Bristol-Myers Squibb Company

Senior Territory Business Manager - Key Accounts

New York City, NY, US
Feb 09, 2019
Required Education
Bachelors Degree
Position Type
Full time
The Sr. TBM - Key Accounts, builds and maintains strong professional relationships with academic and key institution based physicians/HCPs, fellows, clinical pharmacists, nurse navigators, administrative staff and others in the patient care continuum. The Sr. TBM - Key Accounts is a business leader who identifies and supports customer needs and provides approved, disease and product information and resources to key stakeholders within the assigned accounts. The Sr. TBM - Key Accounts exemplifies the best of both, the clinical and business aspects of the sales team. They deliver approved on-label in services and support promotional efforts in the Community where necessary. The Sr. TBM - Key Accounts, will report to the District Business Manager and work collaboratively across a matrix organization to appropriately identify and address customer needs and ensure that we deliver on our sales targets and our objective of demonstrating value among our customers.

Build a comprehensive knowledge of targeted institutional/academic customers including their overall marketplace, customer needs, preferences, personnel, budgeting and internal processes

Demonstrates strong expertise in account management, stakeholder / influence mapping, business analytics and strategic planning, project and team leadership, generating market and customer insights, and demonstrated ability to influence groups/individuals.

Strategically identifies opportunities and effectively coordinates BMS resources, including facilitating relationships with BMS Marketing, Medical, Sales, and Market Access to meet customer needs and achieve sales objectives.

Ensures BMS resources are deployed to meet account plan objectives

Conduct formal and informal presentations and convey complex scientific information fluently to Institutional based physicians in large academic centers and hospitals or large group practices/groups, in a professional, compliant, ethical and effective manner

Demonstrates deep marketplace, therapeutic, product and disease expertise based on thorough understanding of rigorous scientific principles and data, including mechanism of action, indications, efficacy, safety, etc.

Understands and applies knowledge of health care industry, trends, applicable laws and regulations, market conditions, and the market access environment (including but not limited to pharmacy-economics, payer/ reimbursement landscape and patient flow/influence between institutions and community practices) and analyze these factors in the development of business plans and in daily execution of sales calls within compliance guidelines.

Demonstrates strong understanding of current or pending clinical pathways within an institution, and how they influence patient treatment.

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

Demonstrates highly effective account management skills and exemplary selling competencies.

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

Builds and maintains strong professional relationships with physicians/HCPs office staff 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.
\Complies with all laws, regulations and policies that govern the conduct of BMS


Bachelor's degree or equivalent with a minimum of 5 yrs. of Rheumotology pharmaceutical sales experience required.

Rheumotology pharmaceutical sales representative experience in hospitals/institutions and/or clinical expertise (PharmD or BSN) strongly preferred.

Demonstrated strong capability in account management and proven sales performance track record.

Ability to persuasively present approved information to all customers (physicians, clinical pharmacists, healthcare key decision makers.)

Demonstrated understanding of the business drivers, dynamics, regulations and market access 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 uses active listening, probing and other selling skills to enhance communication, build and influence key customers.

Demonstrated strong business analytics ability to analyze data as well as develop, execute and adjust business plans.

Demonstrated ability to work in matrix teams.

Demonstrated track record of developing self to drive and enhance performance