract terms Utilize knowledge of channel/customer economics to negotiate contract language to drive value for customer and BMS Works in partnership with the Brand, Finance, Pricing Strategy and Access Strategy on customer-specific rebate projections Works with internal government and legal experts to monitor the latest government contracting and reporting requirements, and ensures government pricing implications are identified and considered Utilizes sophisticated analytical techniques to analyze and monitor customer compliance and performance against contract terms and keeps the NAE informed on an ongoing and regular basis Understands inter-customer dynamics and the commercial implications for structuring deal negotiations Provides proactive insights and recommendations to the NAE to deliver stronger value for the customer and BMS Acts as a liaison with the brand team, on behalf of the NAE, to ensure all contracts are structured to be consistent with brand strategy and to maximize value creation for all stakeholders Works with counterparts to ensure pricing strategies/philosophy can be executed within BMS' contracting requirements Works with Legal throughout contract negotiation with the customer to ensure contracts are legally compliant and best protect the interests of BMS Acts as leader amongst their peers on CSA team to coach and train Sr. Managers technical/functional skills & working with matrix team members and customers Strong problem solving skills, an aptitude for efficient communication across matrix partners and in-depth business analyses is critical to this role Qualifications
BA/BS degree. Advanced degree (e.g., master's degree in Finance/MBA, Health Administration) is preferred A minimum of 5 years of experience in the pharmaceutical/healthcare industry is strongly advised Headquarters and cross-functional experience is a plus (e.g., product marketing, business development, sales, Finance, PASS etc.) Market Access or relevant consultancy experience, Payer or health System provider experience is preferred Demonstrated experience leveraging and/or implementing, AI-driven insights and digital tools to enhance customer engagement strategies, optimize HCP/patient experience, and drive data-informed commercial decision-making Strong technical/functional skills and an ability to motivate, develop, and lead others as a player/coach Experience in negotiating, executing, and implementing contracts Strong analytical skills and ability to think strategically about the impact of various contracting approaches which could be employed in a complex ecosystem/marketplace Firm understanding of the healthcare marketplace and demonstrate strong business acumen, including a solid understanding of the way various channels and customer types make money and create value Demonstrated ability to work across boundaries to partner, influence and build consensus with various stakeholders and Sr. Management in order to get results Proven ability to think and act strategically and to influence others with well thought out and professionally communicated positions and recommendations Exceptional aptitude for learning quickly and ability to communicate technical concepts to a wide range of stakeholders Must demonstrate an ability to drive execution of key initiatives and meet all deadlines Must have a strong ability to prioritize and work effectively in a fast-paced, dynamic environment Track record of highly ethical and compliant behavior Extensive knowledge of BMS products and therapeutic areas or an ability to learn quickly Intellectual Curiosity Capability to take complex analytics and provide executive summary level insights Demonstrated ability to dissect complex problems and recommend solutions Proven ability to embrace new technologies Must have strong oral and written communication skills Proficient in PowerPoint and Excel Demonstration of all Core BMS Behaviors