Description:
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.
Position Purpose
- Fully responsible and accountable for strategic account planning, sales execution and local market access. A highly autonomous role in which you will be expected to take full responsibility for the planning and delivery of your sales and access objectives.
- Draw on the cross functional team members to capitalise on their insight and experience, adopting a One team mindset. View your territory as your own business. You will lead on local business strategy and will have significant decision-making responsibility that will require a high degree of business acumen, allied to a deep understanding of our therapy area and evolving NHS and HSE environment.
- Engage and deliver a true omnichannel experience for customers, proactively deploying appropriate channels and marketing mix to deliver a sequential tailored sales call, using customer experience data and digital asset analysis to target commercial performance with right HCPs at the right time through the right channel.
Key Responsibilities
- Demonstrate ability to execute sales and access account plan to achieve territory sales objectives
- Continuously absorb, interpret, and deliver complex clinical data
- Accountable for analysis of key challenges within account, leveraging opportunities and driving change to deliver end to end customer-centric service from pathways to promotion
- Exceptional key account management skills, to deliver on sales ambition through execution of a tailored strategic account plans
- Demonstrate comprehensive and in-depth environment and competitor analysis skills
- Localise and execute national marketing strategy to change behaviours, adapt to customer segments, leveraging the suite of omnichannel initiatives to enhance sales call
- Ability to tailor your calls to customer segments, sharing insights and advocacy with BMS colleagues in order to provide rich peer to peer engagement to achieve the overall desired business outcome
- Identify and co create pathway solutions with internal and external customers that resolve pain points, local issues, bottle necks and barriers
- Form strategic relationships with customers and stakeholders at all levels in your territory
- Translate insights to strategic actions informing payer Value Proposition
- Ensure formulary access and enablers eg Blueteq and protocols are in place
- Non promotional activities will include:
- Advanced Budgetary Notifications (you will be specifically briefed on ABN activities and requirements on a case-by-case basis.)
- Collaborative Working including Joint Working
- Proactive Donation Programmes (you will be specifically briefed on any involvement with a proactive donation programme.)
Disease Knowledge & Selling Expert
- Be confident and effective working via digital/ virtual interface, and face to face
- Be disease expert in our specific field, with very high clinical, product & disease knowledge with the ability convey that knowledge to improve the lives of patients with BMS products.
- Ability to access key stakeholders remotely & face-to-face, understand their needs & change their behaviour by delivery benefits of BMS products to improve the lives of patients.
- Become an expert in Customer Engagement Model .
Compliant & Professional
- Understand & adhere to all BMS policies and work in accordance with the ABPI (or IPHA) code of practice.
- Complete administrative tasks within BMS processes & timeframes.
- Demonstrate our BMS values: passion, innovation, urgency, accountability, inclusion and integrity
Qualifications, Skills & Experience
Essential
- Understanding of the UK / Ireland healthcare system and pharmaceutical industry
- Cardiovascular experience
- Demonstrated success in pharmaceutical sales and/or local market access
- Proven track record of Key Account Management and/or market access
- Excellent analytical and numerical skills
- Able to work in a hybrid (virtual and F2F) capacity with customers to drive outputs
- ABPI qualification (or equivalent)
- Computer literate -in Word, Excel, Email, Internet, and ability to pick up new in-house systems
- Current UK driving licence (or equivalent)