Director, SPP/GPO Contract Strategy and Analytics
Director, SPP/GPO Contract Strategy and Analytics
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Job Description
Working with Us
Challenging. Meaningful. Lifechanging. Those arent 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. Youll get the chance to grow and thrive through opportunities uncommon in scale and scope alongside highachieving teams. 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: Director of Contract Strategy and Analytics manages a highly skilled and experienced team of ADs/Sr. Managers who are responsible for supporting field facing Account team in developing and executing strategic valuecreating and innovative contracting solutions to address customer needs and to meet BMS financial targets. This role supports customers in the Commercial & Part D payers IDNs Specialty and Acute Care GPOs Specialty Pharmacies and physician channels. S/he provides specific and clear direction to their team while working with Access Strategy team colleagues and those in Strategic Pricing in the evaluation and analysis of customer contracting. s/he has responsibility to ensure offers are competitive legally compliant and strategically structured to create value for both the customer and BMS. In partnership with the MASA team s/he is the internal expert on assigned customers. With their team s/he ensures contracts are structured to be consistent with brand strategy and support the latest pullthrough efforts and value creating programs. S/he accompanies the Market Access Strategic Accounts (MASA) teams on contracting offer/presentation calls to represent the best interests of BMS in delicate contract negotiations.
The Director provides guidance and support in the analysis of competitive contracting models and creation of contracting recommendations that balance the needs of the customer and BMS while remaining competitive versus other available therapies in therapeutic areas where BMS competes. The Director of Contract Strategy an Analytics utilizes a deep understanding of BMS product portfolio profitability objectives customer profiles and the business environment to oversee the creation and analysis of contracting scenarios and development of innovative competitive negotiation positions that assist the MASA Account teams in developing strong lasting customer partnerships. This position leads their teams through evaluation and development of all Finance related budget and projection assessments and provides input for Government Pricing calculations. This position interfaces with the MASA EDs Access Marketing the VP for Pricing Execution Government reporting ED Legal and Finance. This position reports directly to the Executive Director Contract Strategy and Analytics and has four to five direct reports.
The Director of Contract Strategy and Analytics also coaches team members on their strategic analysis of channel dynamics and ecosystem changes ensuring that their insights are focused on identifying value creating contracting opportunities for the entire BMS portfolio. The Director ensures that team members maintain effective coordination and collaboration with peers in addition to conducting frequent and substantive communication with other partner functions and with the MASA Sr/Exec Dirs who lead the integrated customer teams.
Responsibilities:
Supervises a team of Associate Directors/Sr. Managers while also maintaining and utilizing solid technical/functional skills to deliver valueadded services and expertise to the brand and customer teams
Provides coaching & support to team on technical/functional skills & working with matrix team members and customers
Conducts sophisticated analyses of potential savings for BMS with consideration of the customers perspective of contracted versus noncontracted revenue and works closely with the MASA Sr./Exec Dirs 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 customerfacing support for the MASA Account teams in contract negotiations including developing and presenting supporting information that enhances negotiation discussions
Monitors the competition marketplace and regulatory changes that could influence contract elements and terms
Utilize knowledge of channel/customer economics to negotiate contract language to drive value for customer and BMS
Works in partnership with the brand Finance and Pricing on customerspecific 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 Sr. Dirs/EDs informed on an ongoing and regular basis
Understands intercustomer dynamics and the commercial implications for structuring deal negotiations
Provides proactive insights and recommendations to the RAE/NAE to deliver stronger value for the customer and BMS
Acts as a liaison with the brand team on behalf of the MASA Sr./Exec Dirs to ensure all contracts are structured to be consistent with brand strategy and to maximize value creation for all stakeholders
Works with counterparts to ensure pricing strategies/philosophy can be executed within BMS contracting requirements
Assesses and coaches individual and team performance to exceed business goals:
Ensures performance issues are addressed with specific corrective actions for improvement; makes tough personnel calls as
Models behavior that encourages honest timely and specific feedback and establishes expectations for others to do the same
