Pharmaceutical Sales Representative - Cardiology
Bristol-Myers Squibb (Sacramento, California)

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Job Description

Effectively apply strategic account selling and management processes through
organizing and communicating information on BMS products, building customer
confidence and receptivity, developing rapport, and building and maintaining
personal relationships with physicians in private practice, medical group
practices, and or hospitals, M.D. office staffs, and others in the customer
influence network. .Apply accurate knowledge of BMS and competitor products
e.g., mechanism of action, indications, efficacy and disease states to leverage
the portfolio within a group of physicians. Understand health care industry and
market dynamics, trends, competitors, regulations and managed health care
environment. Develop territory management plans that identify and prioritize
activities to accomplish short and long term business goals, following and
applying the management process. Apply thorough knowledge of local market
conditions and key influencers to territoryperformance. Analyze trends to
effectively identify future business opportunities and build plans to address
them. Collaborate within a virtual team environment to coordinate business
efforts.

Job Qualifications

Bachelors degree or equivalent, including Life Sciences concentration or RN.
Minimum of 2 years in sales related experience or other relevant experience
required. Pharmaceutical sales experience is preferred.  Foster team effectiveness and accomplishment of shared goals by sharing knowledge, experience, and information. Ability to obtain information, resources, and support within BMS to maximize business opportunities and
respond to customer needs. Effectively utilize current computer systems in planning, forecasting and reviewing sales activities to optimize resources for effective coverage and meet productivity objectives.
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.