Regional Business Director, Neuroscience – COBENFY – West

Bristol Myers Squibb • Field, NM

8d • Remote

About The Position

Bristol Myers Squibb has a rich history in Neuroscience focused on developing innovative medicines to help people living with Neurodegenerative and Neuromuscular conditions. Bristol Myers Squibb currently markets a product in Neurology and has reentered the Psychiatry market with a focus on patients living with schizophrenia. BMS is a global biopharmaceutical company leading the way in medical innovation to help patients live longer, better lives. Our purpose as a company is to discover and develop therapies that will change the course of human health. We value our passion for patients, quest for innovation, and spirit of independence and love of challenge. BMS is looking for an experienced and motivated sales leader to join our rapidly growing organization as Regional Business Director (RBD). Reporting to the VP of Sales, the RBD will be responsible for and leading a team of 10 District Business Managers who lead teams of Institutional/Mental Health Account Specialists and Therapeutic Areas Specialists to support the US commercialization of COBENFY, the first ever treatment to target muscarinic receptor circuits for schizophrenia. The successful candidate will have 2nd line leadership and account management experience with a proven history of success, consistently achieving or exceeding sales performance goals. The candidate will be responsible for working with a dynamic matrix team to help address customer needs and ensure that we deliver on our sales targets and our objective of demonstrating value to our customers.

Requirements

• Bachelor's Degree required.
• 20+ years pharmaceutical commercial experience in sales leadership roles and/or of broad based, cross functional experience in pharmaceutical sales - i.e., marketing, finance, planning and operations, learning and development, management experience, etc.
• Proven track record of recruiting and developing high caliber individuals and building successful teams required.
• Demonstrated understanding of acute care, hospital, and healthcare systems and institutional treatment dynamics
• Experience successfully launching new products/ indications / in new settings of care with sound expertise in building a sales force and launch readiness plan required.
• Strength in analysis, critical decision making and bottom-line accountability.
• Experience leading people to consistently meet/exceed sales targets.
• Demonstrated ability to establish a productive, accountable, and positive organizational culture resulting in a high level of engagement, performance, and a low level of employee turnover.
• Creative problem solver able to address current market trends, anticipate challenges and work cross-functionally to ensure efficient plan implementation.
• Translate function and organizational strategies/goals into clearly communicated team and individual goals and expectations, ensuring all regional personnel comprehend goals, roles, responsibilities and how their day-to-day activities impact customers/company performance.
• Excellent verbal and written skills.
• Ability to appropriately prioritize, filter and sequence communication.
• Attention to detail and quality are critical to success.
• Highly accountable for the results and outcomes of their responsibilities and understands the impact of their efforts, results, and attitudes on others.
• Uses teamwork to work cooperatively toward the most effective solutions, championing the best ideas of team members, and assisting where help is needed yet is capable of highly independent work when efficiency is required.
• Results-oriented individual who is highly motivated, decisive, flexible in thought, and has the creativity to excel in and contribute to a rapidly growing company.
• Forward thinking mindset with the ability to manage multiple projects and identify and resolve issues.
• Broad experience in an emerging, publicly traded company environment is a plus.
• As this position requires the operation of a Company-provided vehicle, offers of employment are contingent upon the candidate meeting the requirements of “Qualified Driver,” as determined by the Company in its sole discretion, including but not limited to the following: 1) at least 21 years of age; 2) a driver’s license in good standing issued by your state of residence; and 3) a driving risk level deemed acceptable by the Company.

