National Sales Manager

Working with Us
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.

Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives. Read more:

Position Summary

The National Sales Manager will lead a team of Immuno-Oncology Therapy Area Specialists (IO TAS) to achieve sales performance goals, manage key accounts and deliver key performance metrics through ethical promotion practices for the IO (Melanoma & Genitourinary) portfolio.

Key Responsibilities and Major Duties

• Recruit (as appropriate), coach and develop a high performing TAS team.
• Engage and motivate team members whilst being able to effectively handle conflict and under-performance
• Track individual performance, skills and behaviours and coach effectively to ensure achievement of business objectives and optimal development opportunities.
• Drive business results and achieve financial targets, and take ownership of results within and beyond area of responsibility
• Efficient management of operational costs and implementation of organisational strategies to maximize sales effectiveness and deliver BU profit targets
• Ensure regular cross-functional reviews (monthly) of account and territory performance and market trends to help identify opportunities that directly shape future business plans and activities for each account
• Work with TAS' and cross functional account teams to ensure execution of agreed tactics and strategy evolution
• Ability to demonstrate examples of outstanding account planning and management and a focus on flawless tactical implementation
• Constantly improve sales force effectiveness and account planning by analyzing sales performance data, activities data, and market insights (IQVIA) to inform and develop strategies
• Model and coach effective selling and business planning through field coaching and ongoing team contact
• Build and maintain excellent stakeholder networks and relationships internally and externally to drive the business forward. Place customers at the center in addressing needs and finding business solutions. Foster team effectiveness and accomplishment of shared goals by sharing knowledge, experience and insights
• Ensure business objectives are met in full compliance with laws, regulations and BMS standards of Business Conduct and Ethics
• Ensure alignment of personal, team and department/company goals and objectives, while driving BMSA culture

(Disclaimer: The responsibilities listed above are only a summary and other responsibilities will be requirements as assigned)

Supervisory Responsibilities
6 Therapy Area Specialists - Direct Reports

Qualifications, Experience & Competencies

• Tertiary or equivalent qualifications in Science, Nursing, Business or a related discipline
• Preferred solid experience in managing sales teams: recruitment, coaching and developing teams to superior performance.
• Deep understanding of sales force motivational drivers and experience with implementation of reward and recognition strategies/programs.
• Sound marketing/business acumen and account planning and management. Proven ability to engage an organization around a brand/account strategy/vision. 
• Solid track record in successfully managing profitable relationships with key accounts in a specialty environment
• Proven track record in building and maintaining relationships with internal and external customers by working cross-functionally.
• Ideally 8-10 years' experience in a relevant role within the pharmaceutical or related industry (especially Oncology)
• Strong leadership profile and excellent communication, selling, influencing and negotiation skills.
• Deep insight into the hospital environment: customers, networks, access and relevant departments
• Sound strategic thinking and understanding of core marketing, account management and selling principles/techniques
• Resource prioritization and territory/account planning/ deployment 
• Effective within a cross-functional team setting
• Ability to analyse, develop and execute business plans according to prioritized growth levers
• Independent use of Microsoft Office (Incl. Word, Excel, Power Point packages etc), Outlook, CRM/ETMS (e.g. Cegedim database management system), iPhone, iPad, Multiple on-line systems e.g. Concur expense management tool etc, business information systems

Key Stakeholders

Internal

• First Line Leaders across the Enterprise
• National Sales Manager (Thoracic-GI)
• Brand Lead/s
• Business Unit Director/s
• Marketing
• Medical
• HR
• Customer Engagement
• Compliance
• Commercial Effectiveness / L&D

External

• Oncologists
• Hospital Executives
• Supporting Unit of Care Staff (Pharmacists, Nurses)

If you come across a role that intrigues you but doesn't perfectly line up with your resume, we encourage you to apply anyway. You could be one step away from work that will transform your life and career.

Uniquely Interesting Work, Life-changing Careers
With a single vision as inspiring as "Transforming patients' lives through science ", every BMS employee plays an integral role in work that goes far beyond ordinary. Each of us is empowered to apply our individual talents and unique perspectives in a supportive culture, promoting global participation in clinical trials, while our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.

On-site Protocol

BMS has an occupancy structure that determines where an employee is required to conduct their work. This structure includes site-essential, site-by-design, field-based and remote-by-design jobs. The occupancy type that you are assigned is determined by the nature and responsibilities of your role:

Site-essential roles require 100% of shifts onsite at your assigned facility. Site-by-design roles may be eligible for a hybrid work model with at least 50% onsite at your assigned facility. For these roles, onsite presence is considered an essential job function and is critical to collaboration, innovation, productivity, and a positive Company culture. For field-based and remote-by-design roles the ability to physically travel to visit customers, patients or business partners and to attend meetings on behalf of BMS as directed is an essential job function.

BMS is dedicated to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace accommodations/adjustments and ongoing support in their roles. Applicants can request a reasonable workplace accommodation/adjustment prior to accepting a job offer. If you require reasonable accommodations/adjustments in completing this application, or in any part of the recruitment process, direct your inquiries to Visit to access our complete Equal Employment Opportunity statement.

BMS cares about your well-being and the well-being of our staff, customers, patients, and communities. As a result, the Company strongly recommends that all employees be fully vaccinated for Covid-19 and keep up to date with Covid-19 boosters.

BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.

If you live in or expect to work from Los Angeles County if hired for this position, please visit this page for important additional information: 

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