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About the Role

The Institutional Mental Health Account Specialist is a critical role in executing BMS's aspiration to be the BioPharma team that delivers the most impactful engagement with Health Care Providers (HCPs), driving adoption of new and existing medicines for appropriate patients. This role will support the US commercialization of COBENFY, a treatment for schizophrenia. The Mental Health Account Specialist team will call on providers and care team members at Community Mental Health Centers, Certified Community Behavior Health Centers, and Hospitals. You will be a critical member of the hospital launch team. The primary role is to drive demand for BMS medicines within their portfolio for the appropriate patients by engaging HCPs with a differentiated Customer Experience (Cx) through deeper scientific dialogue, consistent on-label discussions, and leveraging effective avenues for partnering. The role builds and maintains strong professional credibility with thought leaders, physicians/HCPs in private practice, hospital-based physicians/HCPs, medical groups, office staff, and other stakeholders. The Institutional MHAS liaises with other BMS functions, including partner portfolio aligned Therapeutic Areas Specialists (TAS) and Key Account Managers (KAM). This role prioritizes the safe and appropriate use of BMS products while focusing on overall business results and performance objectives, exemplifying BMS values. The role is field-based and is anticipated to spend 100% of their time in the field engaging solely with customers in Community Mental Health Centers, Certified Community Behavioral Health Centers, and Hospitals.

Responsibilities

Promotes approved indications of BMS products within a defined territory or region to meet or exceed assigned sales targets in a compliant manner.
Creates demand for BMS medicines by articulating in a balanced manner the clinical and scientific rationale for use of products in appropriate patients.
Engages with and continuously maintains/grows a high level of scientific expertise in all assigned products and therapeutic areas.
Prepares and successfully implements comprehensive territory and account plans by outlining strategic drivers, tactics, and applying resources to appropriately promote assigned product(s) to health care providers, hospital administrators, key influencers and ancillary hospital staff along the patient continuum within a geographically defined area.
Proactively uses available tools to derive insights and to dynamically inform call plans.
Provides feedback on experience using these tools to leadership to enable continuous improvement.
Within hospitals, develops and leverages strong professional relationships with customers in clinical practice, pharmacy department, pharmacy and therapeutics committee (P&T) and other key influencers to encourage formulary access and product availability throughout the hospital.
Demonstrates thorough understanding of access/affordability & reimbursement services and payer/formulary within hospitals.
Demonstrates thorough understanding of hospital-based treatment pathways, discharge planning, and multidisciplinary care coordination.
Demonstrates scientific expertise and passion in using approved scientific resources and publications to present information to HCPs and ensures medical accuracy.
Conducts in-office presentations (e.g., lunch and learns) and discusses product-related scientific information with HCPs that is consistent with label.
Organizes external speaker programs, selecting speakers from list approved by Speakers Bureau and facilitating scheduling and logistics.
Maintains a high level of working expertise on emerging data for approved indications.
Engages real-time medical support through Medical on Call to reactively answer unsolicited questions and complex technical inquiries.
Proactively collaborates with other field teams to ensure the best Customer Experience (Cx) for HCPs.
Gathers and shares relevant insights and information internally with the appropriate stakeholders to enable BMS to better serve its customers.
Works collectively with matrix team members to arrange approved promotional programs and hospital initiatives that will effectively and compliantly promote the product.
Complies with all laws, regulations, and policies that govern the conduct of BMS.

