Key Account Manager Immuno-Oncology

At Bristol Myers Squibb, we are inspired by a single vision – transforming patients’ lives through science. In oncology, hematology, immunology and cardiovascular disease – and one of the most diverse and promising pipelines in the industry – each of our passionate colleagues contribute to innovations that drive meaningful change. We bring a human touch to every treatment we pioneer. Join us and make a difference. Purpose/Objective of the Role: To drive key products growth within priority accounts in order to achieve defined promotional target while meeting the needs of key customers (HCPs) through win-win partnership (Full Account Management). Managing multi-portfolio. Key Responsibilities: Deliver value story to targeted customers (HCPs) Connect customers (HCPs) with other BMS functions (Medical, Market Access, Others) according to customers’ needs Deploy tailored multichannel activities Share & learn customers insight with/from other peers Delivered through: Understanding: Scientific knowledge (Disease Expertise, patient journey, key studies, SMPC, competitors profile) – Apply expertise and deep knowledge to identify the implications of key therapeutic trends, patients’ requirement and BMS products. Share expertise on demand. Environment integration (Competition, Spheres of Relationship, Decision Making Process & Networks) – Map out precise relationships between key customers (e.g. HCPs, Academic institutions) and also with competitors. Adapt his/her activity and able to share appropriately with X-Functional colleagues on demand. Customer (HCPs) needs& wants (Customer Individual Style, Patients Profile, and Treatment Objectives) – Use questions, listen & interpret the accounts’ current needs, priorities, attitudes, challenges and drivers across clinical, financial or other parameters. Business understanding – Cross KPIs understanding with customers, networks and environment knowledge to bring actionable and performance oriented insights. Shares approach and method with internal colleagues on demand. Planning: Territory action plan Account action plan – Identify barriers and opportunities for the relevant and specific disease area through deep customer insight and local knowledge. Develop and implement both long- and short-term business plans for all identified key customers and accounts in order to overcome barriers and maximize opportunities in line with brand strategy. Routinely contribute market intelligence into brand team. Multi-channels plan Systems & processes Execution: Action plan implementation – Ensure resources allocated to promotional and access activities are prioritized appropriately and deployed effectively in line with both brand plan and local business plan. In-call effectiveness – Continuously clarify the objectives & goals of each stakeholder to determine whether a clinical demand (promotional), or payer partnership (access) approach – or both-is required. Continually monitor local situation and make timely recommendations to ensure plans remain optimal. Relationship management – Identify & develop appropriate business relationships with key customers. Effectively implement both promotional and access elements of the business plan, including regular progress reviews and adherence to defined metrics. Constantly champion account management approach and behaviors, particularly collaboration both internally & externally. Multi-channel execution Compliance - All activities must be fully compliant with all BMS policies & the local law. Competences Desired/Mindset & behavior: Previous experience in Oncology Therapeutic Area Master’s Degree or Bachelor’s degree An in-depth knowledge of the health care system and customers needs Account management skills Project Management Multi-channel expertise Excellent matrix communication skills Drive & “can do” attitude / entrepreneurial behavior Passion & energy Adaptability & learning agility Around the world, we are passionate about making an impact on the lives of patients with serious diseases. Empowered to apply our individual talents and diverse perspectives in an inclusive culture, our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues. 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.