Senior District Business Manager (DBM), Neuroscience, Cobenfy – Sierra Nevada

Bristol Myers Squibb•Field, NM

4d•Remote

About The Position

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: careers.bms.com/working-with-us. 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 plans to re-enter the Psychiatry market with a focus on patients suffering 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. Position Summary The Senior District Business Manager is a critical role in our unique customer model to execute the BMS 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 be accountable for leading, coaching, and motivating a team of approximately 10 TASs to drive the adoption of BMS assigned Psychiatry portfolio and generate demand. The DBM is accountable for coaching of TASs on specific learning objectives (selling skills, scientific engagement, and 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 championing 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 reports to the Regional Business Director and works collaboratively across matrix of Commercial, Medical, Access organizations, for example Regional Marketing (RMK), and Access and Reimbursement Managers (ARM) 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. A DBM is anticipated to spend 4 days in the field with TASs, depending on the geographic area.

Requirements

Bachelor’s degree or equivalent with a minimum of 10 years of pharmaceutical industry experience or other related industry experience.
5 or more years of 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.
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.
Coaching mindset: Understands TASs learning journey and takes responsibility for ensuring continuous improvement of TASs skills.
Ability to coach TASs in 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 through practice and can customize engagement and deliver tailored messages.
Demonstrated resourcefulness and ability to connect with customers.
Scientific agility: Expertise in TA. 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.

Nice To Haves

Understanding of Neuropsychiatry environment, call points, and industry trends preferred.

Responsibilities

Focused in-role coaching and developing of TASs
Sourcing, recruiting, onboarding and training Therapeutic Area Specialists to support launch of COBENFY.
Coach TASs on specific competencies and learning objectives (e.g., scientific agility, customer/commercial mindset, change agility & teamwork/enterprise mindset).
DBMs will conduct selected ride-alongs with TASs for the most important HCPs as relevant, according to coaching plan.
Ownership for TASs learning journey and accountable 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)
Understand and role model new capabilities and tools e.g., sharing knowledge, information, insights and experiences with new tools with the TAS team.
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, and prioritization at HCP level)
Engage with relevant insights to prioritize accounts and develop strategies for key accounts.
Ensure continues customer experience improvement
Lead financial and program planning for district
Comply with all laws, regulations, and policies that govern the conduct of BMS.

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.

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