Job was saved successfully.
Job was removed from Saved Jobs.

Job Details

Bristol Myers Squibb

Executive Institutional Business Manager, Oncology (Mid-Atlantic Region)


Business Analyst


Pittsburgh, Pennsylvania, United States

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:

Position: Executive Institutional Business Manager, Oncology

Location: Mid-Atlantic

The Institutional Business Manager (IBM), Oncology reports to the Oncology Regional Business Director and works collaboratively across the matrix team (Commercial & Medical) to appropriately address customer needs and ensure that we deliver on our sales targets and our objective of demonstrating value among our customers.

The IBM leads a team of motivated institutional sales professionals that represent the integrity of the company by providing approved, disease and product information and resources to key decision makers and stakeholders within Academic Institutions, helping to make a difference in the lives of patients. Our Institutional Business Managers are expected to lead across the matrix to increase communication and access within the academic accounts. 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.

Key Responsibilities

  • Reports to the Oncology Regional Business Director and leads a regional team of highly motivated institutional sales professionals by creating and articulating a vision for the district that builds off of the objectives and vision for the organization as a whole.

  • Effectively analyzes academic account performance data, market trends, market access dynamics, and builds strategic business plans to address challenges and capitalize on business opportunities.

  • Deep knowledge and understanding of the clinical, economic and business model dynamics driving decision making and coverage.

  • The Regional IBM shapes and develops the oncology account plans and ensures execution of the account business plans which include both strategic and financial objectives.

  • Leverage customer insights to enhance strategic cross functional business planning and opportunity development.

  • Coordinate matrix team resources and facilitate senior executive interactions as appropriate.

  • The Regional IBM will work across the matrix for alignment and leadership specific to the customer needs and oncology business.

  • Demonstrates clear and thorough understanding of BMS Oncology products, Oncology marketplace, relevant competitive products and the disease area. Leverages this knowledge to model and coach team to exemplary selling skills and product and disease state knowledge.

  • Actively facilitates the growth and development of team members based on their needs, motivation and business requirements.

  • Creates an environment of continuous learning where team members feel challenged and engaged.

  • Must be able to effectively lead a group through change while maintaining focus on current and future business needs.

  • Complies with all laws, regulations and policies that govern the conduct of BMS.

Qualifications & Experience

  • Bachelor’s degree or equivalent with minimum of 5 years of pharmaceutical industry experience, or other related industry experience.

  • Prior experience as a District Business Manager in Pharmaceutical Sales, or equivalent experience in leading and managing high performing teams.

  • Prior experience leading and managing high performing teams within Academic Institutions.

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

  • Proven leadership skills and ability to network across complex internal and external 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 use of analytical skills, selling skills, and development of strong business acumen, and working knowledge of the market access environment.

  • As this position requires 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.

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 excel through a transparent recruitment process, reasonable workplace accommodations/adjustments and ongoing support in their roles. Applicants can request a reasonable workplace accommodation/adjustment prior to accepting a job offer. If you require reasonable accommodations/adjustments in completing this application, or in any part of the recruitment process, direct your inquiries to Visit 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.

Any data processed in connection with role applications will be treated in accordance with applicable data privacy policies and regulations.