Key Account Manager Immuno-Oncology

at  BristolMyers Squibb

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 rich in diversity. 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 .

Expected Areas of Competence

• Delivers relevant sales growth and defined targets through delivering key benefits of BMS products aligned to needs of the HCPs and their patients
• Delivers on agreed KPIs and metrics as defined by the Brand Plans and Account Plans, developed based on the opportunities and challenges in a given geography and therapeutic area
• Continuously absorbs, interprets and delivers complex clinical data understanding to customer based on agreed marketing messages
• Identifies and follows-up on opportunities during customer calls
• Through use of the BMS structured sales process, is considered an expert in using Value Selling model to communicate compelling and persuasive proposals
• Develops, implements and manages the Strategic Account Plan in conjunction with line manager and aligned BMS colleagues (e.g. marketing, Medical, Access)
• Demonstrates comprehensive and in-depth environmental and competitor analysis skills e.g. Insights, Performance or SWOT
• Applies customer mapping and process analysis to identify key decision-makers, influencers, stakeholders, and patient and funding flows within defined accounts
• Applies detailed mapping and analysis to understand customer networks, interactions and decision-making processes
• Works collaboratively to develop and share plans and gain commitment to secure additional resources to support plans
• Develop Strategic Customer Insight through information gathering and sharing
• Develops productive business relationships with internal and external stakeholders at all levels
• Leverages network to gain access to customers and decision-makers
• Manages and facilitates resolution of issues and challenges
• Demonstrates effective listening, questioning, presenting and negotiating skills
• Continually develops awareness of healthcare industry dynamics, trends, competitors and customers
• Approaches all interactions with professionalism and integrity
• Maintains consistent contact with customers and deliver targeted number of calls as per agreed criteria, i.e. objectives, strategic prioritization, identification and update of customer base and tiering
• Ensures open communication and share best practices, in close collaboration with the rest of the team
• Closely monitors/addresses competitor activities in the field
• Completes administrative tasks within BMS processes and timeframes
• Works in accordance with BMS policy and the ARPIM code of practice

PV responsibilities

• Promptly report knowledge (initial or follow-up) of any adverse event associated with a BMS product within 24 hours or one business day of becoming aware of the event, in accordance with BMS Company procedures

Compliance

• This role should align to the Compliance culture to further strengthen the function’s ability to meet our goals and expand our efforts in driving Bristol-Myers Squibb to meet the highest standards of ethics.

Desired Experiences

• Demonstration of consistent ambition, drive and personal development in the workplace
• Openness to give, receive and positively act on feedback
• Personal ownership & accountability of results & behaviors
• Innovative ways of working within compliance frameworks
• Ability to work across multiple functions whilst building and maintaining productive and collaborative relationships - with internal and external stakeholders
• Effective communication - with all stakeholders, both internally and externally
• Willingness to share knowledge and best practice within the organization
• Adaptability - ability to work in a dynamic and changing environment
• Tenacious and resilient
• Demonstration of capability and success of developing key customers, advocates, opinion leaders on territory

Knowledge Desired

• Knowledge of relevant codes of practice and understanding of the importance of internal approval processes and procedures
• Understanding of therapy area and specific processes related to it
• Knowledge of operating cultures and working styles that this job impacts
• Understanding of the integration of the promotional mix
• Exposure to pharmaceutical industry and its full operation

Developmental Value

• Understanding of customers and how BMS marketing strategy is implemented
• In depth knowledge of the product and market within which it sits
• Understanding of where product resides in global and local BMS franchise and in local competitive environment

ACCOUNTABILITY

We all own BMS’ success and strive to be transparent and deliver on our commitments

PV responsibilities

• Promptly report knowledge (initial or follow-up) of any adverse event associated with a BMS product within 24 hours or one business day of becoming aware of the event, in accordance with BMS Company procedure