Regional Business Manager – Hematology/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. Bristol Myers Squibb Ireland Bristol Myers Squibb is a leading global biopharma company focused on discovering, developing and delivering innovative medicines for patients with serious diseases in areas including oncology, haematology, immunology, cardiovascular and neuroscience. Our employees work every day to transform patients’ lives through science. Bristol Myers Squibb has been in operation in Ireland since 1964, employing over 650 people across a range of activities and business units. Many of the global business services, including the European Treasury Centre, Market Supply Operations and Commercial Operations have a presence in Ireland. Ireland is also home to External manufacturing’s global headquarters, the business unit responsible for the management of manufacturing contract operations (CMO’s) and ensuring reliable supply of product to patients across the Bristol Myers Squibb global network. Located in Dublin, Cruiserath Biologics Campus, a one billion Multi-Product Cell Culture Biologics Manufacturing facility plays a central role in the Global Product Development and Supply (GPS) network as the company’s first European biologics manufacturing facility. This state-of-the-art facility will produce multiple therapies for the company’s growing biologics portfolio. Global Biologics Laboratory (GBL) responsible for the release testing of Biologics Drug product for the network, is also based on the Cruiserath Biologics Campus. For more information about Bristol Myers Squibb, visit us at BMS.com/ie The Role Bristol Myers Squibb is looking to recruit a permanent, full- time Regional Business Manager to join our Oncology Sales Force in Dublin covering Northern Ireland and Scotland and reporting into the Hematology/ Oncology UK and Ireland BU The Purpose: • Lead and inspire Key Account Manager team to deliver excellent performance • Accountable for the management and development of a Regional Sales Team responsible for meeting regional sales targets and the execution of Celgene brand plans. • Accountable for the achievement of Regional Sales and Profit Targets for the Haem-Oncology Portfolio. The RBM will be responsible for leadership, management, coaching, direction and drive successful operation of Bristol-Myers Squibb’s business within their designated region. Key Duties and Responsibilities: Core Responsibilities: Responsible for meeting regional sales targets for promoted products Delivery of business through effective direction and management of the regional sales teams. Develop clear sales objectives and provide leadership, motivation and direction to the regional team to achieve performance goals. Develop a differentiated regional strategy for the Oncology indications to accelerate local access and to drive superior sales growth, profit growth and market share gains in line with brand and organizational goals Be the ambassador for driving key account management through the region and ensuring strong capabilities within sales team to build robust account plans adapting to changing customer and business needs. Build strong relationships with regional matrix management team coordinating an integrated approach to key account management Ability to work with cross functional leads and shape training / cycle meeting planning workshops to ensure motivation and direction to the regional team to achieve performance goals. Tailor and lead end to end connection with HCP’s through innovative digital channels reach achieving differentiated value delivery Be able to drive HCP development and progression in account ranking and status Build strong relationships with key customers, organisations, industry peers and influencers to strengthen BMS image, competitive position and performance. As field tumour lead, partner with the marketing tumour lead to co-develop the field strategic and executional direction for all tumour indications. Take an active role and contribute to market planning processes, feedback customer insight to brand teams and enhance effectiveness of corporate strategies. Proactively Collaborates with Local Healthcare Partners using collaborative mindset and approach Manage and develop Key Account Management team, including recruitment, training, evaluation, motivation, incentives, compensation and performance management. Support and implement BMS corporate initiatives at regional level Ensure the highest standards of quality and compliance are maintained by the KAM team in the field according to the ABPI/IPHA/code and Celgene SOP’s and work practices Business Management Identify commercial opportunities within region through effective and timely planning and deep customer knowledge and develop financially sound business proposals. Drive Account Management Excellence, review and approve Account Plans and ensure completion of Account Plan activities Provide a monthly business update reflecting key successes, issues and business drivers Lead regular cross functional account reviews Conduct formal midyear and annual reviews Setting and managing regional and territory objectives in line with the brand imperatives Agree and set KPIs for Account Plans with KAM’s Ensure successful delivery of regional meetings Agree regional and set territory sales targets Manage and deploy Regional budget appropriate to