Associate Director, Trade Contracting

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Summary:

The primary objective of this position is to manage all activities related to BMS’ interactions with wholesalers/specialty distributors, both strategic and operational, across the entire BMS portfolio, which includes over 30 unique brands. The Associate Director, Trade Contracting must have knowledge of US Pharmaceutical Distribution/Dispensing channels and anticipated industry evolution to be able to provide BMS with customer insights to allow for improved distribution and dispensing efficiency and ultimately the patient journey.  An ideal candidate will have general knowledge of the various therapeutic areas in which BMS operates and the competitive landscape of those areas. These activities include managing all contracting efforts with regards to the Distribution Service Agreements in place with these customers as well as adherence to these agreements. 

Must have the ability to be both strategic and transactional, negotiate with trade customers/BMS matrix team at a high level but understand customer/BMS requirements at a granular level.  Require knowledge of total BMS product portfolio.

The successful candidate will be a quick learner and have sophisticated interpersonal skills that allow him/her to mobilize diverse, cross-functional teams to accomplish priorities and execute projects/programs effectively as well as recognize opportunities for innovation.

Responsibilities:

• Support of trade distribution and purchase agreements with all BMS direct customers

• Regular review of DSA contracts and policies to ensure agreements are competitive, compliant, and strategic

• Monitor and amendment of these agreements, which requires a deep understanding of BMS order-to-cash process, single ship point analysis, BMS policies/business practices, fee impact to government pricing, FMV and reimbursement as well as insight into continuous improvement

• Act as day-to-day account facing interaction to ensure customer engagement and meeting sharing organizational objectives

• Account management responsibilities account for >50% of daily responsibilities. This includes account management for both internal and external customer facing responsibilities

• Partner with BMS field or customers to identify and address any product access constraints

• Act in support all BMS product access constraints, product shortages strategies, new product launches, line extensions, product divestitures, customer changes, and global system changes in support of BMS strategies

• Work collaboratively across functions and provide leadership and direction to multi-disciplinary teams including but not limited to:  trade customers – wholesalers, specialty distributors, retailers,  consultants and other third parties engaged by BMS, Brand Teams, MAx, Legal, Finance, (CSO, CFS, GP, Contracts/Chargebacks),  Global Manufacturing and Supply Chain, Procurement, and Medical/REMS.  The key cross functional knowledge and customer systems is key for ensuring efficient product access for patients to meet BMS’ organization objectives

• Facilitate cross-account and cross functional best practice and customer intel sharing

• Management of compliance requirements for BMS as it related to inventory in the channel and associated inventory working group

Qualifications:

• BS/BA or equivalent required, MBA or other advanced degree preferred.

• Minimum 5-7 years experience including customer-facing responsibility with pharmaceutical trade customer preferred.  

• Experience in negotiating, redlining, tracking, executing, implementing, and monitoring contracts.

• Experience with BMS/BMS vendor systems:  ValueCentric, Integrichain, Ariba/ICERTIS, SAP, and Oracle

• Demonstrated leadership experience and a proven record of accomplishment and ownership.

• Deep knowledge of both BMS internal operations and account operations and can quick assess business/patient impact related to business changes, inclement weather, and system outages.

• Experience in mobilizing a matrix team to drive an idea/initiative from inception to completion.

• Proven ability to prioritize important and/or urgent work and perform multiple tasks in unison.

• Demonstrated analytical skills:  trade data analysis, financial analysis, and crystallization of key business insights to inform stakeholders.

• Strong interpersonal, project management, and communication skills with the ability to effectively and efficiently drive performance.

• Personal integrity and passionate, energetic focus on the company and mission.

• Proven ability to listen /consider alternative ideas and viewpoints, and respectfully challenge and encourage debate when appropriate to drive decision-making.

• Capacity to grow, develop and learn from experiences and operate at a higher, strategic level.

The starting compensation for this job is a range from $174,450 - $211,400, plus incentive cash and stock opportunities (based on eligibility).

The starting pay rate takes into account characteristics of the job, such as required skills and where the job is performed. Final, individual compensation will be decided based on demonstrated experience.

Eligibility for specific benefits listed on our careers site may vary based on the job and location. For more on benefits, please visit http://careers.bms.com/life-at-bms/

Benefit offerings are subject to the terms and conditions of the applicable plans then in effect and may include the following: Medical, pharmacy, dental and vision care. Wellbeing support such as the BMS Living Life Better program and employee assistance programs (EAP). Financial well-being resources and a 401(K). Financial protection benefits such as short- and long-term disability, life insurance, supplemental health insurance, business travel protection and survivor support. Work-life programs include paid national holidays and optional holidays, Global Shutdown Days between Christmas and New Year’s holiday, up to 120 hours of paid vacation, up to two (2) paid days to volunteer, sick time off, and summer hours flexibility. Parental, caregiver, bereavement, and military leave. Family care services such as adoption and surrogacy reimbursement, fertility/infertility benefits, support for traveling mothers, and child, elder and pet care resources. Other perks like tuition reimbursement and a recognition program.

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If you come across a role that intrigues you but doesn’t perfectly line up with your resume, we encourage you to apply anyway. You could be one step away from work that will transform your life and career.

Uniquely Interesting Work, Life-changing Careers
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 an inclusive culture, promoting diversity 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.

On-site Protocol

BMS has a diverse occupancy structure that determines where an employee is required to conduct their work. This structure includes site-essential, site-by-design, field-based and remote-by-design jobs. The occupancy type that you are assigned is determined by the nature and responsibilities of your role:

Site-essential roles require 100% of shifts onsite at your assigned facility. Site-by-design roles may be eligible for a hybrid work model with at least 50% onsite at your assigned facility. For these roles, onsite presence is considered an essential job function and is critical to collaboration, innovation, productivity, and a positive Company culture. For field-based and remote-by-design roles the ability to physically travel to visit customers, patients or business partners and to attend meetings on behalf of BMS as directed is an essential job function.

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. If you require reasonable accommodations/adjustments in completing this application, or in any part of the recruitment process, direct your inquiries to adastaffingsupport@bms.com. Visit careers.bms.com/eeo-accessibility to access our complete Equal Employment Opportunity statement.

BMS cares about your well-being and the well-being of our staff, customers, patients, and communities. As a result, the Company strongly recommends that all employees be fully vaccinated for Covid-19 and keep up to date with Covid-19 boosters.

BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.

If you live in or expect to work from Los Angeles County if hired for this position, please visit this page for important additional information: https://careers.bms.com/california-residents/

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