Bristol-Myers Squibb Company

Senior Territory Business Manager - Oncology

Guaynabo, PR, US
Jun 30, 2018
Required Education
Bachelors Degree
Position Type
Full time
Promotes and sells BMS pharmaceutical products to established and potential customers (i.e. Though Leaders, Physicians, Department Directors, Key Physicians, Hospital Directors, Nursing Directors, Labs, Pharmacies, Infusion centers, etc.) Prepares and updates physician and customer profiles. Interacts with customers on one-to-one sessions, sales team meetings and stand-up presentations. Explains treatment and benefits to customers in order to treat the disease accordingly. Demonstrates in-depth product, market and competitors knowledge. Provides samples to physicians as applicable and maintains record and accountability for samples. Proactively maintains abreast of changes in their medical field. Responsible for company and product presentation to the members of the Pharmacy & Therapeutics Committee. Maintains a continuous professional relationship with key opinion leaders in the medical community. Addresses key customer needs through the creation and successful implementation of business plans. Discusses characteristics and clinical studies pertaining to pharmaceutical products with physicians and other potential customers (i.e. Key Opinion Leaders, Access, Organizations and Specialty Pharmacies.) Maintains customer profiles and call notes, and sets next call objective after every customer contact. Responsible for achieving assigned territory budget. Prepares activities report reflecting territory promotion and selling activities. Coordinate activities. Evaluates results versus assigned objectives. Analyzes territory sales 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 team action plans with measurable outcomes and time frames. Cares and maintains assigned company property which could include: automobile, cellular phone, IPad, computer equipment, etc. Complies and operates under strict compliance with BMS Code of Business Conduct and other regulators such as: PhRMA Code and the Office of Inspector General. Prepare business reviews presentations of assigned territories and/or customers. Manage special projects, assignments and/or tasks as assigned by the supervisor.


Bachelor degree in Business Administration, Pharmacy, Science or related fields. Minimum of one (3) to three (5) years of experience in sales and promotion of pharmaceutical products -Oncology experience preferable. Fully Bilingual English/Spanish. Proficient in Microsoft Office (Word, Excel, Power point) and Internet applications. Ability to understand Sales Force productivity reports. Effective maintaining customer profiles and call notes. Ability to use targeting report in daily call planning, business reviews, and territory planning. Effectively coordinates and organizes promotional programs to positively impact sales. Understands local demographics, patients and payer mix specific to each practice and uses the information in tactical planning. Ability to adjust selling style in customers with different communication styles. Adjusts sales efforts due to changes in local pharmaceutical market, competitive activity in territory, customers and managed healthcare changes. Understands competitive strategies and their corresponding effect on market share. Ability to develop territory action plans, track progress, analyzes trends and uses of resources. Develops customer-specific team action plans with measurable outcomes and time frames. Ability to impact and influence key customers and opinion leaders. Ability to prioritize, assign and allocate resources in order to gain maximum return. Communicate effectively scientific and market access information to target customers. Effective communication skills and presentation skills in both Spanish and English. Work requires significant local travel. This needs the possession of a valid Puerto Rico driver's license. Work irregular hours, weekends and holidays, when necessary. Teamwork oriented.