Senior Director, Market Access Enterprise Accounts

Working with Us
Challenging. Meaningful. Life-changing. Those aren’t words that are usually associated with a job. But working at Bristol Myers Squibb is anything but usual. Here, uniquely interesting work happens every day, in every department. From optimizing a production line to the latest breakthroughs in cell therapy, this is work that transforms the lives of patients, and the careers of those who do it. You’ll get the chance to grow and thrive through opportunities uncommon in scale and scope, alongside high-achieving teams rich in diversity. Take your career farther than you thought possible.

Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives. Read more: careers.bms.com/working-with-us.

Summary:

The BMS Cell Therapy Market Access Team is seeking an experienced Senior Director to lead the successful implementation of BMS Cell Therapy programs within large enterprise accounts across diverse care settings. This role is critical to ensuring that key Cell Therapy ecosystem players (e.g., enterprise accounts, payers, policymakers) understand the value proposition of BMS Cell Therapy to enable broader patient access.

Additionally, a key responsibility is to centralize coordination across enterprise leadership, supply chain, financial services, administrative functions, and support services to optimize patient care, streamline operations, and improve financial efficiency, ensuring effective integration across all departments for enhanced clinical outcomes and operational excellence.

The ideal candidate will have a proven track record in launching cell and gene therapies, display a deep understanding of the complexities within large enterprise accounts, and be an expert in Cell Therapy Market Access dynamics (i.e., policy, reimbursement, pricing, coding). The role requires a strategic leader capable of collaborating with policymakers, payers, and C-suite executives to articulate the value of BMS Cell Therapy and be accountable for the successful setup and implementation of programs within key enterprise accounts.  Strategically elevates the complexity and nuances of their Cell Therapy business needs from product delivery to the provider and patient needs to the respective payer.

Responsibilities:

Enterprise Account Expertise and Engagement

• Serve as primary point of contact for BMS Cell Therapy at enterprise accounts to ensure the successful implementation of BMS Cell Therapy programs by delivering  CT business reviews with the C-suite level and key decision makers to drive the expansion of community uptake

• Manage and coordinate the complex business matrix within the account (and BMS matrix coordination) to advance the expansion of CAR-T use in the community by driving key decisions and defining foundational processes for all stakeholders

• Lead discussions with the enterprise account stakeholders (C-suite, administrators, key formulary decision-makers, etc.) on strategic priorities, operational challenges, and potential opportunities for collaboration to optimize BMS CAR T therapy implementation and delivery

• Communicate payer coverage within enterprise accounts; educate enterprise account stakeholders around reimbursement, coverage, and coding

• Conduct business to business meetings to educate & elevate the understanding of the complexity and/or new reimbursement methodologies

• Provides education on the evolving market dynamic as to key stakeholders and decision-making process across the payer landscape

• Provide ongoing education to key stakeholders within enterprise accounts on payer approval pathways post-BMS Cell Therapy onboarding; provide tools and resources necessary to secure appropriate coverage for BMS CAR Ts

• Drive coordination with cross-functional matrix team to optimize swift patient access within enterprise accounts

• Collaborate closely with Cell Therapy Market Access Manager (CMAM) leadership to ensure alignment in execution between enterprise and across accounts

• Maintain a current understanding of the evolving cell and gene therapy landscape to identify trends, risks, and opportunities that impact CAR T therapy integration at enterprise accounts, particularly around reimbursement methodologies

• Identify gaps / pain points within enterprise account ecosystem, recognize key levers for optimizing care delivery, develop solutions that align with stakeholder needs, and orchestrate cross-functional matrix for implementation

• Identify and define opportunities to improve the enterprise account onboarding process to bolster pull-through of account and coordinate with CTAM, CMAM and/or Medical partners on execution

• Example of Key Customers: (list is not inclusive of all customers and may vary by enterprise account)

  • Chief Financial Officer (CFO): Oversees financial strategy and approves major decisions.

  • Finance Department Managers: Coordinate financial operations and ensure compliance.

  • Revenue Cycle Management Team: Manage billing, collections, and cash flow optimization.

