Senior Regional Director, U.S. Cell Therapy - West Region

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

The Senior Regional Director for cell therapy is responsible for meeting or exceeding the corporate goals by maximizing revenue and profit growth by implementation of the company’s marketing and franchise strategy. This role analyzes, revises, communicates, and implements the strategic and operational plans for Bristol Myers Squibb’s cellular therapy portfolio in the United States. The Senior Regional Director is responsible for leading the regional account management organization by defining and executing the company’s account management strategy. The Senior Regional Director will also be responsible for engaging with corporate level customers and developing access in varying settings. She/he will contribute to the formulation of the long-term strategic development plans of the region, in a complex and competitive market. This role will lead all account management activities for their assigned region and will collaborate with a variety of internal partners within and external to Commercial.

The company seeks a highly engaged team player with strong entrepreneurial and operational skills who can establish this fast growing and highly successful company to be the market leader in cellular therapy.

Key Relationships

Reports to: Vice President, US CAR T National Account Management

Direct reports: Area Business Managers (1st line managers)

The position is field based.

• Positive role model with superior leadership qualities

• Exhibit a high degree of strategic expertise and business acumen

• Maximize revenue through focus, engagement, and inspiration of subordinates

• Develop strong first-line and emerging leaders; Demonstrate the appropriate coaching and guidance to prepare individuals for future development

• Proactively develop and cultivate a compliant working culture

• Evaluate staff deployment as well as region and territory assignments; Conduct annual and on-going performance reviews and competency assessments.

• Monitor field activity to ensure balanced workloads; exercise control over resources, budgets, and expenses; oversee business operations including accounts receivable, training, etc.

• Recruit, hire, organize and align affiliate resources to deliver the plan. Design appropriate performance metrics and achieve accountability.

• Work with cross functional partners to include Market Access, Strategic Accounts, Operations, Commercial Learning and Marketing to prepare strategies and realistic plans

Financials

• Analyze the markets in which the company competes or will compete, to propose and implement operational plans that will maximize business

• Establish growth expectations. Submit realistic but ambitious budgets to the Vice President, US CAR T National Account Management – and obtain approval, balancing investments to maximize product portfolio revenues and margin.

• Ensure that forecasted objectives are achieved with effective financial planning. Continually review financial results to identify negative variances; develop action plans to address issues. Manage expenses to budget and deliver targeted margin contribution.

• Aggressively drive the growth of the business by establishing account management goals for cellular therapy portfolio, successfully launching new products, establishing and managing effective key operational partnerships in line with the strategic guidance from Commercial Leadership

• 10+ years of sales and sales management experience, marketing, and/or commercial experience required

• 5+ years of Oncology or hematology sales management, marketing, and/or commercial experience required

• Sales management experience required

• Managing first line managers (District Sales managers) strongly preferred

• Buy and bill experience required

• Thorough knowledge of the healthcare industry sales and marketing

• Thorough understanding of US compliance laws and guidelines

• Experience in the Academic and community setting preferred

• Ability to work successfully in a fast-paced environment with the need to manage constant change. Ability to deal with ambiguity – ready to change gears and plans quickly.

• Ability to build relationships quickly and credibly

• Ability to interact and effectively partner with senior leadership across the organization

• Proven organizational skills with ability to problem solve and manage multiple urgent priorities in parallel

• Flexible, adaptable, and able to react to changing circumstances and priorities with high level of commitment and professionalism.

• Ability to develop key strategies and execute them; Strong analytical, consulting, and business planning skills

• Excellent written and verbal communication skills

• Experience working with finances/budgets

• Excellent interpersonal skills to effectively work with many diverse customers

• Excellent presentation skills to engage and meet the needs of various audiences

• Ability to work independently and travel as needed (up to 50%).

• Ability to drive a car with a valid driver's license

• Bachelor’s Degree or equivalent

Leadership skills - Proven ability to build, lead and inspire high performance leadership teams. Achieves organizational focus on key priorities, provides clear direction, delegates, actively communicates and coaches. Able to seek broad input from the commercial leadership team regarding key decisions. Values diverse and opposing views. A committed mentor, people developer and team builder. Strong organizational and administrative skills. Possesses a sense of urgency.

Results orientation - A result oriented individual, with a participative, high-energy style, strong personal work ethic, intense focus on results and a bias toward action. Establishes clear expectations, objectives, and priorities. Sets aggressive but achievable goals and consistently delivers. Diligently monitors progress and proactively addresses variances. Highly decisive and action oriented.

Collaboration skills - A top class team player. Works effectively in a team-based organization, collaborates cross-functionally and builds alignment around goals and objectives. Shares, circulates information. Readily builds consensus and achieves agreement on key initiatives and priorities. Will be able to point to previous success maximizing the communication requirements and productivity of a fast-growing leader company.

Flexible & Entrepreneurial skills - To develop an organization under expected heavy growth and extended product portfolio the ideal candidate must be able to navigate in a complex internal structure/environment and commit to the targets and deliver despite unforeseen events by:

• Being able to think globally and act locally with sensitivity to cultural differences.

• Recognizing market opportunities for both new and current products, act accordingly and take risk when opportunities arise.

• Being a change agent in a rapidly transforming organization.

• Being open-minded to new ways and new ideas.

#LI-Remote

The starting compensation for this job is a range from $209-262k, plus incentive cash and stock opportunities (based on eligibility). The starting pay takes into account characteristics of the job, such as required skills and where the job is performed. Final, individual compensation is decided based on demonstrated experience. For more on benefits, please visit our BMS Careers site. Eligibility for specific benefits listed in our careers site may vary based on the job and location.

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 an inclusive culture, promoting diversity 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
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 it enhances the Company culture.

COVID-19 Information
To protect the safety of our workforce, customers, patients and communities, the policy of the Company requires all employees and workers in the U.S. and Puerto Rico to be fully vaccinated against COVID-19, unless they have received an exception based on an approved request for a medical or religious reasonable accommodation. Therefore, all BMS applicants seeking a role located in the U.S. and Puerto Rico must confirm that they have already received or are willing to receive the full COVID-19 vaccination by their start date as a qualification of the role and condition of employment. This requirement is subject to state and local law restrictions and may not be applicable to employees working in certain jurisdictions such as Montana. This requirement is also subject to discussions with collective bargaining representatives in the U.S.

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. If you require reasonable accommodation 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 will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.

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