Senior District Business Manager, Neuroscience - Cobenfy - Indiana

Therapeutic Area: Neuroscience-COBENFY

Territory:  Indiana; Cincinnati, OH/Indianapolis, IN/Fort Wayne, IN

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 plans to re-enter the Psychiatry market with a focus on patients suffering 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.

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 Psychiatry 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 and CE^3.

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, for example Regional Marketing (RMK), and Acess and Reimbusment Managers (ARM) 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 4 days in the field with TASs, depending on the geographic area.

Key Responsibilities

• Focused in-role coaching and developing of TASs
  Sourcing, recruiting, onboarding and training Therapeutic Area Specialists to support launch of COBENFY.

• 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.

• Understanding of Neuropsychiatry environment, call points, and industry trends preferred.

• 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.

• Pharma experience is strongly preferred, including an understanding of reimbursement processes, access, and distribution environment.

• 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.

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.

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