Bristol-Myers Squibb Company

Oncology Institutional Tumor Specialist- Washington DC

Washington, DC, United States
May 23, 2019
Required Education
Bachelors Degree
Position Type
Full time
Bristol-Myers Squibb is looking for people with a passion to help patients prevail over cancer

Get to know us
Bristol-Myers Squibb is a global biopharmaceutcal company commited to a single Mission - to discover, develop and deliver innovative medicines that help patients prevail over serious diseases. We are building our talent pipeline in Oncology Sales and we are looking for smart, professional and passionate people, such as yourself, who want to make a difference in the lives of patients. As part of our Oncology Sales team, you will be a part of a growing and dynamic sales organization that has a strong heritage and continues to be at the forefront of bringing new and innovative cancer therapies to the market, such as immunotherapies in multiple tumor types. Our Oncology pipeline is one of the best in the industry and having an elite sales team in place is critical to our success. As a member of the Oncology sales team, you will be among the best in your profession and have the opportunity to collaborate with talented and dedicated people. Bristol-Myers Squibb takes a vested interest in developing our people for not only today but for the long term. We are looking to hire our future leaders and help you reach your potential while building a career that makes you proud. Please consider this opportunity to learn about Bristol-Myers Squibb, and join a stellar team of people who share your goal of changing survival expectations for cancer patients and their families.

What we are looking for: A leader in the Institutional Setting
The Institutional Tumor Specialist 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 Institutional Tumor Specialist is a business leader who represents the integrity of the company by providing approved, disease and product information and resources to key decision makers and stakeholders within the oncology institutional practice setting. The Institutional Tumor Specialist exemplifies the best of both the clinical and business aspects of the sales team. The Institutional Tumor Specialist delivers approved on-label inservices, and supports promotional efforts in the Community where necessary. The Institutional Tumor Specialist reports to the District Business Manager and works collaboratively across a matrix sales organization to appropriately address customer needs and ensure that we deliver on our sales targets and our objective of demonstrating value among our customers.

Primary responsibilities

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

Provide scientifically sound, constructive feedback on speaker presentations made on behalf of BMS.

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

Qualifications and Experience we look for in a candidate

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

Oncology/Hematology 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.