Sr. Pharmaceutical Sales Representative - Immunoscience

Position Description

Understands and applies knowledge of health care industry, trends, applicable laws and regulations, market conditions, and the managed health care environment into business plans and in daily execution of sales calls within compliance guidelines . Develops and implements territory plans that properly identify and prioritize activities to accomplish short and long term business plan goals. Demonstrates clear and thorough understanding of disease state s, BMS products and relevant competitor products, including their mechanisms of action, indications, efficacy, safety, etc. Collaborates with territory matrix team on identifying opportunities and developing appropriate tactics and strategies. Builds and maintains strong professional relationships with physicians in private practice, medical group practices and or hospitals, office staffs and others in the patient carecontinuum. Fosters team effectiveness and accomplishment of shared goals by sharing knowledge, experience, and information. Drives market share growth and maximizes sales performance within the indicated use and for the approved patients.

Position Requirements

Bachelors degree or equivalent with minimum of 2 years of Pharmaceutical Sales Representative experience. Demonstrated strong sales performance track record. Demonstrated understanding of the business drivers, dynamics, regulations and managed health care within the pharmaceutical industry. Demonstrated skills at building and maintaining professional relationships with key customers, office staffand others in the customer influence network. Effectively use active listening,probing and other selling skills to enhance communication, build and influence key customers. Demonstrated ability to analyze, develop and execute business plans. Demonstrated ability to work in matrix teams. Demonstrated track record ofdeveloping self to drive and enhance performance.

S03 – TBM

 

Product 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 TBM

Product 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 resources

Market 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.