the business needs Determine most efficient deployment of KAMs territories, and assist in future sales force expansions or redeployments. Team Management Development of the KAM team using appropriate resources Support the development and implementation of Individual Development Plans Coach and support the regional and local KAM team through formal field visits and local and regional team meetings Work with HR business partner to ensure vacancies are filled in a timely manner Develop a culture of reward and recognition Own the regional recruitment, talent and succession plan Establish and maintain strong working relationship with HR business partner Ensure successful onboarding for new starters Supporting our Brands Communicate key insights and information to Product Managers and the brand teams Keep abreast of the Healthcare Environment and actively demonstrate by using that knowledge to identify opportunities in the Market Place Manage implementation of all promotional activities to deliver the strategic imperatives Ensure product knowledge is at industry leading standard Manages the regional Key Opinion Leader plan in order to support our brands Work collaboratively with the brand teams to develop the tactical plans for the delivery of the strategic imperatives and communicate these to the regional teams Input into Strategic Planning process as directed Qualifications, Knowledge and Skills Required: Clear demonstration of ability to lead with passion to build and develop a top performing team Relevant degree in Business or Science; relevant management experience, pharmaceuticals sales Other relevant experience; sales training, marketing, knowledge of NHS or equivalent, sales operations or field based clinical experience. Business Insight – understand the core issues that affect and influence the regional business Ability to create and direct a regional sales team capable of achieving the regional sales target. Demonstrated history of effective interpersonal skills, ability to provide performance feedback, strong written and verbal skills, good presentation skills, an effective evaluator of performance, good analytical ability. Proven track record of coaching and skills development Advanced understanding of principles of key account management and project management. Thorough understanding of the NHS (or equivalent) structure and strategies and how this impacts on the national and regional business Ability to collaborate and work cross-functionally KOL and Advocacy management: Ability to develop effective relationships with customers at all levels Demonstration of ability to coach and understand in a highly complex scientific marketplace Ability to think strategically and develop long-term business plans Proven demonstration of leading teams accountable for multiple brands and indications in a rapidly evolving market. As field tumour lead, demonstration of required capabilities to partner with the marketing tumour lead to co-develop the field strategic and executional direction for all tumour indications. Astute business acumen to develop robust regional plans for short and mid term performance delivery and coach teams to develop a strong business skillset. Proven experience of leading customer facing teams to ensure that the performance goals are achieved Integrate fully with brand and matrix teams and demonstrate leadership across tumour specific teams Ability to lead a coaching plan with clear increment gain in capability in call skill sets as required Excellent interpersonal skills and an ability to establish long standing business relationships Ability to innovate and develop financially sound business proposals Proven people management skills including motivating the team, development them and resolving issues Good knowledge of relevant therapy areas, local and regional funding and clinical processes and initiative to track changes in the specific health economies and update teams Demonstrated ability to manage complexity with multiple brands and indications. Proven ability to Flex resource and leverage opportunities to drive business performance What’s important to us Employees are expected to display the BMS Values, which move us toward our mission to discover, develop and deliver innovative medicines that help patients prevail over serious diseases: Passion: Our dedication to learning and excellence helps us to deliver exceptional results. Innovation: We pursue disruptive and bold solutions for patients. Urgency: We move together with speed and quality because patients are waiting. Accountability: We all own BMS’ success and strive to be transparent and deliver on our commitments. Integrity: We demonstrate ethics, integrity and quality in everything we do for patients, customers and colleagues. Inclusion: We embrace diversity and foster an environment where we can all work together at our full potential. We have a passion for tackling the toughest diseases, which inspires innovation and speed in our daily work and a sense of accountability to the patients we serve. Why you should apply You will help patients in their fight against serious diseases You will be part of a company that encourages excellence and innovation, respects diversity, develops leaders and values its employees. You’ll get a competitive salary and a great benefits package 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.