About this role
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.
Position Summary
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.
Key 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.
Required Qualifications & Experience
- 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.
- Psychiatry/Schizophrenia Sales Leadership experience preferred (not required).
- 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.
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.
#LI-Remote and #BMSNEURO
If you come across a role that intrigues you but doesn’t perfectly line up with your resume, we encourage you to apply anyway. You could be one step away from work that will transform your life and career.
Compensation Overview:
The starting compensation range(s) for this role are listed above for a full-time employee (FTE) basis. Additional incentive cash and stock opportunities (based on eligibility) may be available. The starting pay rate takes into account characteristics of the job, such as required skills, where the job is performed, the employee’s work schedule, job-related knowledge, and experience. Final, individual compensation will be decided based on demonstrated experience.
Eligibility for specific benefits listed on our careers site may vary based on the job and location. For more on benefits, please visit https://careers.bms.com/life-at-bms/.
Benefit offerings are subject to the terms and conditions of the applicable plans in effect at the time and may require enrollment. Our benefits include:
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.
Eligibility Disclosure: The summer hours program is for United States (U.S.) office-based employees due to the unique nature of their work. Summer hours are generally not available for field sales and manufacturing operations and may also be limited for the capability centers. Employees in remote-by-design or lab-based roles may be eligible for summer hours, depending on the nature of their work, and should discuss eligibility with their manager. Employees covered under a collective bargaining agreement should consult that document to determine if they are eligible. Contractors, leased workers and other service providers are not eligible to participate in the program.
Uniquely Interesting Work, Life-changing Careers
With a single vision as inspiring as “Transforming patients’ lives through science™ ”, every BMS employee plays an integral role in work that goes far beyond ordinary. Each of us is empowered to apply our individual talents and unique perspectives in a supportive culture, promoting global participation in clinical trials, while our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.
On-site Protocol
BMS has an occupancy structure that determines where an employee is required to conduct their work. This structure includes site-essential, site-by-design, field-based and remote-by-design jobs. The occupancy type that you are assigned is determined by the nature and responsibilities of your role:
Site-essential roles require 100% of shifts onsite at your assigned facility. Site-by-design roles may be eligible for a hybrid work model with at least 50% onsite at your assigned facility. For these roles, onsite presence is considered an essential job function and is critical to collaboration, innovation, productivity, and a positive Company culture. For field-based and remote-by-design roles the ability to physically travel to visit customers, patients or business partners and to attend meetings on behalf of BMS as directed is an essential job function.
Supporting People with Disabilities
BMS is dedicated to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace accommodations/adjustments and ongoing support in their roles. Applicants can request a reasonable workplace accommodation/adjustment prior to accepting a job offer. If you require reasonable accommodations/adjustments in completing this application, or in any part of the recruitment process, direct your inquiries to [email protected]. Visit careers.bms.com/eeo-accessibility to access our complete Equal Employment Opportunity statement.
Candidate Rights
BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.
If you live in or expect to work from Los Angeles County if hired for this position, please visit this page for important additional information: https://careers.bms.com/california-residents/
Data Protection
We will never request payments, financial information, or social security numbers during our application or recruitment process. Learn more about protecting yourself at https://careers.bms.com/fraud-protection.
Any data processed in connection with role applications will be treated in accordance with applicable data privacy policies and regulations.
If you believe that the job posting is missing information required by local law or incorrect in any way, please contact BMS at [email protected]. Please provide the Job Title and Requisition number so we can review. Communications related to your application should not be sent to this email and you will not receive a response. Inquiries related to the status of your application should be directed to Chat with Ripley.
R1597047 : Regional Business Director, Neuroscience – COBENFY – WestOther facts
About Bristol Myers Squibb
At Bristol Myers Squibb, we work every day to transform patients’ lives through science. That work inspires some of the most interesting, meaningful, and life-changing careers you’ll experience. Join us and pursue innovative ideas alongside some of the brightest minds in biopharma, collaborating with a team rich in diversity of experiences, and perspectives. We have built a sustainable pipeline of potential therapies and are leveraging translational medicine and data analytics to understand how we can deliver the right medicine to the right patient, at the right time, to achieve the best outcome.
Whether in a scientific, business or supporting function, a career at BMS means you’ll be inspired every day to grow and thrive through opportunities that are uncommon in scale and scope. Here, you’ll be on the cutting edge of powerful innovation in oncology, hematology, immunology, cardiovascular disease, and fibrosis, with colleagues united in the mission to help patients.
Through the Bristol Myers Squibb Foundation, we also promote health equity and seek to improve health outcomes of populations disproportionately affected by serious diseases and conditions. Our mission is to give new hope to help patients prevail over serious disease – it drives everything we do.
Review our Social Media Community Guidelines at: https://www.bms.com/social-media-community-guidelines.html
What you'll do
- The Regional Business Director will lead a team of District Business Managers and specialists to support the commercialization of COBENFY. They will develop and execute regional business plans, ensuring alignment with the company's mission and sales targets.
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