Associate Director, Commercial Excellence Lr Coe
Vor 2 Tagen
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.
**Overall Description**
The Local Representatives Center of Excellence (COE) is a commercial operations team, responsible for the commercialization of BMS products portfolio in 3 large regions: Middle East, Latin America and Europe, in markets where no BMS affiliate structure is in place (‘Local Representatives markets’ or ‘LR’).
The Associate Director, Commercial Excellence Lead EU & LatAm will focus on Russia and CEE EU Local Representatives markets initially. In the short term this role will also support new products launches in Latin / Central America LR markets and will maintain best practices/learnings sharing interactions with the LR Middle East Africa team, and potentially with other Intercontinental Markets (E.g South East Asia) on an advisory basis.
The Commercial Excellence role works with the cross functional team of LR BMS and in close collaboration with the main local distribution partner in Europe and Russia, Swixx Biopharma, as well as with secondary LR partners (Mangion in Malta) to provide support, guidance, and leadership to optimize Sales Force Effectiveness, Strategic alignment, Analytics and Execution and implement digital educational tools. Although focusing on IO, the position is cross portfolio and oriented where the biggest needs and opportunities are (e.g. Immuno-Oncology, prioritized launches; Russia).
**Key Responsibilities**
- Responsible for establishing and delivering all SFE objectives such as: scouting, segmentation, targeting, strategic account management, CRM, objective setting, field force trainings, KOL engagement etc.
- Drive an innovation engagement strategy for Russia in particular design and implement with Swixx new digital HCP learning development platforms and engagement tactics (e.g., Peers to Peers) implementable in a ‘No Transfer of Value’ framework.
- Responsible to collect deep insights from markets and LR. Binding element of execution in the field the cross functional internal BMS/Swixx team.
Instrumental for assessing and recommending operational improvements to maximize positive impact for patients.
- Lead prioritized field force execution in 13 EU markets + Russia in close collaboration with Swixx
- News Products Launch Planning: In collaboration with LR Commercial team design new innovative ‘low resources’ launch models for new assets leveraging collaboration with neighboring BMS regional affiliates.
- Launch Effectiveness - Drive launch plans against prioritized indications working in collaboration with Swixx and BMS cross functional teams.
- Commercialization Choices Framework and Brand management: In close collaboration with commercial lead, Swixx and based on market feedback, identify opportunities for growth (priority segments, patient journey and leverage points, messaging and positioning, in-market activities etc. ).
- Training & competencies: Develop training plan for Field Force and Swixx internal management (objection handling, selling model, strategic account management etc.). Active participation at Swixx Sales meetings with international best practices sharing sessions.
- Active role at Swixx/BMS Swixx Business Review, deep diving into market dynamics and identifying, challenging forecast assumptions and opportunities for growth.
- Sales and Customer Analytics: build Market and Customer insights, review of current sales tools and recommendation for development.
- Tracking brand performance metrics and gap analysis to refine execution according to cross functionally designed KPIs.
**Skills & experience**
- Demonstrate sales and commercial leadership experience in the biopharmaceutical industry such as a highly successful Business Unit Lead and/or a strong sales & marketing leader within the oncology therapeutic area.
- Must have an extensive commercial experience in pharmaceutical area and strong experience within Local Representative area.
- Must have a track record of effectively managing and coaching teams.
- Must be a pragmatic individual who enjoys getting involved in the business at all levels and across all disciplines. Broad-based cross-functional experience is important.
- Must have a track record of successful budget management with an understanding of revenue forecasting and expense budget planning and tracking.
- Must demonstrate excellence in project management and effectively managing multiple projects/priorities.
- Must be good at building new relationships rapidly with KOLs and other stakeholders such as industry associations.
- Must have the ability to build and drive a business, whilst poss
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