Key Customer Manager - Oncology

Bristol-Myers Squibb is a global Biopharma company committed to a single mission: to discover, develop, and deliver innovative medicines focused on helping millions of patients around the world in disease areas such as oncology, cardiovascular, immunoscience and fibrosis. Join us and make a difference. We hire the best people and provide them with a work environment that places a premium on diversity, integrity, collaboration and personal development. Through a culture of inclusion, we create a better, more productive work environment. We believe that the diverse experiences and perspectives of all our employees help to drive innovation and transformative business results. Key Customer Manager - Oncology, South coast This is an exciting opportunity to join Oncology Business Unit , and specifically the key customer manager (KCM) Team to work on the current immuno-oncology (I-O) product portfolio. As the KCM you will have total management responsibility for all of the accounts on your territory, developing a focussed business plan to deliver access & clinical demand for BMS I-O Products. You will need to demonstrate evidence of delivering against KPIs, securing access in a resource constrained environment & enjoy operating in a demanding, high profile & visible business unit. Department: Oncology Business Unit Location/Territory: Hampshire, Dorset, Swindon, Isle of Wight and the Channel Islands Reports to: Regional Business Manager 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 and KPIs Account Planning * Develops, implements and manages the Cross functional Account Plan in conjunction with line manager and aligned BMS 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 Works with Regional Access Managers to remove barriers to gain access to healthcare professionals in accordance with BMS policy and the ABPI to: * Develop Strategic Customer Insight through information gathering and sharing * Develop 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: ESSENTIAL * 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 * 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 DESIRABLE * Experience of the relevant therapeutic area * Previous Healthcare Management or Market Access experience 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. Bristol-Myers Squibb recognizes the importance of b