Director, Oncology Sales Strategy

At Bristol Myers Squibb, we are inspired by a single vision – transforming patients’ lives through science. In oncology, hematology, immunology and cardiovascular disease – and one of the most diverse and promising pipelines in the industry – each of our passionate colleagues contribute to innovations that drive meaningful change. We bring a human touch to every treatment we pioneer. Join us and make a difference.

This position is responsible for the strategic initiatives specific to the sales force customer model evolution, sales force analytics/planning, and processes to drive effectiveness of the Oncology organization. This individual will have two direct reports, one Associate Director, Sales Strategy and one Manager, Sales Operations.

Key Responsibilities

• Coordinates closely with Director, Oncology Sales Operations and Effectiveness to ensure alignment of initiatives and priorities.
• Supports the VP, Oncology Sales in preparation for executive level presentations to include QBRs, board decks, and sales analytic reviews.
• Leads the sales force customer model evolution to meet evolving portfolio needs
• Leads the effort associated with the business customer model evolution to meet portfolio needs dictated by internal launches, competitive market events, and potential business development opportunities. These efforts require integration of brand strategy, competitive business model intelligence, and alignment of KDA and other analytical models to meet future needs.
• Requires a high-level of coordination across sales/marketing leadership, BI&A, Marketing brand teams, market research teams, and competitive intelligence teams.
• Leads the field force analytics- Responsible for the evolution of analytics for planning, targeting and targeted deployment including the support of quarterly business planning, and account planning process at all levels within the sales organization.
• Requires coordination across broad matrix team inclusive of BI&A, Marketing brand teams, sales leadership, DBM FIT team, market research team, regional operations team and the field force automation team.
• Identifies trends, opportunities, and potential business concerns and is able to and takes ownership to solve problems.
• Understands the reporting needs of the business and partners with the sales analytics, marketing, and market research teams to create/simplify sales reports/data that will support the sales teams.
• Monitors national/sub national sales performance and productivity vs objectives. Responsible for the training pull through of the DBMs/DCTs training requiring integration across the marketing, sales, training, and operations teams.
• Leads the sales force integration efforts with other channels requiring collaboration and alignment across BA&I, marketing brand teams, franchise marketing, customer engagement hub, and the field force automation team.
• Specifically, responsible for leading the streamlining, effectiveness, training, and communication for business critical channels of rep triggers, smart alerts, and other NPP opportunities. This includes integration of sales force insights to increase effectiveness.
• Also responsible for the coordination of OSL streamlining to drive utilization.
• Leads the efforts for systems and processes inclusive of the IC to meet business needs and the streamlining of processes and systems, at the enterprise level to drive higher field productivity. Requires coordination with the customer engagement hub, IC team, BA&I, marketing brand teams, franchise marketing team, customer engagement hub, regional operations team and the field force automation team. These include, but are not limited to a suggestion engine, DBM coaching report, one field facing system to simplify non sales tasks, and evolve communication platform.

Qualifications

• Bachelor’s degree or equivalent degree required
• 5+ years of pharmaceutical or other relevant sales experience is required
• Home office experience is required (1-3 consecutive years) and previous leadership/management experience is highly desired
• Ability to work effectively, collaborate and build alignment across a broad and complex matrix involving field and home office employees
• Proven ability to work with senior leadership
• Experience working with, influencing, and leading a matrix team to accomplish objectives
• Ability to identify, implement, and execute objectives that are aligned with the business strategy

Around the world, we are passionate about making an impact on the lives of patients with serious diseases. Empowered to apply our individual talents and diverse perspectives in an inclusive culture, our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.

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.

Physical presence at the BMS worksite or physical presence in the field is an essential job function of this role which the Company deems critical to collaboration, innovation, productivity, employee well-being and engagement, and enhances the Company culture.

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.

Our company is committed to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace adjustments and ongoing support in their roles. Applicants can request an approval of accommodation prior to accepting a job offer. If you require reasonable accommodation in completing this application or if you are applying to a role based in the U.S. or Puerto Rico and you believe that you are unable to receive a COVID-19 vaccine due to a medical condition or sincerely held religious belief, during or any part of the recruitment process, please 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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