Key Account Manager in Bucuresti

Working with UsChallenging. 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.Expected Areas of Competence: Delivers relevant sales growth and defined targets through delivering key benefits of BMS products aligned to needs of the HCPs and their patientsDelivers on agreed KPIs and metrics as defined by the Brand Plans and Account Plans, developed based on the opportunities and challenges in a given geography and therapeutic areaContinuously absorb, interpret and deliver complex clinical data undesratning to customer based on agreed marketing messages.Identify and follow-up on opportunities during customer callsThrough use of the BMS structured sales process, is considered an expert in using Value Selling model to communicate compelling and persuasive proposalsDevelops, implements and manages the Strategic Account Plan in conjunction with line manager and aligned BMS colleagues (e.g. marketing, Medical, Access)Demonstrates comprehensive and in-depth environmental and competitor analysis skills e.g. Insights, Performance or SWOT.Applies customer mapping and process analysis to identify key decision-makers, influencers, stakeholders, and patient and funding flows within defined accountsApplies detailed mapping and analysis to understand customer networks, interactions and decision-making processesWorks collaboratively to develop and share plans and gain commitment to secure additional resources to support plansDevelop Strategic Customer Insight through information gathering and sharingDevelops productive business relationships with internal and external stakeholders at all levelsLeverages network to gain access to customers and decision-makersManages and facilitates resolution of issues and challengesDemonstrates effective listening, questioning, presenting and negotiating skillsContinually develops awareness of healthcare industry dynamics, trends, competitors and customersApproach all interactions with professionalism and integrityMaintain consistent contact with customers and deliver targeted number of calls as per agreed criteria, i.e. objectives, strategic prioritization, identification and update of customer base and tiering.Ensure open communication and share best practices, in close collaboration with the rest of the team.Closely monitor/address competitor activities in the fieldCompletes administrative tasks within BMS processes and timeframesWorks in accordance with BMS policy and the ARPIM code of practicePV Responsibilities:Promptly report knowledge (initial or follow-up) of any adverse event associated with a BMS product within 24 hours or one business day of becoming aware of the event, in accordance with BMS Company proceduresThis role should align to the Compliance culture to further strengthen the function’s ability to meet our goals and expand our efforts in driving Bristol-Myers Squibb to meet the highest standards of ethics.BMS Values:INTEGRITY: We demonstrate ethics, integrity and quality in everything we do for patients, customers and colleaguesINNOVATION: We pursue disruptive and bold solutions for patientsURGENCY: We move together with speed and quality because patients are waitingPASSION: Our dedication to learning and excellence helps us to deliver exceptional resultsACCOUNTABILITY: We all own BMS’ success and strive to be transparent and deliver on our commitmentsINCLUSION: We embrace diversity and foster an environment where we can all work together at our full potentialDesired Experiences: Demonstration of consistent ambition, drive and personal development in the workplaceOpenness to give, receive and positively act on feedbackPersonal ownership & accountability of results & behaviorsInnovative ways of working within compliance frameworksAbility to work across multiple functions whilst building and maintaining productive and collaborative relationships – with internal and external stakeholdersEffective communication – with all stakeholders, both internally and externallyWillingness to share knowledge and best practice within the organizationAdaptability - ability to work in a dynamic and changing environmentTenacious and resilientDemonstration of capability and success of developing key customers, advocates, opinion leaders on territory.Knowledge Desired 3-5 years of relevant work experience within the Pharmaceutical industryKnowledge of relevant codes of practice and understanding of the importance of internal approval processes and procedures.Understanding of therapy area and specific processes related to it.Knowledge of operating cultures and working styles that this job impacts.Understanding of the integration of the promotional mix.A degree in Life SciencesDevelopmental Value: Understanding of customers and how BMS marketing strategy is implemented. .In depth knowledge of the product and market within which it sits.Understanding of where product resides in global and local BMS franchise and in local competitive environment.#LI-RemoteUniquely Interesting Work, Life-changing CareersWith 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 ProtocolBMS has a diverse occupancy structure that determines where an employee is required to conduct their work. This structure includes site-essential, site-by-design, field-based and remote-by-design jobs. The occupancy type that you are assigned is determined by the nature and responsibilities of your role:Site-essential roles require 100% of shifts onsite at your assigned facility. Site-by-design roles may be eligible for a hybrid work model with at least 50% onsite at your assigned facility. For these roles, onsite presence is considered an essential job function and is critical to collaboration, innovation, productivity, and a positive Company culture. For field-based and remote-by-design roles the ability to physically travel to visit customers, patients or business partners and to attend meetings on behalf of BMS as directed is an essential job function.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 cares about your well-being and the well-being of our staff, customers, patients, and communities. As a result, the Company strongly recommends that all employees be fully vaccinated for Covid-19 and keep up to date with Covid-19 boosters.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.


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