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.
Mission
This is a senior strategic hybrid role of sales and marketing, which is vital in promoting the business of our organization by designing, developing, leading and executing the indication franchise strategy, including different treatment lines and combinations.
Responsibilities include, but are not limited to :
Achieve strategic sales and marketing targets for the Immunology TA, in accordance to BMS behaviors and business ethics
Set operative and strategic goals and performance expectations, set priorities, ensure appropriate resource allocation.
Understand and be able to explain the brand’s strategies and translate national / regional plans to business plans for the franchise team
Translate strategy to action, creating and setting a vision for the team, and building a productive and innovative team culture
Communicate messages from the head office to the market and transport insights from the market to the head office
Analyze and be proactive for the generation and execution of action plans and drive decisions that will maximize the Immunology TA results Lead franchise team to deliver strong performance for Immunology in a highly competitive market
Listen to the market’s needs and identify innovative and digital solutions and new opportunities that can meet business goals
Utilize data to analyze business trends and enhance plans and goals by providing direction to representatives on relevant growth opportunities
Integrate market observations with strong commercial analysis to bring clarity to current and short-term business issues
Be able to simplify complex issues and create actionable plans to address those issues.
Role model, coach and provide feedback on messaging and selling skills to enhance impact of franchise team in engaging customers
Be focused on developing themselves as well as their team to improve performance in current role and to prepare for future roles
Have a deep understanding of the healthcare market, including reimbursement environment, competitors, and local market dynamics
Work collaboratively across matrix sales organization to appropriate address customer needs, and ensure delivery of sales targets and objectives
Build strong relationships and network with key decision makers, thought leaders, and stakeholders to support business needs, focusing on the BMS marketing model
Apply and enhance the Account Management initiative across all functions with the help of Strat & Ops and ensure the implementation of solid cross - functional plans after analyzing the situation Communicate the purpose and fundamentals on which the marketing model is based (ie Value Selling Model);
ensuring its implementation, monitoring and application
Ensure deep scientific knowledge on the product / indication / competition
Maintain regular communication with the training manager and the medical department to ensure the optimal training level and coordinate the participation of team members in courses and training activities to achieve optimal skills
Lead the selection processes, evaluating the competencies and abilities of the candidates, respecting the times, and identifying the profiles that adapt to the Company's strategy and market needs.
Be part of the paradigm shift that we are leading at BMS in the field of Immunology
Work in a team that puts patient at the center, creating environments and contexts of trust and respect
Develop and / or improve and implement project management tools, templates and processes across project management organization Member of selected launch teams, responsible for successful launch preparation
Ensure commercial success through strategic thinking, strong project management, and ability to execute leveraging previous marketing experience
Lead preparation and execution of the Brand Plan and Tactical Plan and liaise cross-functionally with local teams such as medical, market access, and sales to ensure implementation
Assess and analyze complex marketplace issues and develop clear understanding of both internal and external environment
Therefore, requirement to analyze data from a variety of sources (e.g. medical, market research, IQVIA, Interact) and interpret to shape brand decisions and effective business plans Drive customer insights related to MS, UC treaters and stakeholders, as well as understand the overall implications of Immunology beyond specific indication
Optimization of soft skills and comprehensive brand management in order to provide added-value in the interaction with the HCP
Lead projects from A to Z and / or coordinate projects, which involve several indications, (including BMS events, promo & non-promo, etc.
as well as participation in national and international congresses on as-needed basis
Drive communication of value proposition through localized messaging
Be active member of the budget and quarterly projection team for indications of responsibility
Oversee patient models, sales forecasts and have active overview on Direct Promotional Expenses (DPE) in collaboration with BI&A
Oversee the development and delivery of campaigns
Communicate and collaborate with colleagues in sales, market access, business operations, medical, and regulatory and be active member of multidisciplinary
Brand Team Deliver results in line with Immunology brand and company goals, ensure commercial success through strategic thinking, strong project management, and ability to execute leveraging previous marketing experience
Identify product / indication potential for the long and short term whilst ensuring plans address customer needs
Lead Immunology brand strategy in coordination with marketing specialist, and pull together and drive marketing activities across all functions to ensure that results are achieved
Seek feedback following Immunology activities to understand customer needs, develop associated action plans to address these needs
Maintain clear communication with customers regarding mutual expectations
Leverage on innovative and multiple channels to target customer segments and oversee omni-channel execution
Be compliant with all BMS processes, rules and SOPs (standard operating procedures), ensure business objectives and practices are fully compliant with relevant laws, regulations and BMS standards of business conduct and ethics
Skills & competencies / Requirements
University degree, preferably in Health Sciences, Economics, other
Postgraduate training in commercial and / or scientific management will be valued
Knowledge of the pharmaceutical market (Multiple Sclerosis preferable) and healthcare environment and a 360º vision of clients, doctors, payers
Strong skills in oral and written communications, negotiation, strategic analysis, leadership, teambuilding and effective coaching to improve performance.
Deep knowledge of the national and regional characteristics and TL landscape
High intrinsic motivation in accordance with superior engagement and high willingness to individual development
Strong identification with BMS’s values
Experience in inspiring / leading teams to meet or exceed expectations and goals, as well as developing and / or retaining talented individuals.
Experience that has required the use of analytical skills, selling skills, and the development of strong business acumen, as well as a working knowledge of the market access environment.
Skill to determine customer needs and concerns, identify the appropriate approach to the situation and gain commitment
Organizational skills including planning, prioritizing, scheduling and time management
Tenacity and resilience including the ability to overcome obstacles to accomplish sales objectives, to make repeated attempts to reach sales objectives and to stay motivated
Ability to communicate effectively across levels to impact and influence people and advanced presentation skills
Demonstrate strength in business planning, tactical planning development and execution
Dynamic personality with team work skills and balanced multiplicity of demands on role in a responsive professional manner
Strategic thinking and solid understanding of core marketing (and selling) principles / techniques
Proven ability to lead teams in development and delivery of business plans / marketing strategies that drive brand success
Ability to own and participate in projects with a strong focus on delivery in regards to quality and adherence to agreed timelines.
Ability to resolve conflicts.
Excellent communication, selling, influencing, coaching and negotiation skills, clear, logical and concise communication abilities to assist with one-on-one sessions, formal group presentations and written communications.
Understanding of the local healthcare system and hospital / primary care environment; code of conduct, governing bodies
Demonstrated business acumen in assessing complex issues and determining clear strategies and action plans
Listens / considers alternative ideas, viewpoints and encourages debate on others' ideas
Capacity to grow, develop and learn from experiences, work accurately and conscientious
Very good language skills in Greek and English
Demonstrate strength in business planning, tactical planning development and execution
Agility and results-driven orientation
Dynamic personality with team work skills and balanced multiplicity of demands on role in a responsive professional manner
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.
