Specialty Pharmaceutical Sales - Neuroscience

Location: Middletown, CT 06457 Job Category: Sales/Retail/Business Development Reference Code: 24579 This position is for a Specialty Sales Representative, in our Neuroscience Division, located in Middletown, CT. Customer Value Selling by applying the selling process steps effectively through organizing and communicating information on BMS products, building customer confidence and receptivity, developing rapport, building and maintaining personal relationships with physicians, M.D office staffs, and others in the customer influence network. Product Disease State Knowledge by applying accurate knowledge of BMS and competitor products e.g., mechanism of action, indications, efficacy and disease states. Market and Industry Knowledge by understanding health care industry dynamics, trends, competitors, regulations and managed health care environment. Business Planning and Strategic Implementation through developing territory, district, or region management plans that identify and prioritize activities to accomplish short and long term business goals, following and applying the management process. The successful candidate must have a Bachelor’s degree or equivalent. Life Sciences concentration, Pharm D., or Registered Nurse RN preferred. Team Building by fostering team effectiveness and accomplishment of shared goals by sharing knowledge, experience, and information. People development by providing coaching, development planning, and staff building, effectively communicating at all times. Organizational Savvy by obtaining information, resources, and support within BMS to maximize business opportunities and respond to customer needs. Technology Skills by using current computer systems for planning, forecasting and reviewing sales activities e.g., SST, BART, AIM, researching data and supporting sales calls and MedEd presentations. Minimum of 2 years Pharmaceutical Sales experience or Other Relevant experience. Pharmaceutical Sales experience is preferred. Must be in good standing not on LOC, LOP or other formal disciplinary action. For sales representative promotions from S2 to S3, need to be in good standing for at least 6 months and must be in current role for a minimum of 1 year. S03 – TBMProduct and Disease State Knowledge - Demonstrates clear and thorough understanding of products, relevant competitor products, treatment options and disease states.  Demonstrates fluency in communicating product and disease state information and differentiates products based on strengths and weaknesses.Market and Industry Knowledge - Demonstrates clear and thorough understanding of health care industry dynamics, trends, competitors, and/or managed health care environment. Adjusts activity due to local changes and is aware of local spheres of influence and patient continuum of care.Sales Resource Utilization - Demonstrates effective usage and application of approved sales resources, such as technologies and systems, promotional tools, call plans and matrix plans. Uses resources as appropriate in daily call planning, territory planning, business reviews and HCP interactions.Selling Skills - Demonstrates proficiency applying sales model when promoting products.  Demonstrates expertise at gaining strong understanding of a HCP’s need, specific to the treatment of his/her patients, and appropriately tailoring message to assist HCP in making informed clinical decisions. Understands customer segments and local patient and payor mix.Business Planning - Develops and implements territory, district, or region management plans that properly identify and prioritize activities to accomplish short- and long-term business goals. Coordinates with matrix sales team to develop, track and update plans against measurable outcomes.Compliance - Not differentiated by level.  Understands and adheres to all applicable laws, regulations and BMS policies.  Proactively identifies, evaluates and appropriately shares industry and company developments which may relate to U.S. healthcare law compliance. Conducts daily activities in an ethical manner.S04 – Senior TBMProduct and Disease State Knowledge - Demonstrates clear and thorough understanding of products, relevant competitor products, treatment options and disease states.  Demonstrates fluency in communicating product and disease state information including clinical studies,  pharmacokinetic and pharmacodynamic information. Mentors others on same and proactively increases knowledge using approved resourcesMarket and Industry Knowledge - Demonstrates clear and thorough understanding of health care industry dynamics, trends, competitors, and/or managed health care environment. Proactively address opportunities to increase market share based on local dynamics. Mentors others on same and shares information on spheres of influence and patient continuum of care. Sales Resource Utilization - Demonstrates effective usage and application of approved sales resources, such as technologies and systems, promotional tools, call plans and matrix plans. Mentors others on same and proactively uses resources to uncover and address opportunities in district.Selling Skills - Demonstrates proficiency applying sales model when promoting BMS product(s).  Demonstrates expertise at gaining strong understanding of a HCP’s need, specific to the treatment of his/her patients, and appropriately tailoring message to assist HCP in making informed clinical decisions. Mentors others on same and serves as a resource to HCP.Business Planning - Develops and implements territory, district, or region management plans that properly identify and prioritize activities to accomplish short- and long-term business goals. Mentors others on same and proactively identifies, prioritizes and allocates resources against new business opportunities. Shares plans that have broader district application with manager.Compliance - Not differentiated by level.  Understands and adheres to all applicable laws, regulations and BMS policies.  Proactively identifies, evaluates and appropriately shares industry and company developments which may relate to U.S. healthcare law compliance. Conducts daily activities in an ethical manner.