Bristol Myers Squibb Key Customer Manager - Berkshire, Oxford, Buckinghamshire in Uxbridge, United Kingdom

Main Purpose of the Role

  • To drive sales growth, market access, and advocate development, within priority accounts in order to achieve defined sales targets while meeting the needs of key customers through win-win partnerships.

  • To develop and execute customer and account business plans, within designated key accounts, to ensure that all appropriate patients have access to BMS medicines

Scope and Scale

  • A designated key account consists of all intrinsic decision making individuals relating to a particular healthcare economy. It may include customers from different levels (local and regional) of the health sector, as well as Secondary and Primary Care clinicians, local budget holders, pharmacists, nurses, etc.

  • To ensure a favourable local access environment to maximise the potential for sales, and to drive sales growth to realise this potential


  • Understand and map the local and regional funding, clinical and access decision processes and identify all key stakeholders.

  • Develop relationships within budget-holding and decision-making organisations in the local health economy in order to effectively inform geography plans.


  • Identify barriers and opportunities for the relevant and specific disease area through deep customer insight and local knowledge.

  • Develop and implement both long- and short-term business plans for all identified key customers and accounts in order to overcome barriers and maximise opportunities in line with brand strategy.


  • Identify and develop appropriate business relationships with (prescribing and non prescribing) customers involved in budget management, formulary and guideline setting, patient diagnosis and management, and supply and distribution.

  • Continuously clarify the objectives and goals of each stakeholder to determine whether a clinical demand (sales), or payor partnership (access), approach - or both - is required

  • Effectively implement both sales and access elements (which may include commercial discounting) of the business plan, including regular progress reviews and adherence to defined metrics.

  • Ensure resources allocated to sales and access activities are prioritised appropriately and deployed effectively in line with both brand plan and local business plan.

  • Continually monitor local health economies and make timely recommendations to ensure plans remain optimal.

  • Promote the rational prescribing and use of their designated product(s) in the relevant country/countries in compliance with the relevant local code and legislation governing the advertising of medicinal products.

  • Only promote BMS products to persons who are qualified to prescribe medicinal products, using accurate up-to-date information based on the latest summary of product characteristics (SmPC).

  • Only have available, use with and distribute to customers, current versions of promotional materials and SmPCs that have been approved for this purpose.

  • Ensure that meetings and sponsorships involving healthcare professionals (including consultancy arrangements) initiated in connection with the role are of educational value and comply with all applicable BMS policies and procedures.Ensure that meetings and sponsorships involving heathcare professionals (including consultancy arrangements) initiated in connection with the role are of educational value and comply with all applicable BMS policies and procedures.

  • Comply with any instructions regarding the use or withdrawal/ destruction of promotional materials or the recall of a BMS product.

  • Perform all of the above duties in an ethical and legally compliant manner, adhering to the BMS Standards of Business Code and Ethics, BMS policies and procedures applicable to the role and relevant local legislation and industry codes of practices

  • Contribute to the effective operation of the company’s quality management system and maintain the highest standards of quality.

  • Ensure all required trainings are completed and documented in the appropriate in e-learning system.Ensure all required trainings are completed and documented in the appropriate e-learning system.

  • Alert your line manager or Compliance & Ethics Director to possible compliance issues.

  • Report any adverse events or product quality complaints immediately to Medical Information in accordance with the relevant BMS complaint reporting procedures.

Underpinned by:

  • Ensuring that a high level of product, therapy area, local health economy and competitor knowledge is gained and retained, both through company-initiated training programs and self study.

  • Collaboration with all relevant groups and matrix teams within BMS (and across to JV partners as required) to ensure an aligned approach is achieved across all levels of the organisation.

  • Routinely contribute market intelligence into the brand team

  • Feed back customer insight to brand team to help ensure appropriate, innovative and timely materials are available to support optimal customer interactions.

  • Championing account management approach and behaviours, particularly collaboration both internally and externally.

  • All activities must be fully compliant with all Bristol-Myers Squibb policies, the Law and industry codes.

Experiences Desired:

  • Demonstrated experience of success in key account management and selling to NHS customers at varying levels

  • Experience in developing and implementing tactical customer plans

  • Experience of achieving results as part of a cross-functional and / or JV team

  • Significant experience and proven success within the pharmaceutical industry, including GP sales, Hospital sales, and access experience

Knowledge Desired:

  • An in-depth knowledge of the NHS structure and customer needs at all levels

  • Knowledge of account management skills and practices

  • Knowledge of the pharmaceutical industry and relevant therapeutic areas

  • Understanding of health economics and cost-effectiveness data

Developmental Value:

  • Opportunity to influence the local external access environment and strategy of BMS in key therapeutic areas

  • Opportunity to maximise sales and BUC for in-line BMS products

  • Exposure to the BMS organisation (and JV partners where appropriate) across many departments and levels

  • Opportunity for customer interaction at senior levels

  • Critical role in the launch plans and execution for future BMS products


Passion - We pursue EXCELLENCE to help patients PREVAIL

• I set high standards for myself and others to win for our patients

• I energize others

• I strive to learn something new every day

• I treat my patients, customers and colleagues with compassion, empathy and respect

Innovation - We embrace NEW IDEAS

• I challenge the status quo

• I seek and share bold ideas that help BMS win

• I pursue and understand diverse perspectives outside of BMS

• I encourage and have constructive debates

• I embrace change to drive innovative outcomes

• I rebound quickly and learn from my mistakes

Speed - We act with URGENCY and AGILITY

• I work with a sense of urgency

• I focus on what’s important

• I consult with the right people to move quickly

• I seek efficient, effective solutions

• I quickly assess potential risks and rewards

• I break silos and eliminate unnecessary rules

• I make decisions with resolve and enable others to do the same

Accountability - We own our OUTCOMES and the outcomes of others

• I own BMS’s success by holding myself and others accountable

• I share information in a transparent and honest way

• I celebrate my successes and the successes of others

• I coach and mentor others with good intent and purpose

• I am inclusive and bring out the best in others

• I understand what people do and the impact I have on them

We’re creating innovative medicines for patients fighting serious diseases. We’re also nurturing our own diverse team with inspiring work and challenging career options. No matter the role, each one of us makes a contribution. And that makes all the difference.

Bristol-Myers Squibb is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.