Bristol-Myers Squibb Company

Senior Territory Business Manager

Manchester, NH, US
Sep 29, 2018
Required Education
Bachelors Degree
Position Type
Full time

Understands and applies knowledge of health care industry, trends, applicable laws and regulations, market conditions, and the managed health care environment into business plans and in daily execution of sales calls within compliance guidelines.

Develops and implements territory plans that properly identify and prioritize activities to accomplish short and long term business plan goals.

Demonstrates clear and thorough understanding of disease states, BMS products and relevant competitor products, including their mechanisms of action, indications, efficacy, safety, etc.

Collaborates with territory matrix team on identifying opportunities and developing appropriate tactics and strategies.

Builds and maintains strong professional relationships with physicians in private practice, medical group practices and or hospitals, office staffs and others in the patient care continuum.

Fosters team effectiveness and accomplishment of shared goals by sharing knowledge, experience, and information.

Drives market share growth and maximizes sales performance within the indicated use and for the approved patients.


The successful candidate must have a bachelor's degree or equivalent with minimum of 3 years of Pharmaceutical Sales Representative experience.

Demonstrated strong sales performance track record.

Demonstrated understanding of the business drivers, dynamics, regulations and managed health care within the pharmaceutical industry.

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

Effectively use active listening, probing and other selling skills to enhance communication, build and influence key customers.

Demonstrated ability to analyze, develop and execute business plans.

Demonstrated ability to work in matrix teams.

Demonstrated track record of developing self to drive and enhance performance.

Infusions & injectable, the Buy and Bill office model and Medicare Part B Reimbursement is a significant plus.

As this position requires operation of a Company-provided vehicle, offers of employment are contingent upon the candidate meeting the requirements of "Qualified Driver," as determined by the Company in its sole discretion, including but not limited to the following: 1) at least 21 years of age; 2) a driver's license in good standing issued by your state of residence; and, 3) a driving risk level deemed acceptable by the Company.