Bristol Myers Squibb Key Account Manager Immuno-Oncology in Virum, Denmark
The Key Account Manager (KAM) Immuno-Oncology will assume responsibility for overall IO business in the key accounts. The role will take the lead in the development of strategy and major programs for the respective key accounts. The KAM will consult and coordinate cross functionally within BMS to ensure excellence in customer service and patient experience. The KAM IO will report to the Business Unit Manager / Sales Manager. The KAM will be responsible for the entire Key Account from nurses to hospital management.Main responsibilities:
Achievement of agreed sales targets and market share
Identify and establish contact with the key stakeholders within the hospital and in Immuno-Oncology in the key account hospitals (eg nurses, clinicians, clinical payers, administrator/payers, management).
Maintains consistent contact with hospital administration/payers, clinical payers and specialists through individual meetings, sales calls, department meetings, symposia and National congresses including an increasing use of new channels.
Communicates the value proposition clearly, logically and concisely in a variety of settings including formal group presentations and written communication.
Excellent team work and communication skills and also ability to work independently.
Candidate is able to generate and share innovative ideas with his/her manager and team in order to achieve competitive superiority.
Seeks in-depth information from customers in order to thoroughly understand their need and seeks effective ways to deliver customer feedback.
Develops cycle plan in collaboration with the Brand Lead and BUM/Sales Manager.
Gather all relevant information to perform a continuous analysis of the situation in key account hospitals including identification of hospital challenges and opportunities.
Develop the best cross functional strategy & plan for each key account and drive/coordinate to execution in collaboration with the brand team.
Manage the key-account plan in Interact (CRM system)
Develop a strong communication network towards all stakeholders, internally and externally.
Collaborate well with all relevant teams/people, in the field and internally. A strong matrix collaboration (sales, marketing, medical, market access).
The KAM IO is the product expert in the field.
Successful Immuno-Oncology experience as hospital representative or equivalent experience in a hospital environment
Experience & examples in strong Key Account Management.
Demonstrated capability to develop strong relationships with different stakeholders.
Demonstrated capability to analyze and have a solution oriented approach.
Experience in effectively and persuasively articulating complex issues to key decision makers.
Able to demonstrate strong capabilities to work in a complex matrix structure with different functions and brands.
Experience in business negotiations and group presentations is an asset.
A “can do” / “will do” attitude
Open-minded, creative, positive, high energy level
Nurse, pharmacist, commercial or other relevant higher education beneficial
Experience in the pharmaceutical industry and within IO an advantage, but not a must.
Ability to work and communicate across stakeholder levels (nurses, clinicians, clinical payers, administrators)
Brings in specialists when needed (medical, market access, health economic outcomes research, a.o.)
Understands how to read, analyze, and draw conclusions from available statistics and translate this understanding into actions.
Good knowledge of English.
Fluent use of Excel, PowerPoint, Outlook and Word.
High degree of curiosity in the hospital business & knowledge of the hospital environment.
Cross functional working capabilities & a good matrix team player.
Excellent (verbal & written) communication skills, ability to adapt communication style and content to a wide variety of audiences.
Strong interpersonal skills to build partnerships with customers and with colleagues.
Be able to balance “diplomacy” with “assertiveness”.
Strong analytical skills and excellent sense of organization, planning, priority/time management and flexibility.
Ability to translate relevant feedback from multiple stakeholders into key insights and business opportunities, to build strategic plan & implementation solution oriented.
Ability to quickly grasp the ongoing dynamics in a hospital account/group/…
This 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.
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.