Bristol Myers Squibb Manager, Contract Operations in Princeton, New Jersey


This role is responsible for contracting operations for commercial payers, IDNs, GPOs, and physicians and also provides support to field-facing team members in contract negotiations. S/he leads the evaluation and analysis of customer contracting opportunities and the preparation of legally approved contract documents. S/he works closely with colleagues on the brand and the Strategic Pricing & Value teams to ensure that offers are competitive, legally compliant, and strategically structured to create value for both the customer and BMS. In partnership with the account team, they are the internal expert on assigned customers. S/he ensures contracts are structured to be consistent with brand strategy, support the latest pull- through efforts, and align with value-creating programs. S/he may also accompany the RAE/NAE on customer contracting calls to represent the best interests of BMS in delicate contract negotiations.


Conducts sophisticated analyses of potential savings for BMS, with consideration of the customers’ perspective of contracted versus non-contracted revenue, and works closely with the RAE/NAE and integrated customer team to evaluate appropriate options and strategies for leveraging additional value-creating opportunities

Balances customer needs with brand objectives to ensure deals represent the best interests of all parties

Provides direct customer-facing support for the RAE/NAE and integrated customer team in contract negotiations, including developing and presenting supporting information that enhances negotiation discussions

Monitors the competition, as well as any changes in the marketplace and regulatory environment that could influence contract elements and terms

Utilizes knowledge of the channel and customer economics to negotiate contract language that delivers value for the customer and BMS

Works in partnership with the brand, Finance, and Strategic Pricing & Value 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 RAE/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 RAE/NAE on ways to improve contracting with customers to deliver stronger value for the customer and BMS

Acts as a liaison with the brand team, on behalf of the RAE/NAE, to ensure all contracts are structured to be consistent with brand strategy and to maximize value creation for all stakeholders

Works closely with Strategic Pricing & Value counterparts to ensure pricing strategies and philosophy can be executed within BMS’ contracting requirements

Candidate Specifications:

BA/BS degree or equivalent

A minimum of 5 years experience in pharmaceutical/healthcare industry is strongly advised

Must demonstrate strong analytical skills and an ability to think strategically about the impact of various contracting approaches which could be employed in a complex ecosystem/marketplace

Must have a 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

Must possess an ability to work across boundaries, using influencing skills to partner and build consensus with various stakeholders to get results

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

Must have strong communication skills

Ability to network across a broad internal and external matrix organization to form strong, productive partnerships

Preferred Qualifications:

Advanced degree (e.g., Masters degree in Finance/MBA, Statistics) is a plus

Experience in negotiating, executing, and implementing contracts

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.