Manager Contract Operations- Payers- Pharmacy Benefit Manager PBM amp Health Plans

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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.

This role is responsible for contracting strategy and analytics for commercial and Medicare payers and also supports field-facing team members in contract negotiations. S/he leads the evaluation and analysis of customer contracting opportunities including performing financial modeling and contract risk assessment analysis and preparation of legally approved contract documents. S/he works closely with team, brand team colleagues, and those in Pricing & Economics (P&E) to ensure offers are competitive, legally compliant, and strategically structured to create value for both the customer and BMS. In partnership with the account 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 RAE/NAE on contracting calls to represent the best interests of BMS in delicate contract negotiations. S/he provides account specific evaluation and development of all Gross to Net (GTN) budget and projection assessments and accruals and provides input for Government Pricing calculations.

Responsibilities (consistent across US):


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 RAE/NAE and integrated customer team to evaluate appropriate options and strategies for leveraging additional value creating opportunities
Lead cross-matrix meetings with Brand Payer Marketing, P&E, Finance and RAE/NAE to present and gain approval for contract offer recommendations that balance customer needs with brand objectives to ensure deals represent the best interests of all parties
Provides direct customer-facing support for the RAE/NAE and integrated customer team in contract negotiations, including developing and presenting supporting information that enhances negotiation discussions
Monitors the competition, marketplace, and regulatory changes that could influence contract 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 P&E 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 RAE/NAE 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 RAE/NAE, 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


Candidate Specifications:


BA/BS degree or equivalent
A minimum of 5 years of experience in the pharmaceutical/healthcare industry is strongly advised
Strong technical/functional skills and an ability to motivate, develop, and lead others as a player/coach
Experience in negotiating, executing, and implementing contracts
Strong analytical skills and ability to think strategically about the impact of various contracting approaches which could be employed in a complex ecosystem/marketplace
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
Ability to work across boundaries to partner, influence 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
Track record of highly ethical and compliant behavior
Must have strong oral and written communication skills
Proficient in PowerPoint and Excel Preferred Qualifications:
Advanced degree (e.g., master’s degree in Finance/MBA, Statistics) is a plus
Experience in negotiating, executing, and implementing contracts


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.

Company: Bristol Myers Squibb

Req Number: R1532760-en-us

Updated: 2020-11-17 09:30:12.435 UTC

Location: Princeton,New Jersey

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.

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