Bristol Myers Squibb Key Account Manager - Orencia in Lawrence Township, New Jersey


This position is responsible for optimizing access, reimbursement and appropriate utilization of Orencia IV and SC across all assigned accounts. These accounts include Organizing Rheumatology Practices, Infusion Management Companies, Rheumatology focused Management Service Organizations, and select BU led Hospital Accounts.

Deep knowledge and understanding of the clinical, economic and business model dynamics driving decision making and coverage is critical. The Key Account Manager is responsible for developing the comprehensive and integrated stakeholder engagement strategy. This position will work cross functionally with all internal stakeholders including: Marketing, Value Access and Payment, Sales, and Medical, in order to leverage knowledge of the potential accounts and marketplace. This is a critical role in establishing Bristol-Myers Squibb as a leader in Immunology and our commitment to supporting the efforts of Rheumatology healthcare providers in improving patient outcomes. This role will report directly to the Brand Lead.


Collaborates with the cross functional matrix team to develop stakeholder engagement strategy

Serve as the primary BMS interface for the Immunology business with identified accounts and is responsible for the overall customer experience

Develop and execute business plans and strategies for each major account in region.

Conducts internal business strategy discussions and performance reviews routinely to ensure that key internal stakeholders understand the customer’s business strategy and appropriately support it.

This position will support reactive contracting opportunities within defined regions including managing relations with MSO partners.

Develop and execute strategic and tactical account planning, such as uncovering needs, stakeholder / influence mapping identifying / prioritizing business goals, helping define value propositions, delivering value propositions developed in collaboration with marketing and managed market teams, developing tactical plans, etc.

Conduct account management at larger outlets and assist with on-going service and support as needed.

Engage with applicable stakeholders to deliver and help execute any reactive contracts outside of GPO responsibility or address any updates to provider contracts for specialty products

Develops relationships with Executive Level, Operations, Financial, and Pharmacy based customers in priority accounts.

Leverage customer insights to enhance strategic cross functional business planning and opportunity development

Close alignment and working relations with local Reimbursement Managers, Account Executives, Field Sales and Field Medical

Coordinate matrix team resources and facilitate senior executive interactions as appropriate

Operate in full compliance to all applicable laws and comply with BMS policies and procedure

Candidate Specifications

Bachelor’s Degree

Rheumatology Sales, Sales Leadership, Marketing/Home Office experience (7+ years)

Region/National Account coverage experience

Biologics, Specialty and Physician Administered drug expertise

Proven track record of success in access/marketing/sales

Proven leadership skills and ability to network across complex internal and external environments

Demonstrated ability to develop customer centric approaches, leverage multi-disciplinary capabilities and resources in order to realize objectives

Analytical, written and oral communication skills

Overnight travel, 30-50%

Bristol-Myers Squibb is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.