Senior District Business Manager, Cardiovascular - Houston, TX

Bristol Myers Squibb•Houston, TX

3d•Onsite

About The Position

The Senior District Business Manager (DBM) is a critical role in our unique customer model, responsible for executing BMS's aspiration to be the BioPharma that delivers the most impactful engagement with Health Care Providers (HCPs), driving adoption of new and existing medicines for appropriate patients. The primary role of the DBM is to lead, coach, and motivate a team of approximately 6-10 Territory Account Specialists (TASs) to drive the adoption of BMS's assigned Cardiovascular portfolio and generate demand. The DBM is accountable for coaching TASs on specific learning objectives, including selling skills, scientific engagement, and the use of digital capabilities, and for ensuring continuous improvement in the core skills of their team. The DBM also plays a leadership role in business and account planning and champions the utilization of new digital capabilities and tools such as Medical on Call and CE^3. We are looking for leaders who can inspire and motivate a team to reach and exceed business goals while maximizing their growth and development potential. The DBM is aligned to accounts and covers the entire Cardiovascular portfolio. The DBM reports to the Regional Business Director and works collaboratively across a matrix of Commercial, Medical, and Access organizations, such as Scientific Engagement Partner (SEP) and Field Access Manager (FAM), and other field roles in the new Commercialization model to appropriately address customer needs and ensure that BMS delivers on set sales targets. The DBM role is field-based, with an anticipated 100% of their time spent in the field with TASs, depending on the geographic area.

Requirements

Bachelor’s degree or equivalent with a minimum of 5 years of pharmaceutical industry experience or other related industry experience.
Prior experience as a District Business Manager in Pharmaceutical Sales, or equivalent experience in leading and managing high-performing teams is strongly preferred.
Pharma experience is strongly preferred, including an understanding of reimbursement processes, access, and distribution environment.
Proven track record of inspiring and leading teams to meet or exceed expectations and goals.
Proven successful track record of selecting, developing, and retaining talented individuals.
Previous experience that has required the use of analytical skills, selling skills, development of strong business acumen, and working knowledge of the pharmaceutical value chain.
Must be at least 21 years of age.
Must possess a driver’s license in good standing issued by your state of residence.
Must have a driving risk level deemed acceptable by the Company.

Nice To Haves

Expertise in TA (Therapeutic Area).
Excellent communication and presentation skills to articulate scientific and clinical data in an easy-to-understand manner.
Strong learning mindset and passion for science.
Prioritizes staying current with the latest data.
Enthusiasm to adopt and champion new ways of working.
Demonstrates a strong sense of learning agility.
Ability to use data insights to inform engagement.
Ability to run more focused strategic planning.
Adept at using digital tools.
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

Focused in-role coaching and developing of TASs, including conducting selected ride-alongs with TASs for important HCPs as relevant, according to a coaching plan.
Ownership for TASs learning journey and accountability for ensuring continuous improvement in core skills and behavior (e.g., scientific agility, patient mindset, digital agility, analytical mindset).
Champion adoption of new capabilities (e.g., CE^3 analytics, content personalization) by understanding and role-modeling new capabilities and tools.
Effectively coach TASs on how to appropriately leverage CE^3 insights to guide call planning and call preparation.
Regularly convene field team to exchange experiences, collect feedback, proactively coach on change leadership, and encourage adoption of capabilities and new ways of working.
Execute strategic planning activities (e.g., promo program planning, budget planning, tumor prioritization at HCP level).
Engage with relevant insights to prioritize accounts and develop strategies for key accounts.
Ensure continuous customer experience improvement.
Lead financial and program planning for the district.
Comply with all laws, regulations, and policies that govern the conduct of BMS.

Benefits

Medical, pharmacy, dental, and vision care.
BMS Well-Being Account, BMS Living Life Better, and Employee Assistance Programs (EAP).
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.
Flexible time off (unlimited, with manager approval) for US Exempt Employees.
11 paid national holidays (not applicable to employees in Phoenix, AZ, Puerto Rico or Rayzebio employees).
160 hours annual paid vacation for new hires with manager approval (Phoenix, AZ, Puerto Rico and Rayzebio Exempt, Non-Exempt, Hourly Employees).
11 national holidays, and 3 optional holidays (Phoenix, AZ, Puerto Rico and Rayzebio Exempt, Non-Exempt, Hourly Employees).
Unlimited paid sick time (based on eligibility).
Up to 2 paid volunteer days per year.
Summer hours flexibility.
Leaves of absence for medical, personal, parental, caregiver, bereavement, and military needs.
Annual Global Shutdown between Christmas and New Years Day.