Utilizes coaching and development tools to support the Contract Strategy and Analytics team ability to develop and execute strategic and valueadded contract offerings
Recruits develops and retains top talent for Contract Strategy and Analytics
Communicates clear objectives:
Communicates in a timely and consistent manner with the team and with internal and external stakeholders regarding Market Access Group priorities strategic plans and business practices that are aligned with BMS strategy and brand focus
Communicates clear performance targets/metrics for direct reports and builds widespread commitment to their achievement
Maintains an awareness of marketplace dynamics to provide guidance to direct reports and ensures contracts are adapted to maximize opportunities and reduce competitive threats
Ensures team members are accountable to the brand teams for developing presenting and advocating for strategic net pricing Gross to Net (GTN) allocations and contracting models
Ensures the appropriate linkage is made between the overall brand value proposition and the GTN strategy including development of innovative programs such as valuebase contracting
Leads and participates in special cross functional team projects and PBM/Payer rebate compliance audits
Review and approval of Commercial Channel Rebate payments
Supports Contract Strategy and Analytics team members in their efforts to balance the needs of multiple stakeholders (e.g. the brand Pricing Finance Government Pricing Contract And Rebate Administration Federal and Policy teams HEOR Legal etc.) who may sway the ultimate pricing/contracting decision: Ensures close coordination with peers and key matrix partners such as Finance on budgeting and projections
Motivates and mobilizes the team during difficult changes and conditions
Qualifications:
BA/BS degree or equivalent. Advanced degree in finance or a similar disciplinepreferred
710 years of healthcare or pharmaceutical industry management experience and/or experience in managing a complex pricing and/or contracting function
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
Strong analytical skills and an ability to think strategically about the impact of various contracting approaches which could be employed in a complex healthcare ecosystem/marketplace
Understand the unique challenges and business drivers across multiple channels (e.g. payers IDNs GPOs pathway organization) and how these influence the customers receptivity to various pricing schemes and contracting models
Demonstrated ability to coach and support others in conducting complex contract negotiations
Proven ability to think and act strategically and to influence others with well thought out and professionally communicated positions and recommendations
Experience working with crossfunctional teams in developing and executing comprehensive customer strategies
Headquarters and crossfunctional experience is a plus (e.g. product marketing business development sales Finance PASS etc.)
Extensive knowledge of BMS products and therapeutic areas or an ability to learn quickly
Strong ability to prioritize and work effectively in a fast paced dynamic environment
Strong problem solving skills and an ability to lead process development and indepth business analyses is critical to this role
Track record of highly ethical and compliant behavior
Demonstrated ability to exercise good judgement; make thoughtful and fair decisions based on relevant information
Strong oral written and interpersonal communications skills
Proven ability to interact and partner with build consensus and influence senior management peers and other stakeholders
Strong technical/functional skills and an ability to motivate develop and lead others as a player/coach
Experience in negotiating executing and implementing contracts
Demonstrated ability to work across boundaries to partner and build consensus with various stakeholders in order 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 fastpaced dynamic environment
Proven ability to coach and network across a broad matrix organization to form strong productive partnerships
Models BMS core values
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If you come across a role that intrigues you but doesnt 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 Lifechanging 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 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.
Onsite Protocol
BMS has an occupancy structure that determines where an employee is required to conduct their work. This structure includes siteessential sitebydesign fieldbased and remotebydesign jobs. The occupancy type that you are assigned is determined by the nature and responsibilities of your role:
Siteessential roles require 100% of shifts onsite at your assigned facility. Sitebydesign 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 fieldbased and remotebydesign 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 . Visit to access our complete Equal Employment Opportunity statement.
BMS cares about your wellbeing and the wellbeing of our staff customers patients and communities. As a result the Company strongly recommends that all employees be fully vaccinated for Covid19 and keep up to date with Covid19 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: data processed in connection with role applications will be treated in accordance with applicable data privacy policies and regulations.
Required Experience:
Director
Employment Type
Full-Time
