Area Business Manager, Cell Therapy - Northeast

Area Business Manager, Cell Therapy - Northeast

Boston - MA - US

Working with Us Challenging. Meaningful. Life-changing. Those aren't words that are usually associated with a job. But working at Bristol Myers Squibb is anything but usual. Here, uniquely interesting work happens every day, in every department. From optimizing a production line to the latest breakthroughs in cell therapy, this is work that transforms the lives of patients, and the careers of those who do it. You'll get the chance to grow and thrive through opportunities uncommon in scale and scope, alongside high-achieving teams. Take your career farther than you thought possible.

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.

Position Summary: BMS is making a commitment to become a world leader in cellular therapy. Cellular therapy represents a significant advancement in the treatment of hematologic malignancies. BMS will leverage its unique capabilities, building from over 20 years of involvement in cell therapy and strategic collaborations.

The Area Business Manager for Cell Therapy is a First Line people manager responsible for leading the Cell Therapy account management team by defining and overseeing the execution of the site level CAR T account management strategy. This role is responsible for achieving commercial objectives for the launches in cell therapy through excellence in account planning, execution, and collaboration with all stakeholders to provide a seamless and differentiated patient experience. The Area Business Manager for cell therapy will also be responsible for developing and supporting access to all levels of customers within the CAR T site including corporate level representation. She/he will contribute to and execute the long-term strategic development plans of the district, within a complex and competitive market.

For this position, the company seeks a highly engaged team player with strong entrepreneurial skills who can establish our CAR T therapies to be highly successful in the cellular therapy marketplace.

Key Relationships: Reports to: Senior Regional Director, U.S. Cell Therapy National Account Management

Direct reports: Cell Therapy Account Managers

The position is field based.

The position covers the following territories: Boston East; Boston West; Syracuse, NY; Rochester, NY; New Haven – Providence.

Responsibilities will include, but are not limited to, the following:

• Positive role model with superior leadership qualities
• Recruit, hire, organize and align resources to deliver the business plan; design appropriate performance metrics and achieve accountability
• Develop Cell Therapy Account Managers; demonstrate the appropriate coaching and counseling to prepare individuals for future professional development
• Drive the revenue and referral strategy through motivation and activation across the organization enabling community oncology/hematology centers to refer appropriate patients to CAR T certified sites
• Evaluate staff deployment as well as districts and territory assignments; conduct annual and on-going performance reviews and competency assessments
• Monitor field activity to ensure balanced workloads; exercise control over resources, budgets and expenses; oversee business operations
• Consistently work with direct reports in the field and their assigned accounts
• Support the creation and execution of individual development plans for team members
• Ensure compliance with all laws, regulations and policies that govern the conduct of cell therapy activities

Key Responsibilities:

• Oversee the development and execution of strategic account plans, which will include clear site level goals and tactics aligned with corporate and commercial business objectives
• Partner with the cross-functional team to develop and refine the launch strategy and oversee the execution of brand strategies, goals and referral tactics aligned with customer-facing efforts
• Provide guidance and remove obstacles for the Cell Therapy Account Managers as they implement and manage the individual account plans across the district
• Consult with Medical Affairs Liaisons (MSLs) and Launch Excellence Associate Directors (LEADs) to transition and utilize prior knowledge gathered from the CAR T account qualification process
• Contribute to the execution of a flawless order and supply process supporting excellent customer service
• Establish and maintain productive and collaborative working relationships with cross-functional partners across the U.S. Commercial Hematology/Oncology organization
• Develop professional and trustworthy relationships with KOLs & key accounts
• Provide the cross-functional team with appropriate feedback and insights from interactions with healthcare professionals and key accounts
• Facilitate and provide timely feedback to Senior Regional Director, Cell Therapy and U.S. HEM Franchise Leadership Team regarding account business trends, changes in the therapeutic landscape, performance, industry issues and business opportunities and risks

Qualifications & Experience:

• 8+ years of sales experience, marketing, and/or commercial experience required with 5 years in Hematology or Oncology
• Sales and/or people management experience preferred
• Experience in hospital sales, academic and community setting preferred
• Buy and bill reimbursement experience preferred
• Key account management strategy – experience working in large, complex accounts, identifying influential stakeholders, and working with them to better serve patients
• Demonstrated ability to effectively partner with senior leadership and key cross functional partners across the internal organization in order to implement key account strategies
• High degree of technical expertise and business acumen
• Strong analytical, consulting, and business planning skills necessary to coach team to execute on key strategic imperatives
• Ability to work successfully in a fast-paced environment to support the team's ability to manage change and balance multiple priorities
• Ability to coach and lead through ambiguity
• Excellent written and verbal communication skills including an effective presentation style to connect with diverse groups of customers
• Thorough understanding of U.S. compliance guidelines
• Ability to work independently and travel as needed (up to 60%)
• Valid driver's license
• Bachelor's Degree or equivalent
• As this position requires the operation of a Company-provided vehicle, offers of employment are contingent upon the candidate meeting the requirements of "Qualified Driver," as determined by the Company in its sole discretion, including but not limited to the following: 1) at least 21 years of age; 2) a driver's license in good standing issued by your state of residence; and, 3) a driving risk level deemed acceptable by the Company.

Critical Competencies for Success:

Leadership skills - Proven ability to build, lead and inspire high performance sales teams. Achieves organizational focus on key priorities, provides clear direction, delegates, actively communicates and coaches. Values diverse and opposing views. A people developer and team builder. Strong organizational and administrative skills. Possesses a sense of urgency.

Results orientation - A result oriented individual, with a participative, high-energy style, strong personal work ethic, intense focus on results and a bias toward action. Establishes clear expectations, objectives, and priorities. Sets aggressive but achievable goals and consistently delivers. Diligently monitors progress and proactively addresses variances. Highly decisive and action oriented.

Collaboration skills - A top class team player. Works effectively in a team-based organization, collaborates cross-functionally and builds alignment around goals and objectives. Shares, circulates information. Readily builds consensus and achieves agreement on key initiatives and priorities. Will be able to point to previous success maximizing the communication requirements and productivity of a fast-growing company.

Flexible & Entrepreneurial skills - To develop an organization under expected heavy growth and extended product portfolio the ideal candidate must be able to navigate in a complex internal structure/environment and commit to the targets and deliver despite unforeseen events by:

• Being able to think globally and act locally with sensitivity to cultural differences.
• Recognizing market opportunities for both new and current products, act accordingly and take risk when opportunities arise.
• Being a change agent in a rapidly transforming organization.
• Being open-minded to new ways and new ideas.

Other Personal Characteristics:

• Integrity - Possesses unquestioned integrity and strong business ethics. Demonstrates a firm commitment to the company's beliefs, values and organizational goals. Committed to making a positive contribution to the organization. Has the reputation and record of achievement to establish trust and credibility with peers, subordinates, collaboration partners, and external constituents.
• Strategic capabilities - Able to devise a long-term vision, based on a thorough understanding of industry trends and opportunities. Manages an effective planning process. Demonstrates creativity and effectiveness in addressing major strategic challenges.
• Analytical and problems solving skills - Adept at using advanced analytical techniques, tools and financial models to assess issues. Able to rapidly identify issues, develop and effectively implement solutions. Demonstrates