وصف الوظيفة
Role Overview
Key Account Manager at Bristol Myers Squibb, based in the Gulf region.
Company Overview
Bristol Myers Squibb is a purpose-driven pharmaceutical company dedicated to discovering, developing, and delivering innovative medicines to prevail over serious diseases. The company values inclusion, wellbeing, flexibility, and comprehensive benefits, with a culture that emphasizes collaboration, accountability, and urgency in transforming patients' lives.
Role Purpose
The Key Account Manager ensures that BMS Neuroscience innovative products reach the right patients at the right time through comprehensive account management. The role drives demand for appropriate patients in line with product labeling while liaising with all relevant internal and external stakeholders until product reaches the account.
Key Responsibilities
Sales & Account Strategy
- Promote BMS Specialty Care Brands in Neuroscience through appropriate delivery of scientific message to Health Care Professionals.
- 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.
- 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.
Account Management & Stakeholder Partnership
- Ensure ultimate accountability for achieving results of mutually agreed business targets by identifying and managing customers within distinct segments and executing tailored plans.
- Build and maintain strong business partnerships with key stakeholders in all accounts, including physicians, pharmacists, hospital store managers, purchasing, finance and supply departments, in order to position BMS as a strategic partner.
- Collaborate closely with cross functional team members to identify and resolve customer needs appropriately and with high sense of urgency.
Market & Product Expertise
- Demonstrate deep marketplace, therapeutic, product and disease expertise based on thorough understanding of disease area.
- Gather market intelligence data in order to assess impact on Company operations and suggest timely action plan.
- Assess and mitigate risks on business in terms of price cuts, competitors' threat and alternative source of supply.
Performance Management & Compliance
- Accountable for sales objectives of assigned brands in Gulf markets.
- Track and monitor performance for all products in the portfolio and consolidate data, prepare reports such as monthly consumption and closing stocks.
- Analyse data to identify growth opportunities and achieve accurate forecast for order phasing and optimal stock management with minimum expiries.
- Work to the highest levels of integrity and compliance, adhering to BMS Standards of Business Conduct and Ethics at all times and ensure full compliance with laws and regulations.
Supply Chain & Product Launch
- Support formulary enlisting process.
- Initiate, develop and implement tactical plans for scaling up products penetration in coordination with access, medical, and marketing teams and ensure products' availability to all potential prescribers and accounts.
- Liaise with local distributor and internal departments to ensure stock availability, POs submission and supply to accounts in a timely manner.
- Support pre-launch and launch activities of new products as and when needed.
Qualifications & Experience
- Holds a Pharmacy or Medicine Degree.
- At least 5 years of experience in a multinational pharmaceutical company including specialty care brands experience.
- Neuroscience or Psychiatry 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
Work Model
Physical presence at the BMS worksite or physical presence in the field is a necessary job function of this role, which the Company deems critical to collaboration, innovation, productivity, employee well-being and engagement, and enhances Company culture.
BMS Values
- Passion: Dedication to learning and excellence helps deliver exceptional results.
- Innovation: Pursue disruptive and bold solutions for patients.
- Urgency: Move together with speed and quality because patients are waiting.
- Accountability: Own BMS' success and strive to be transparent and deliver on commitments.
- Integrity: Demonstrate ethics, integrity and quality in everything done for patients, customers and colleagues.
- Inclusion: Embrace diversity and foster an environment where all can work together at full potential.
Accessibility & Accommodation
BMS is dedicated to ensuring that people with disabilities can perform complex functions through a transparent recruitment process, reasonable workplace adjustments and ongoing support in their roles. Applicants can request an accommodation prior to accepting a job offer. Direct inquiries to adastaffingsupport@bms.com.
Equal Opportunity
BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.