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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 .

Summary:

The 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, value-creating 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 pull-through 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 Sr.Dir/EDs, 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 value-added 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 non-contracted 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 customer-facing 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 customer-specific 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 inter-customer 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 required

+ 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 value-added 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 value-base 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 discipline preferred

+ 7-10 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 cross-functional teams in developing and executing comprehensive customer strategies

+ Headquarters and cross-functional 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 in-depth 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 fast-paced, dynamic environment

+ Proven ability to coach and network across a broad matrix organization to form strong, productive partnerships

+ Models BMS core values

\#LI-Hybrid

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.

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/ (https://careers.bms.com/eeo-accessibility) 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/

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

**Company:** Bristol-Myers Squibb

**Req Number:** R1592023

**Updated:** 2025-05-19 02:19:47.867 UTC

**Location:** Princeton-NJ

Bristol Myers Squibb is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, pregnancy, citizenship, marital status, gender expression, genetic information, political affiliation, or any other characteristic protected by law.