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Job Details

Bristol Myers Squibb

Region Sales Director - Market Access Strategic Accounts - Northeast

Sales and Marketing



Boston, Massachusetts, United States

At Bristol Myers Squibb, we are inspired by a single vision – transforming patients’ lives through science. In oncology, hematology, immunology and cardiovascular disease – and one of the most diverse and promising pipelines in the industry – each of our passionate colleagues contribute to innovations that drive meaningful change. We bring a human touch to every treatment we pioneer. Join us and make a difference.


The Director, Market Access Strategic Accounts (MASA) is responsible for being the single point of accountability for the execution of our organized customer strategy for the US BMS portfolio. You will be accountable for the effective and efficient operations of the Value Access & Payment (VA&P) MASA Team for organized customers with the assigned Region Account Executives. The position is responsible for leading the generation of optimal access and reimbursement for the BMS portfolio across all assigned accounts. These include IDNs with and without payer components in the Northeast. Deep knowledge and understanding of the clinical, economic and business model dynamics driving decision making and coverage by his/her team is critical. You will be responsible for establishing personal business relationships with senior level leaders at these accounts. The Director monitors the effective delivery of approved unbranded, above brand, clinical and economic data and business plan execution. They also play an important role in setting brand strategies with access marketing and field matrix teams. The position serves as the primary leadership interface between BMS MASA and our regional customers. The position reports directly to the Executive Director, Market Access Strategic Accounts and has direct reports.

This role will cover the Northeast Territory


  • Ensuring flawless delivery of all access, value, PHM, quality, and unbranded payer messages and tools

  • Leads generation of optimal access, reimbursement and utilization for full portfolio

  • Helps drive appropriate utilization of clinical management programs and tools

  • Assist in the delivery of account-specific negotiation strategies, with GTN discipline for applicable products in the US BMS portfolio

  • Establishment of direct relationships with C-Suite and key decision makers for team and self

  • Evaluate and monitor individual account access strategies, portfolio, and team performance

  • Coach and train an industry best regional account team

  • Alignment with the field medical, HEOR, sales and other leadership on strategic and tactical business plans and corresponding execution

  • Coordinate matrix team resources and facilitate senior executive interactions as appropriate

  • Drive full compliance to all applicable laws and comply with BMS policies and procedures by team and self

  • Bring customer insights into creation of brand/business access strategies

  • Represent BMS leadership at key national meetings (eg ASHP, Asembia)

Position Requirements:

  • Bachelor’s degree

  • Minimum of 10+ years of Pharmaceutical and/or Healthcare experience

  • Organized customer and payer sales and sales leadership experience (7+ years)

  • Marketing/Home Office experience (3-5+ years)

  • Proven leadership skills with experience leading a field team

  • Demonstrated familiarity with organized customers, regional payers, and

  • Proven analytical and negotiation skills

  • Possess executive presence and the ability to close deals

  • Demonstrated ability to develop customer centric approaches, leverage multi-disciplinary capabilities and resources to realize coverage objectives

  • Demonstrated written and oral communication skills

  • Oncology, Biologics, Specialty and Physician Administered drug expertise

Preferred Qualifications:

  • Advanced clinical degree

  • Direct payer or health system experience

The starting compensation for this job is a range from $173,000 to $217,000, plus incentive cash and stock opportunities (based on eligibility).

The starting pay takes into account characteristics of the job, such as required skills and where the job is performed.

Final, individual compensation is decided based on demonstrated experience. For more on benefits, please visit our BMS Careers site. Eligibility for specific benefits listed in our careers site may vary based on the job and location.


Around the world, we are passionate about making an impact on the lives of patients with serious diseases. Empowered to apply our individual talents and diverse perspectives in an inclusive culture, our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.

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.

Physical presence at the BMS worksite or physical presence in the field is an essential job function of this role which the Company deems critical to collaboration, innovation, productivity, employee well-being and engagement, and enhances the Company culture.

To protect the safety of our workforce, customers, patients and communities, the policy of the Company requires all employees and workers in the U.S. and Puerto Rico to be fully vaccinated against COVID-19, unless they have received an exception based on an approved request for a medical or religious reasonable accommodation. Therefore, all BMS applicants seeking a role located in the U.S. and Puerto Rico must confirm that they have already received or are willing to receive the full COVID-19 vaccination by their start date as a qualification of the role and condition of employment. This requirement is subject to state and local law restrictions and may not be applicable to employees working in certain jurisdictions such as Montana. This requirement is also subject to discussions with collective bargaining representatives in the U.S.

Our company is committed to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace adjustments and ongoing support in their roles. Applicants can request an approval of accommodation prior to accepting a job offer. If you require reasonable accommodation in completing this application or if you are applying to a role based in the U.S. or Puerto Rico and you believe that you are unable to receive a COVID-19 vaccine due to a medical condition or sincerely held religious belief, during or any part of the recruitment process, please direct your inquiries to Visit to access our complete Equal Employment Opportunity statement.

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

Any data processed in connection with role applications will be treated in accordance with applicable data privacy policies and regulations.