Key Account Manager, IO

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 .

POSITION SUMMARY

The primary role of a Key Account Manager is to ensure that BMS Immuno Oncology innovative products reach the right patients at the right time through a comprehensive account management approach, which involves driving demand for appropriate patients in line with the product’s label & liaising with all relevant internal and external stakeholders until the product reaches the account.

Key Responsibilities

• Promote BMS Specialty Care Brands in the field of Immuno-Oncology through appropriate delivery of scientific message to the Health Care Professionals.
• Accountable for the sales of BMS IO brands across Gulf markets.
• Develop and implement effective sales strategies & creative sales tactics to meet business goals.
• Define and prioritize customer targets by conducting proper profiling and segmentation.
• Ensure ultimate accountability for achieving results of mutually agreed business targets by identifying and managing customers within distinct segments and execute tailored plans.
• Build and maintain strong business partnerships with key stakeholders in all accounts; i.e. pharmacists, hospital store managers, and purchasing, finance and supply departments, in order to position BMS as a strategic partner.
• Demonstrate deep marketplace ,therapeutic ,product and disease expertise based on thorough understanding of disease area.
• Develop account business plans that meets market and customer business needs
• Support formulary enlisting process. Initiate, develop and implement tactical plans for scaling up products penetration in coordination with the access, medical, marketing teams and ensure products’ availability to all potential prescribers & Accounts.
• Track and monitor performance for all products in the portfolio and consolidate data, prepare reports e.g. monthly consumption, closing stocks, etc. And Analyse data to identify growth opportunities and achieve accurate forecast for order’s phasing and optimal stock management with Minimum expiries.
• Collaborate closely with cross functional team members to identify and resolve customer needs appropriately and with high sense of urgency.
• Oversee the account’s ordering cycle for all portfolio products for local purchasing and tenders & Advise on price and strategy in order to maintain and grow business.
• Gather market intelligence data in order to assess impact on Company operations and suggest timely action plan, Assess and mitigate risks on business in terms of price cuts, competitors’ threat and alternative source of supply.
• Liaise with Local distributor and internal departments to ensure stock availability, POs submission & Supply to accounts in a timely manner.
• Support pre-launch and launch activities of new products as and when needed.
• Works to the highest levels of integrity and compliance, adhering to BMS Standards of Business Conduct and Ethics at all times &ensure full compliance with laws, regulations.

Qualifications & Experience

• Holds a Pharmacy or Medicine Degree.
• At least 5 years of experience in a multinational pharmaceutical company including speciality care brands experience.
• Oncology experience is strongly preferred.
• UAE market experience is a must.
• Kuwait experience is strongly preferred.

Skillset

• Demonstrates capacity to acquire scientific information.
• Very good knowledge of customer segmentation and targeting process.
• Resources allocation expertise working with multiple customer segments.
• Proven experience of working with Thought Leaders and experts in their field.
• Demonstrated excellent communication and interpersonal skills.
• Excellent command of English Language.
• Basic knowledge of MS Office (Word, Excel, PowerPoint) and familiar with internet and e-mail.

• Promote BMS Specialty Care Brands in the field of Immuno-Oncology through appropriate delivery of scientific message to the Health Care Professionals.
• Accountable for the sales of BMS IO brands across Gulf markets.
• Develop and implement effective sales strategies & creative sales tactics to meet business goals.
• Define and prioritize customer targets by conducting proper profiling and segmentation.
• Ensure ultimate accountability for achieving results of mutually agreed business targets by identifying and managing customers within distinct segments and execute tailored plans.
• Build and maintain strong business partnerships with key stakeholders in all accounts; i.e. pharmacists, hospital store managers, and purchasing, finance and supply departments, in order to position BMS as a strategic partner.
• Demonstrate deep marketplace ,therapeutic ,product and disease expertise based on thorough understanding of disease area.
• Develop account business plans that meets market and customer business needs
• Support formulary enlisting process. Initiate, develop and implement tactical plans for scaling up products penetration in coordination with the access, medical, marketing teams and ensure products’ availability to all potential prescribers & Accounts.
• Track and monitor performance for all products in the portfolio and consolidate data, prepare reports e.g. monthly consumption, closing stocks, etc. And Analyse data to identify growth opportunities and achieve accurate forecast for order’s phasing and optimal stock management with Minimum expiries.
• Collaborate closely with cross functional team members to identify and resolve customer needs appropriately and with high sense of urgency.
• Oversee the account’s ordering cycle for all portfolio products for local purchasing and tenders & Advise on price and strategy in order to maintain and grow business.
• Gather market intelligence data in order to assess impact on Company operations and suggest timely action plan, Assess and mitigate risks on business in terms of price cuts, competitors’ threat and alternative source of supply.
• Liaise with Local distributor and internal departments to ensure stock availability, POs submission & Supply to accounts in a timely manner.
• Support pre-launch and launch activities of new products as and when needed.
• Works to the highest levels of integrity and compliance, adhering to BMS Standards of Business Conduct and Ethics at all times &ensure full compliance with laws, regulations