  • Billing and Coding Specialists: Ensure accurate coding for claims and maximize reimbursements.

  • Financial Analysts: Analyze data to support financial decision-making.

  • Payer Contracting : Negotiate contracts with insurance payers.

  • Prior Authorization Specialist: Obtain necessary approvals from payers before services are rendered to ensure coverage and minimize denial risks

  • Revenue Cycle Management Team: Manage the entire revenue cycle, including patient registration, billing, collections, and payment reconciliation.

  • Pharmacy Department: Manages acceptance , ensures appropriate storage, and dispenses medications internally to patient beside for infusion

  • Cellular Therapy Enroller: Handles request of manufacturing slot and coordinates timing internally at hospital to optimize schedules

  • Finance Team: Provides and issues PO for procurement, ensuring financial viability and approval of necessary purchases.

  • Quality Assurance Team: Ensures all supplies meet regulatory and safety standards before being distributed for use.

Payer Expertise and Engagement (Matrix partnership)

• In-depth penetration of CT payer relationships by building and maintaining relationships with commercial payers specific to Cell Therapy with the C-Suite including key decision makers across the payer business matrix (network, policy, COE/accreditation, ASO, & sales teams to promote timely patient access, identify reimbursement barriers, and communicate evolving payer requirements, in partnership with the respective payer account director. Serves as SME for payer interactions.

• Develop reimbursement strategies with marketing partners for BMS CAR Ts across different settings of care, including inpatient (Medicare Part A) and outpatient (Medicare Part B)

• Serve as the field access liaison, along with CMAM leadership, to BMS Cell Therapy leadership, to ensure alignment in the execution of access strategies and reimbursement initiatives within enterprise accounts

• Designs and owns the advancement of the tactical plan for self-insured employer barriers.  Engages and identifies employer challenges including educating TPA’s (Third Party Administrators) respective to Cell Therapy. 

• Drive innovative open access/unrestricted strategies with marketing partners for CAR-T across all delivery channels.

Policy Expertise and Engagement (Matrix partnership)

• Provide education and compliance requirements for CAR T therapies utilizing Medicare/ Medicaid and commercial payer policy expertise

• Advocate for appropriate CAR T reimbursement policies and influence the development of government and commercial payer coverage policies in partnership with payer account directors

Coding Expertise

• Provide expertise in Cell & Gene Therapy coding and billing practices across various care settings

• Educate internal teams and external stakeholders on coding standards and best practices for CAR-T therapies dynamics across cell & gene practices.

Qualifications:

• ​Bachelor’s and 12+ years of experience

• Master’s degree in health policy, business administration, or a similar discipline preferred.

• Minimum of 10 years of experience in healthcare policy, reimbursement, and payer relations

• Proven experience leading payer and reimbursement teams, including developing and executing reimbursement strategies (Cell or Gene Therapy preferred)

• Experience launching cell and gene therapies, specifically within Medicare Part A and Part B, with a strong track record of success preferred

• Demonstrated negotiations for the pharmacy benefit, medical benefit and medical policy management with National Payers preferred

• Excellent interpersonal / relationship management skills, oral and written communication, and outstanding presentation skills with a demonstrated history of engaging with C-suite executives

• Robust project management skills, ability to multi-task and deliver on objectives across multiple customers in tight timelines

• Superior negotiation skills, business acumen, and analytical ability with a focus on addressing customer pain points and understanding key drivers in CAR T therapy access

• Demonstrated ability to understand and navigate complex healthcare landscapes and identify actionable solutions

• Proven ability to engage with policymakers, analysts, and payer representatives to drive policy and access improvements

• Expertise and deep experience with commercial payers, payer contracting, and health economics

• Deep understanding of Medicare and Medicaid policies related to CAR T therapies

• Expertise in Cell Therapy coding and reimbursement processes across inpatient, outpatient, and other settings

• Ability to travel 40-50% of the time with overnight

The starting compensation for this job is a range from $217,000 - $260,000, 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 our  Working With Us (bms.com)

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.

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