Senior Key Account Manager

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. 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.

Position Summary

The Senior Key Account Manager(Sr.KAM) is a critical role that delivers the most impactful engagement with Health Care Providers (HCPs), driving adoption of new and existing medicines for appropriate patients.
The primary role of the KAM is to drive demand for BMS medicines within their portfolio for the appropriate patients. To meet the HCPs expectations, the KAM engages them with a differentiated Customer Experience (Cx) through deeper scientific dialogue on and consistent with label, leveraging new ways of working.
The role builds and maintains strong professional credibility with thought leaders (TLs) and community-based physicians/HCPs in private practice, medical groups practices, office staff, and other stakeholders in the patient care continuum as their primary point of contact.
The KAM liaises with other BMS functions as needed to deliver an overall higher Customer Experience (Cx) – by meeting HCP needs in a timely and scientific manner. This role will prioritize the safe and appropriate use of BMS products while also focusing on overall business results and performance objectives while exemplifying BMS values.
The KAM role is field-based. A KAM is anticipated to spend 100% of their time in the field with external customers.

Portfolio Promotion
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.
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.

Fair & Balanced Scientific Dialogue
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
Manage complex key accounts including public and private hospitals, cardiac centers, and institutional customers
Establish and maintain strong professional relationships with cardiologists, KOLs, pharmacists, procurement teams, hospital administrators, and key decision-makers.
Identify business opportunities, unmet needs, and access barriers within accounts and proactively develop solutions

Listing & Formulary Management
Lead hospital formulary listing processes for assigned products within key accounts
Coordinate preparation and submission of listing dossiers, value propositions, and supporting documents
Engage effectively with Pharmacy & Therapeutics (P&T) committees and hospital stakeholders
Monitor and manage listing status, formulary conditions, and compliance with approved agreements

Tender Management & Contracting
Manage end-to-end tender processes including tender strategy development, documentation preparation, and submission
Work closely with internal stakeholders to ensure competitive, compliant, and timely tender submissions
Monitor tender outcomes, contract terms, pricing conditions, and renewal timelines
Support contract execution and implementation within assigned accounts
Cross-functional Collaboration
Proactively collaborates with Marketing, Market Access, Medical, local partner, other field teams, and enabling functions to deliver exceptional customer experience for HCPs.
Gathers and shares relevant insights and information internally with the appropriate stakeholders to enable BMS to better serve its customers
Business Planning, Analysis & Reporting
Analyze market trends, account performance, and competitive dynamics to inform account strategies
Prepare accurate forecasts, business reviews, and management reports
Utilize CRM and digital tools to track activities, opportunities, and performance metrics

Comply with all applicable laws, regulations, and policies governing the conduct of BMS.

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 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.

On-site Protocol

BMS has an 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.

Supporting People with Disabilities

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 [email protected]. Visit careers.bms.com/eeo-accessibility to access our complete Equal Employment Opportunity statement.

Candidate Rights

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/

Data Protection

We will never request payments, financial information, or social security numbers during our application or recruitment process. Learn more about protecting yourself at https://careers.bms.com/fraud-protection.

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

If you believe that the job posting is missing information required by local law or incorrect in any way, please contact BMS at [email protected]. Please provide the Job Title and Requisition number so we can review. Communications related to your application should not be sent to this email and you will not receive a response. Inquiries related to the status of your application should be directed to Chat with Ripley.