Institutional Senior Territory Business Manager

Profile

Bristol-Myers Squibb is a global Biopharma company committed to a single mission: to discover, develop, and deliver innovative medicines focused on helping millions of patients around the world in disease areas such as oncology, cardiovascular, immunoscience and fibrosis.

Join us and make a difference. We hire the best people and provide them with a work environment that places a premium on diversity, integrity, collaboration and personal development. Through a culture of inclusion, we create a better, more productive work environment. We believe that the diverse experiences and perspectives of all our employees help to drive innovation and transformative business results.

Develops and executes local business plan to increase market share by outlining strategic drivers, tactics, and applying resources to appropriately promote assigned product(s) to health care providers, hospital administrators, key influencers and ancillary hospital staff along the patient continuum within a geographically defined area.

Prepare and update physician and customer profiles

Interact with customers on one-to-one sessions

Present at sales team meetings and stand-up presentations

Proactively maintain abreast of changes in their medical field

Demonstrates thorough understanding of disease state, BMS products and relevant competitor products, including: product characteristics, mechanism of action, indications, efficacy, safety, access/affordability & reimbursement services and payer/formulary

Works collectively with matrix and alliance team members to arrange approved promotional programs, hospitals displays and initiatives to effectively and compliantly promote assigned products

Develops and leverages strong professional relationships with customers in clinical practice, pharmacy department, pharmacy and therapeutics committee (P&T) and other key influencers to encourage formulary access and product availability throughout the health-system or individual hospital.

Establishes and maintains excellent communications and working relationships with matrix and alliance team to facilitate the sale of assigned products and enhance customer relations at the territory level

Responsible for achieving assigned territory sales goals. Prepares activities report reflecting territory promotion and selling activities.

Evaluates results versus established objectives

Coordinate promotional activities

Analyze territory TRxs performance data and identifies areas for improvement

Develops territory plan in alignment with approved district, region and national plan

Develops and follows daily itinerary and routing schedule to meet call plan goals

Develops customer-specific action plans with measurable outcomes and time frames as needed

Complies and operates under strict compliance with BMS Code of Business Conduct and other regulators such as: Pharma Code and the Office of Inspector General

Comply with all policies and procedures related to the maintenance of assigned company property such as: automobile, cellular phone, iPads and computer equipment

Manage special projects, assignments and/or tasks as assigned by the manager

KNOWLEDGE/SKILLS

Bachelor’s degree in Science, Business Administration (Marketing, Management, Accounting, etc.) 3-5 years of Pharmaceutical Sales Representative experience preferred

Experience as full time Institutional Sales Representative or prior Account Management experience working with health systems, hospitals and medical groups is strongly preferred

Capable of managing problem solving and demanding job requirements

Self-motivated, organized, and planning skills

Demonstrated strong analytical skills to better understand business and market trends and drivers to develop, execute and adjust business plans

Demonstrated strong capability in account management

Superior selling competencies and sales performance track record of achieving or exceeding goals

Strong skills at building and maintaining professional relationships with key customers, office staff and others in the customer influence network

Ability to work effectively with diverse teams

Demonstrated track record of developing self to drive and enhance performance

Availability to travel 100% of the time in an island wide territory

As this position requires operation of a Company-provided vehicle, offers of employment are contingent upon the candidate meeting the requirements of Qualified Driver (a valid/good standing driver’s license is a requirement)

Proficient in Microsoft Office (Word, Excel, Power point) and Internet applications.

Work irregular hours, weekends and holidays, when necessary.

Excellent communication skills in a business environment in both English/Spanish languages

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 the resources to pursue their goals, both at work and in their personal lives.

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, disability or protected veteran status.

Company info

Bristol-Myers Squibb Company
Website : http://www.bms.com