Senior District Business Manager, Neuroscience - Neurology, Pacific Coast

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.

Territory: Pacific Coast - Los Angeles E, CA; San Francisco, CA; Phoenix S, AZ; Los Angeles W, CA; Portland, OR; Sacramento, CA; Seattle, WA: Salt Lake City, UT; San Diego, CA; Phoenix N, AZ; Alaska, Hawaii

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 Multiple Sclerosis 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.  

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, 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  a minimum of 3 field days a week. Minimum 2 field days/quarter with each TAS, defined as 1 complete customer facing day.  

Key Responsibilities  

Focused in-role coaching and developing of TASs  

• Sourcing, recruiting, onboarding and training Therapeutic Area Specialists  
• 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.  

Required Qualifications & Experience  

• Bachelor’s degree or equivalent with a minimum of 10 years of pharmaceutical industry experience or other related industry experience.  
• Pharma experience is strongly preferred, including an understanding of reimbursement processes, access, and distribution environment.  
• 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.  
• 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.  
• Understanding of Neuro Multiple Sclerosis environment, call points, and industry trends preferred.  

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:  

• 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.  

The starting compensation for this job is a range from $162,070.00-$196,400, plus incentive cash and stock opportunities (based on eligibility). The starting pay rate takes into account characteristics of the job, such as required skills and where the job is performed. 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 our BMS Career Site. Benefit offerings are subject to the terms and conditions of the applicable plans then in effect and may include the following: Medical, pharmacy, dental and vision care. Wellbeing support such as the BMS Living Life Better program and employee assistance programs (EAP). Financial well-being resources and a 401(K). Financial protection benefits such as short- and long-term disability, life insurance, supplemental health insurance, business travel protection and survivor support. Work-life programs include paid national holidays and optional holidays, Global Shutdown days between Christmas and New Year’s holiday, up to 120 hours of paid vacation, up to two (2) paid days to volunteer, sick time off, and summer hours flexibility. Parental, caregiver, bereavement, and military leave. Family care services such as adoption and surrogacy reimbursement, fertility/infertility benefits, support for traveling mothers, and child, elder and pet care resources. Other perks like tuition reimbursement and a recognition program.

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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.

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.

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 adastaffingsupport@bms.com. Visit careers.bms.com/eeo-accessibility to access our complete Equal Employment Opportunity statement.

BMS cares about your well-being and the well-being of our staff, customers, patients, and communities. As a result, the Company strongly recommends that all employees be fully vaccinated for Covid-19 and keep up to date with Covid-19 boosters.

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/

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