Key Customer Manager- Immunoscience

Bristol-Myers Squibb



Job Details

Job Requirements

Bristol Myers Squibb (BMS) has one of the richest biopharmaceutical pipelines in the industry. We discover, develop, and manufacture lifesaving and life altering drugs in cancer, hepatitis C, heart disease, and other therapeutic areas. BMS also has one of the most reliable supply networks and our clinical operations program is among the best and busiest anywhere. We are a company that is forward thinking, a company in which diversity and inclusion are at the forefront of how we view our talent and how we work. Our science is second to none and the transformation work underway will enable us to continue to lead our peer group.


Bristol-Myers Squibb External Manufacturing is looking for a Key Customer Manager, Immunosciences based in Ireland.

The Key Customer Manager manages accounts within a defined territory, with responsibility to drive access & demand for Immunosciences across all relevant clinical & payor customers.


This is an exciting opportunity to join the Specialty Business Unit, and specifically the KCM Team involved in Immunosciences


As the KCM you will have total management responsibility for all the accounts on your territory, developing a focused business plan to deliver effective account management that delivers access & clinical demand for key promoted products and indications.


You will need to demonstrate evidence of delivering sales KPIs, securing access in constrained environments & enjoy operating in a demanding, high profile & visible environment. 


Key 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 versus KPIs

    Account Planning

  • Develops, implements and manages the cross functional Account Plan in conjunction with line manager and aligned BMS cross functional team/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

    Removes barriers to gain access to healthcare professionals in accordance with BMS policy and local environment.

    Develops Strategic Customer Insight through information gathering and sharing

  • Demonstrates comprehensive and in-depth environmental and competitor analysis skills e.g. SWOT, PEST
  • Develops 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


  • 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
  • ABPI qualification
  • 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



  • Experience of the relevant therapeutic area (biologics/rheumatology)
  • Previous Healthcare Management or Market Access experience
  • Strong strategic Key Account Management skills


    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


Full Time

How to Apply

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