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Bristol Myers Squibb Senior Territory Business Manager, Oncology Institutional in Saint Louis, Missouri

At Bristol Myers Squibb, we are inspired by a single vision – transforming patients’ lives through science. In oncology, hematology, immunology and cardiovascular disease – and one of the most diverse and promising pipelines in the industry – each of our passionate colleagues contribute to innovations that drive meaningful change. We bring a human touch to every treatment we pioneer. Join us and make a difference.

The Institutional Tumor Specialist builds and maintains strong professional relationships with academic and key institution based physicians/HCPs, fellows, clinical pharmacists, nurse navigators, administrative staff and others in the patient care continuum. The Institutional Tumor Specialist is a business leader who represents the integrity of the company by providing approved, disease and product information and resources to key decision makers and stakeholders within the oncology institutional practice setting. The Institutional Tumor Specialist exemplifies the best of both the clinical and business aspects of the sales team. The Institutional Tumor Specialist delivers approved on-label inservices, and supports promotional efforts in the Community where necessary. The Institutional Tumor Specialist reports to the District Business Manager and works collaboratively across a matrix sales organization to appropriately address customer needs and ensure that we deliver on our sales targets and our objective of demonstrating value among our customers.

Key Responsibilities

  • Conduct formal and informal presentations and convey complex scientific information fluently to Institutional based physicians in large academic centers and hospitals or large group practices/groups, in a professional, compliant, ethical and effective manner

  • Provide scientifically sound, constructive feedback on speaker presentations made on behalf of BMS

  • Demonstrates deep marketplace, therapeutic, product and disease expertise based on thorough understanding of rigorous scientific principles and data, including mechanism of action, indications, efficacy, safety, etc

  • Understands and applies knowledge of health care industry, trends, applicable laws and regulations, market conditions, and the market access environment (including but not limited to pharmacy-economics, payer/ reimbursement landscape and patient flow/influence between institutions and community practices) and analyze these factors in the development of business plans and in daily execution of sales calls within compliance guidelines

  • Demonstrates strong understanding of current or pending clinical pathways within an institution, and how they influence patient treatment

  • Develops and implements account based business plans that properly identify and prioritize activities to accomplish short and long term goals

  • Demonstrates highly effective account management skills and exemplary selling competencies

  • Collaborates with territory matrix team on identifying business opportunities and developing appropriate tactics and strategies

  • Builds and maintains strong professional relationships with physicians/HCPs office staff and others in the patient care continuum. Fosters team effectiveness and accomplishment of shared goals by sharing knowledge, experience, and information

  • Drives market share growth and maximizes sales performance within the indicated use and for the approved patients

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

Qualifications & Experience

  • Bachelor’s degree or equivalent with a minimum of 5 yrs. of Oncology/Hematology pharmaceutical sales experience required

  • Oncology/Hematology pharmaceutical sales representative experience in hospitals/institutions and/or clinical expertise (PharmD or BSN) strongly preferred

  • Demonstrated strong capability in account management and proven sales performance track record

  • Ability to persuasively present approved information to all customers (physicians, clinical pharmacists, healthcare key decision makers)

  • Demonstrated understanding of the business drivers, dynamics, regulations and market access within the pharmaceutical industry

  • Demonstrated skills at building and maintaining professional relationships with key customers, office staff and others in the customer influence network. Effectively uses active listening, probing and other selling skills to enhance communication, build and influence key customers

  • Demonstrated strong business analytics ability to analyze data as well as develop, execute and adjust business plans

  • Demonstrated ability to work in matrix teams.

  • Demonstrated track record of developing self to drive and enhance performance

In Compliance with Colorado’s Equal Pay for Equal Work Act, see compensation and benefits below:

The base compensation is a minimum $104,179.86 + sales incentive (role may my eligible for long term incentive depending on level and performance); all compensation will be determined commensurate with demonstrated experience. For a link to our benefits, please visit:

Around the world, we are passionate about making an impact on the lives of patients with serious diseases. Empowered to apply our individual talents and diverse perspectives in an inclusive culture, our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.

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.

Our company is committed to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace adjustments and ongoing support in their roles. Applicants can request an approval of accommodation prior to accepting a job offer. If you require reasonable accommodation in completing this application, or any part of the recruitment process direct your inquiries to Visit to access our complete Equal Employment Opportunity statement.

Company: Bristol Myers Squibb

Req Number: R1543762

Updated: 2021-09-24 03:34:22.472 UTC

Location: Saint Louis,Missouri

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, age, disability, protected veteran status, pregnancy, citizenship, marital status, gender expression, genetic information, political affiliation, or any other characteristic protected by law.