Senior Director, Key Account Management, US Milvexian

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 . What Are the Primary Responsibilities? National Key Account Management Lead the national KAM team in developing and executing account-level engagement strategies across hospitals, IDNs, and health systems for milvexian Direct team delivery of access, value, population health, and quality messages to IDN decision makers, P&T committee members, and C-suite stakeholders Guide account-level commercial engagement strategies supporting formulary access, institutional adoption, and patient initiation Act as senior liaison for access opportunities including contract strategy support, education, and implementation Partner with Market Access to develop and implement reimbursement guidance and access solutions for institutional customers Pre-Launch & Launch Execution Drive pre-launch account planning — including customer profiling, champion identification, and early unmet need education with key institutional decision makers Build early acknowledgement of milvexian's differentiated profile ahead of launch, disrupting entrenched anticoagulation mindsets and differentiating from existing therapies Lead team in supporting P&T reviews — educating decision-makers with appropriate materials, and monitoring and documenting formulary outcomes Post-P&T approval, drive EMR and order set integration by coordinating with Health IT specialists to embed milvexian into admission and discharge order sets Ensure pharmacy stocking and procurement at approved accounts, removing barriers to seamless inpatient milvexian initiation Support discharge planning and transitions of care, ensuring seamless hand-off from inpatient initiation to outpatient maintenance Alliance Coordination Operate within and help shape the Alliance KAM model with J&J, ensuring a consistent, superior customer experience across both organizations Define clear ways of working, drive aligned account planning, and build a shared culture of execution excellence across BMS and J&J KAM teams Ensure KAMs compliantly coordinate with field matrix teams including MSLs, field HEOR, and Alliance partners Champion a milvexian-first mindset across all Alliance interactions Cross-Functional Leadership Collaborate with Sales, Marketing, Medical Affairs, Market Access, Patient Services, Business Insights & Analytics, and Health IT to support strategic initiatives and launch execution Serve as the field voice of the customer — surfacing account-level insights, access barriers, and competitive dynamics to inform home office strategy Partner with the Alternate Sites of Care Team on health system strategy, care pathway integration, and transitions of care initiatives People Leadership & Team Development Build, lead, and develop a high-performing national KAM team aligned to milvexian launch objectives Establish clear vision, capabilities framework, and KPIs ensuring alignment with brand strategy Develop training programs and coaching curricula to build account management capabilities across the team Foster a results-driven culture with ongoing coaching, feedback, and professional development Ensure