Key Account Manager Cardiology, South Poland

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 rich in diversity. 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.

Purpose/Objective of the Role:

To drive key products growth within priority accounts in order to achieve defined promotional target while meeting the needs of key customers (HCPs) through win-win partnership (Full Account Management).

Managing multi-portfolio.

Key Responsibilities:

• Deliver value story to targeted customers (HCPs)
• Connect customers (HCPs) with other BMS functions (Medical, Market Access, Others) according to customers’ needs
• Deploy tailored multichannel activities
• Share & learn customers insight with/from other peers

Delivered through:

Understanding:

• Scientific knowledge (Disease Expertise, patient journey, key studies, SMPC, competitors profile) – Apply expertise and deep knowledge to identify the implications of key therapeutic trends, patients’ requirement and BMS products. Share expertise on demand.
• Environment integration (Competition, Spheres of Relationship, Decision Making Process & Networks) – Map out precise relationships between key customers (e.g. HCPs, Academic institutions) and also with competitors. Adapt his/her activity and able to share appropriately with X-Functional colleagues on demand.
• Customer (HCPs) needs& wants (Customer Individual Style, Patients Profile, and Treatment Objectives) – Use questions, listen & interpret the accounts’ current needs, priorities, attitudes, challenges and drivers across clinical, financial or other parameters.
• Business understanding – Cross KPIs understanding with customers, networks and environment knowledge to bring actionable and performance oriented insights. Shares approach and method with internal colleagues on demand.

Planning:

• Territory action plan
• Account action plan – Identify barriers and opportunities for the relevant and specific disease area through deep customer insight and local knowledge. Develop and implement both long- and short-term business plans for all identified key customers and accounts in order to overcome barriers and maximize opportunities in line with brand strategy. Routinely contribute market intelligence into brand team.
• Multi-channels plan
• Systems & processes

Execution:

• Action plan implementation – Ensure resources allocated to promotional and access activities are prioritized appropriately and deployed effectively in line with both brand plan and local business plan.
• In-call effectiveness – Continuously clarify the objectives & goals of each stakeholder to determine whether a clinical demand (promotional), or payer partnership (access) approach – or both-is required. Continually monitor local situation and make timely recommendations to ensure plans remain optimal.
• Relationship management – Identify & develop appropriate business relationships with key customers. Effectively implement both promotional and access elements of the business plan, including regular progress reviews and adherence to defined metrics. Constantly champion account management approach and behaviors, particularly collaboration both internally & externally.
• Multi-channel execution
• Compliance - All activities must be fully compliant with all BMS policies & the local law.

Competences Desired/Mindset & behavior:

• Previous experience in Cardiology Therapeutic Area will be an asset
• An in-depth knowledge of the health care system and customers needs
• Experience in highly competitive market
• Account management skills
• Project Management
• Multi-channel expertise
• Excellent matrix communication skills
• Drive & “can do” attitude / entrepreneurial behavior
• Passion & energy
• Adaptability & learning agility