Requirements

Advanced scientific degree and/or preferred 5+ years of pharmaceutical or biotechnology experience as healthcare sales / MSL / HCP / nurse.
Ability to communicate scientific or clinical data accurately and convincingly to help physicians best serve their patients.
Demonstrated experience building and maintaining strong credibility with key community- and hospital-based customers, office staff, case managers, and others in the customer influence network via a customer-centric mindset and desire to create positive and differentiated Customer Experience (Cx).
Experience in Psychiatry is preferred.
Experience in Community Mental Health Centers, Certified Community Behavior Health Centers, and Hospitals preferred.
Demonstrated understanding of acute care, hospital, and healthcare systems and institutional treatment dynamics.
Demonstrated experience engaging with P&T committee members and knowledge of formulary, reimbursement processes.
Demonstrated strong capability in account management skill sets, superior selling competencies, and proven sales performance track record of meeting or exceeding goals.
Demonstrated ability to work effectively cross-functionally with a positive team mindset and can-do attitude.
Strong selling and promotional skills proven through a track record of performance.
Customer/commercial mindset.
Demonstrated ability to drive business results.
Experience identifying, engaging, and cultivating credibility with customers across the patient care journey.
Demonstrated account management skills and problem-solving mentality.
Understands the patient journey and can customize engagement and deliver tailored messages.
Demonstrated resourcefulness and ability to connect with customers.
Understands the patient journey and experience.
Has a patient-focused mindset.
Excellent communication and presentation skills to articulate scientific and clinical data in an easy-to-understand manner to help HCPs best serve their patients.
Has a strong learning mindset and passion for science.
Prioritizes staying current with the latest data.
Ability to analyze data, such as prescribing patterns, market trends, and HCP preferences.
Ability to segment HCPs based on their preferences and other relevant factors.
Understanding how to interpret and analyze data related to BMS products, customer preferences, clinical data.
Understanding, adapting, and effectively using technology in various aspects of healthcare business and interacting with HCPs.
Utilizing various digital communication channels such as emails, instant messaging apps, and video conferencing to stay in touch with healthcare professionals, colleagues, and clients.
Competency using internal software or CRM tools to collect, enter, and manage quality data in a timely and compliant manner, track interactions, and plan future engagements with healthcare professionals.
Ability to use the Medical on Call technology effectively.
Keeping up to date with technological advancements and changes.
Strong business acumen to understand and analyze business and market drivers and develop, execute, and adjust business plans.
Demonstrates a strong sense of learning agility.
Track record of balancing individual drive and collaborative attitude.
Holds a high level of integrity and good judgment, in order to navigate the requirements of the role effectively and compliantly in accordance with BMS policies and procedures.
Offers of employment are contingent upon the candidate meeting the requirements of “Qualified Driver,” including being at least 21 years of age, possessing a driver’s license in good standing, and having a driving risk level deemed acceptable by the Company.

Skills

Customer-centric mindset
Scientific expertise
Account management
Selling competencies
Promotional skills
Communication skills
Presentation skills
Analytical skills
Technological agility
Business acumen
Learning agility
Integrity
Good judgment

Location

San Francisco, CA
Fresno, CA
San Jose, CA
Modesto, CA
Oakland, CA

Work Type

Field-based
100% of their time in the field engaging solely with our customers

Experience Level

Senior

Education Level

Advanced scientific degree

Salary/Compensations

$147,560 - $178,808

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.
Paid Time Off
US Exempt Employees: flexible time off (unlimited, with manager approval, 11 paid national holidays)
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
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
Annual Global Shutdown between Christmas and New Years Day.

About the Company

Bristol Myers Squibb has a rich history in Neuroscience focused on developing innovative medicines to help people living with Neurodegenerative and Neuromuscular conditions.
Bristol Myers Squibb currently markets a product in Neurology and has reentered the Psychiatry market with a focus on patients living with schizophrenia.
BMS is a global biopharmaceutical company leading the way in medical innovation to help patients live longer, better lives.
Our purpose as a company is to discover and develop therapies that will change the course of human health.
We value our passion for patients, quest for innovation, and spirit of independence and love of challenge.
With a single vision as inspiring as “Transforming patients’ lives through science™ ”, every BMS employee plays an integral role in work that goes far beyond ordinary.
Each of us is empowered to apply our individual talents and unique perspectives in a supportive culture, promoting global participation in clinical trials, while our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.

Equal Opportunity

BMS is dedicated to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace accommodations/adjustments and ongoing support in their roles.
Applicants can request a reasonable workplace accommodation/adjustment prior to accepting a job offer.
BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.