Bristol Myers Squibb KEY CUSTOMER MANAGER, W MIDS & N WALES in Uxbridge, United Kingdom

This is an exciting opportunity to join the Specialty Business Unit, and specifically the KCM Team involved in Immunosciences

As the KCM you will have total management responsibility for all the accounts on your territory, developing a focused business plan to deliver effective account management that delivers access & clinical demand for key promoted products and indications.

You will need to demonstrate evidence of delivering sales KPIs, securing access in constrained environments & enjoy operating in a demanding, high profile & visible environment.

Key responsibilities:

Drives the promotion of pharmaceutical product(s) to healthcare professionals to achieve sales target

  • Continuously absorb, interpret and deliver complex clinical data

  • Through use of the BMS structured sales process, is considered an expert in using Value Selling model to communicate compelling and persuasive proposals

  • Demonstrates high awareness of performance versus KPIs

Account Planning

  • Develops, implements and manages the cross functional Account Plan in conjunction with line manager and aligned BMS cross functional team/colleagues.

  • Demonstrates comprehensive and in-depth environmental and competitor analysis skills e.g. SWOT, PEST

  • Applies customer mapping and process analysis to identify key decision-makers, influencers, stakeholders, and patient and funding flows within defined accounts

  • Applies detailed mapping and analysis to understand customer networks, interactions and decision-making processes

  • Works collaboratively to develop and share plans and gain commitment to secure additional resources to support plans

Removes barriers to gain access to healthcare professionals in accordance with BMS policy and local environment.

Develops Strategic Customer Insight through information gathering and sharing

  • Demonstrates comprehensive and in-depth environmental and competitor analysis skills e.g. SWOT, PEST

  • Develops compelling business cases through application of strong analytical and numerical skills, judgement and critical thinking

Develops productive business relationships with internal and external stakeholders at all levels.

  • Sets stretching and mutually beneficial goals and KPIs, with contingency plans identified

  • Leverages network to gain access to customers and decision-makers

  • Manages and facilitates resolution of issues and challenges

  • Demonstrates effective listening, questioning, presenting and negotiating skills

Uses in house systems to analyse and input data to improve productivity.

Continually develops awareness of healthcare industry dynamics, trends, competitors and customers

Completes administrative tasks within BMS processes and timeframes

Works in accordance with BMS policy and the ABPI code of practice.

Qualifications, Skills & Experience


  • Current UK driving licence (or equivalent)

  • Degree educated (or equivalent)

  • Computer literate – proficient in Word, Excel, Email, Internet and ability to pick up new in-house systems

  • ABPI qualification

  • Demonstrated success of Pharmaceutical sales

  • Demonstrated Understanding of the UK healthcare system and Pharmaceutical industry

  • Proven track record of Key Account Management

  • Living on or near territory


  • Experience of the relevant therapeutic area (biologics/rheumatology)

  • Previous Healthcare Management or Market Access experience

  • Strong strategic Key Account Management skills

Personal Attributes/ Behaviours

  • Demonstration of consistent ambition, drive and personal development in the workplace

  • Openness to give, receive and positively act on feedback

  • Personal ownership & accountability of results & behaviours

  • Innovative ways of working within compliance frameworks

  • Ability to work across multiple functions whilst building and maintaining productive and collaborative relationships – with internal and external stakeholders

  • Effective communication – with all stakeholders, both internally and externally

  • Willingness to share knowledge and best practice within the organisation

  • Adaptability - ability to work in a dynamic and changing environment

  • Tenacious and resilient

  • Demonstration of capability and success of developing key customers, advocates, opinion leaders on territory.

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.

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled