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.

  • Conductssophisticated analysesof potentialsavingsfor BMS, withconsideration of the customers’perspectiveofcontractedversusnon-contractedrevenue,andworkscloselywith the RAE/NAEandintegratedcustomer team to evaluateappropriateoptionsand strategiesforleveragingadditionalvalue-creatingopportunities

  • Balancescustomerneedswith brand objectives to ensuredealsrepresentthe bestinterestsof all parties

  • Provides direct customer-facingsupport for the RAE/NAE and integrated customer team in contract negotiations, including developingandpresentingsupportinginformationthatenhancesnegotiationdiscussions

  • Monitors the competition, as well as anychanges in the marketplaceandregulatoryenvironmentthatcouldinfluencecontractelementsandterms

  • Utilizesknowledgeof thechannelandcustomereconomics to negotiate contractlanguagethat deliversvalue for the customerand BMS

  • Works in partnershipwith thebrand,Finance,andStrategicPricing & Valueoncustomer- specific rebateprojections

  • Workswith internalgovernmentand legalexpertstomonitor the latest governmentcontractingandreportingrequirements,andensuresgovernmentpricing implications areidentifiedandconsidered

  • Utilizessophisticatedanalyticaltechniquestoanalyze and monitorcustomercompliance andperformanceagainstcontract terms andkeepsthe RAE/NAEinformed on an ongoingand regular basis

  • Understandsinter-customer dynamics andthecommercial implicationsforstructuring deal negotiations

  • Provides proactive insightsand recommendations to theRAE/NAEonways to improvecontractingwith customers to deliverstrongervalue for thecustomerand BMS

  • Acts as a liaisonwith thebrand team,onbehalf of the RAE/NAE, to ensure all contracts are structured tobeconsistentwith brandstrategyand to maximize value creation for all stakeholders

  • WorkscloselywithStrategicPricing & Value counterpartstoensure pricingstrategiesandphilosophy can be executedwithin BMS’ contractingrequirements

Candidate Specifications:

  • BA/BSdegree or equivalent

  • A minimumof 5 yearsexperience in pharmaceutical/healthcare industry is stronglyadvised

  • Must demonstrate stronganalyticalskillsandan ability to think strategically about theimpact of variouscontractingapproacheswhich could be employedin a complexecosystem/marketplace

  • Must have a firmunderstanding of the healthcaremarketplaceand demonstratestrongbusinessacumenincluding a solidunderstanding of the way various channelsandcustomer types makemoneyandcreatevalue

  • Must possessanability to work acrossboundaries, using influencingskills to partner and buildconsensus with various stakeholders to getresults

  • Exceptionalaptitude forlearningquicklyandability to communicatetechnicalconcepts to a wide range ofstakeholders

  • Must demonstrate an ability to drive execution of keyinitiativesandmeet all deadlines

  • Must have a strongability to prioritize andwork effectivelyin a fast-paced,dynamicenvironment

  • Trackrecord of highly ethical andcompliant behavior

  • Must have strongcommunication skills

  • Abilityto network across a broadinternalandexternal matrix organization to form strong,productive partnerships


Preferred Qualifications:

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

  • Experiencein negotiating,executing,andimplementingcontracts

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.