Key Account Manager – Cardiovascular

Role Overview

Key Account Manager – Cardiovascular, field-based position located in Dubai, UAE at Bristol Myers Squibb.

Company Overview

Bristol Myers Squibb is a purpose-driven organization committed to discovering, developing, and delivering innovative medicines to prevail over serious diseases. The company culture emphasizes collaboration, accountability, urgency, inclusion, wellbeing, flexibility, and comprehensive benefits.

Role Purpose

Ensure that BMS Cardiovascular innovative products reach the right patients at the right time through comprehensive account management, driving demand for appropriate patients in line with product labeling and liaising with all relevant internal and external stakeholders until product delivery to the account.

Key Responsibilities

Sales & Demand Generation

• Promote BMS Specialty Care Brands in Cardiovascular through appropriate delivery of scientific message to Healthcare Professionals.
• Accountable for sales objectives of assigned brands in Gulf markets.
• Develop and implement effective sales strategies and creative sales tactics to meet business goals.
• Define and prioritize customer targets by conducting proper profiling and segmentation.
• Ensure ultimate accountability for achieving results of mutually agreed business targets by identifying and managing customers within distinct segments and executing tailored plans.

Account Management & Partnerships

• Build and maintain strong business partnerships with key stakeholders in all accounts, including physicians, pharmacists, hospital store managers, and purchasing, finance and supply departments, in order to position BMS as a strategic partner.
• Develop account business plans that meet market and customer business needs.
• Oversee the account's ordering cycle for all portfolio products for local purchasing and tenders.
• Advise on price and strategy in order to maintain and grow business.

Product & Market Expertise

• Demonstrate deep marketplace, therapeutic, product and disease expertise based on thorough understanding of disease area.
• Support formulary enlisting process.
• Initiate, develop and implement tactical plans for scaling up products penetration in coordination with the access, medical, and marketing teams and ensure products' availability to all potential prescribers and accounts.

Performance Monitoring & Reporting

• Track and monitor performance for all products in the portfolio and consolidate data.
• Prepare reports including monthly consumption, closing stocks, and other relevant metrics.
• Analyse data to identify growth opportunities and achieve accurate forecast for order phasing and optimal stock management with minimum expiries.

Market Intelligence & Risk Management

• Gather market intelligence data in order to assess impact on Company operations and suggest timely action plans.
• Assess and mitigate risks on business in terms of price cuts, competitors' threat and alternative source of supply.

Supply Chain & Operations

• Liaise with local distributor and internal departments to ensure stock availability, POs submission and supply to accounts in a timely manner.
• Collaborate closely with cross functional team members to identify and resolve customer needs appropriately and with high sense of urgency.

Product Launch & Compliance

• Support pre-launch and launch activities of new products as needed.
• Work to the highest levels of integrity and compliance, adhering to BMS Standards of Business Conduct and Ethics at all times.
• Ensure full compliance with laws and regulations.

Qualifications & Experience

• Pharmacy or Medicine Degree.
• At least 5 years of experience in a multinational pharmaceutical company including specialty care brands experience.
• Cardiovascular experience is strongly preferred.
• UAE market experience is a must; other Gulf markets experience is strongly preferred.

Skills & Competencies

• Capacity to acquire scientific information.
• Very good knowledge of customer segmentation and targeting process.
• Resources allocation expertise working with multiple customer segments.
• Proven experience of working with Thought Leaders and experts in their field.
• Excellent communication and interpersonal skills.
• Excellent command of English Language.
• Basic knowledge of MS Office (Word, Excel, PowerPoint) and familiarity with internet and email.

Additional Information

• Field-based work model in Dubai, UAE.
• Bristol Myers Squibb hires for skills and capabilities, not just credentials; applicants whose experience does not perfectly match the job description are encouraged to apply.
• Reasonable workplace accommodations and adjustments are available for people with disabilities throughout the recruitment process and in role; direct inquiries to adastaffingsupport@bms.com.
• Bristol Myers Squibb will consider qualified applicants with arrest and conviction records pursuant to applicable laws.