Nice To Haves

• Psychiatry/Schizophrenia Sales Leadership experience preferred (not required).
• Key competencies desired Coaching mindset: Ability to coach to core competencies: (e.g., scientific agility, customer experience, patient centricity and mindset, digital agility, analytical mindset).
• Customer/commercial mindset: Demonstrated ability to drive business results. Experience identifying, engaging, and cultivating credibility with customer across the patient care journey. Demonstrated account management skills and problem-solving mentality. Understands the flow of patients from inpatient through outpatient settings and can customize engagement and deliver tailored messages. Demonstrated resourcefulness and ability to connect with customers.
• Scientific agility: Expertise in TA (preferred but not required). Excellent communication and presentation skills to articulate scientific and clinical data in an easy-to-understand manner to help HCPs best serve their patients. Has a strong learning mindset and passion for science. Prioritizes staying current with the latest data.
• Change agility: Enthusiasm to adopt and champion new ways of working. Demonstrates a strong sense of learning agility. Seeks out and learns from unfamiliar experiences, and then applies those lessons to achieve better results in subsequent situations.
• Analytical mindset: Ability to use data insights to inform engagement. Ability to run more focused strategic planning.
• Digital mindset – adept at using digital tools.
• Teamwork/Enterprise mindset: Ability to lead across the matrix. Strong business acumen to understand and analyze business and market drivers and develop, execute, and adjust business plans. Track record of balancing individual drive and collaborative attitude.

Responsibilities

• Mobilize a region of District Business Managers, Institutional/Mental Health Account Specialists, and Therapeutic Area Specialists behind the BMS mission/pledge and brand vision and strategy.
• Ensure superior execution of business unit and brand strategy within region by translating strategy into region specific goals, objectives and business plan that consider unique characteristics of region, e.g., geography, payer landscape, customer mix, etc.
• Develop, review, and modify region business plans on a proactive basis.
• Interpret and integrate complex data to develop communication strategies to drive performance and productivity within the region.
• Identify and secure necessary resources, people and capital, and facilitate alignment with matrix team members to successfully execute region business plan.
• Explore and develop new relationships and effectively maintain existing relationships with key contacts and opinion leaders across customer base, e.g., healthcare systems, advocacy groups, providers.
• Develop contingency plans and make tradeoff decisions in support of strategic business priorities.
• Effectively lead change within the organization, serve as a champion for change efforts and ensure understanding and alignment around changes.
• Manage the region’s operational and brand product budget and ensure appropriate allocation of budget against region priorities.
• Set specific and measurable objectives and track and analyze performance and execution against these measurements for regional team.
• Meet or exceed sales goals utilizing approved materials and resources.
• Recruit, select and develop individuals with the talent necessary to achieve competitive superiority in the market.
• Hold self and team accountable for business results and demonstration of the BMS Values.
• Serve as a role model for Best-in-Class Compliance and hold region accountable by ensuring all practices within the region are compliant with the BMS Compliance Code of Conduct, PhRMA Code, OIG Guidelines, PDMA Policies and Procedures and all other applicable laws, regulations, policies & procedures.

Benefits

• Health Coverage: Medical, pharmacy, dental, and vision care.
• Wellbeing Support: Programs such as BMS Well-Being Account, BMS Living Life Better, and Employee Assistance Programs (EAP).
• Financial Well-being and Protection: 401(k) plan, short- and long-term disability, life insurance, accident insurance, supplemental health insurance, business travel protection, personal liability protection, identity theft benefit, legal support, and survivor support.
• Work-life benefits include: Paid Time Off US Exempt Employees: flexible time off (unlimited, with manager approval, 11 paid national holidays (not applicable to employees in Phoenix, AZ, Puerto Rico or Rayzebio employees) Phoenix, AZ, Puerto Rico and Rayzebio Exempt, Non-Exempt, Hourly Employees: 160 hours annual paid vacation for new hires with manager approval, 11 national holidays, and 3 optional holidays Based on eligibility, additional time off for employees may include unlimited paid sick time, up to 2 paid volunteer days per year, summer hours flexibility, leaves of absence for medical, personal, parental, caregiver, bereavement, and military needs and an annual Global Shutdown between Christmas and New Years Day. All global employees full and part-time who are actively employed at and paid directly by BMS at the end of the calendar year are eligible to take advantage of the Global Shutdown.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees