Working with Us

Challenging. Meaningful. Life-changing. Those aren't words that are usually associated with a job. But working at Bristol Myers Squibb is anything but usual. Here, uniquely interesting work happens every day, in every department. From optimizing a production line to the latest breakthroughs in cell therapy, this is work that transforms the lives of patients, and the careers of those who do it. You'll get the chance to grow and thrive through opportunities uncommon in scale and scope, alongside high-achieving teams. Take your career farther than you thought possible.

Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives. Read more careers.bms.com/working-with-us.

Title

Executive District Institutional Mental Health Account Specialist Manager

Therapeutic Area

Neuroscience - COBENFY

Territory

Pacific Coast Sacramento, CA/Los Angeles, CA/Bakersfield, CA/Portland, OR

Position Summary

Bristol Myers Squibb has a rich history in Neuroscience focused on developing innovative medicines to help people living with Neurodegenerative and Neuromuscular conditions. Bristol Myers Squibb currently markets a product in Neurology and has reentered the Psychiatry market with a focus on patients living with schizophrenia. BMS is a global biopharmaceutical company leading the way in medical innovation to help patients live longer, better lives. Our purpose as a company is to discover and develop therapies that will change the course of human health. We value our passion for patients, quest for innovation, and spirit of independence and love of challenge.

BMS is looking for an experienced and motivated sales leader to join our rapidly growing organization as District Mental Health Account Specialist Manager. Reporting to the Regional Business Director, the DBM will be responsible for building and leading a team of 7-9 Mental Health Account Specialists hired to support the US commercialization of COBENFY the first ever treatment to target muscarinic receptor circuits for schizophrenia. The Mental Health Account Specialist team will call on the providers and care team members specifically at Community Mental Health Centers, Certified Community Behavior Health Centers, and Hospitals. You will be a critical member of the hospital launch team.

The DBM, Institutional MHAS will recruit, build, and lead an Institutional Mental Health Account Specialist team, providing inspirational leadership and strategic direction to the team to achieve performance objectives and growth expectations. This leader will have in-depth experience in the commercialization of brands in the psychiatry market. The DBM, Institutional MHAS will collaborate cross functionally to ensure flawless and compliant coordination across the Region with the TAS team, Commercial, Medical Affairs and supporting teams. The successful candidate will have first line leadership and account management experience with a proven history of success, consistently achieving or exceeding sales performance goals.

Key Responsibilities

• Build a diverse, dedicated, successful account specialist team engaging with stakeholders in both community and hospital settings.
• Foster a collaborative, transparent, accountable, and inclusive culture.
• Form the most knowledgeable, credible, and well-trained sales team in the industry.
• Provide mentoring and coaching to develop direct reports.
• Ensure appropriate leadership, resource allocation and performance management.
• Develop and implement area sales plans and be accountable for achieving sales performance targets.
• Actively review performance metrics with Mental Health Account Specialists to ensure the team is carrying out brand strategies and achieving maximum results.
• Ensure effective and compliant collaboration between teams, including HR, Compliance, Marketing, Learning and Development, Market Access, Medical Affairs, Operations, and Sales Analytics.
• Build and maintain relationships with Key Opinion Leaders in partnership with Marketing and Medical Affairs.
• Proactively evaluate sales activities and results through comprehensive analytics, take action and/or communicate to address variances.
• Ensure the regional sales team operates in full compliance with all laws, regulations, and company compliance policies.
• 30-50% travel required (Field Travel, Headquarters, Congresses, Meetings).
• Comply with all laws, regulations, and policies that govern the conduct of BMS.

Required Qualifications & Experience

• Bachelor's Degree required.
• 20+ years pharmaceutical commercial experience, including a minimum of 10 years in a 1st line sales leadership role.
• 10+ years Psychiatry Sales Leadership experience required (Schizophrenia experience preferred).
• Proven track record of recruiting and developing high caliber individuals and building successful teams required.
• Demonstrated understanding of acute care, hospital, and healthcare systems and institutional treatment dynamics.
• Experience successfully launching new products/indications/in new settings of care with sound expertise in building a sales force and launch readiness plan required.
• Strength in analysis, critical decision making and bottom-line accountability.
• Experience leading people to consistently meet/exceed sales targets.
• Demonstrated ability to establish a productive, accountable, and positive organizational culture resulting in a high level of engagement, performance, and a low level of employee turnover.
• Creative problem solver able to address current market trends, anticipate challenges and work cross-functionally to ensure efficient plan implementation.
• Translate function and organizational strategies/goals into clearly communicated team and individual goals and expectations, ensuring all regional personnel comprehend goals, roles, responsibilities and how their day-to-day activities impact customers/company performance.
• Excellent verbal and written skills. Ability to appropriately prioritize, filter and sequence communication.
• Attention to detail and quality are critical to success.
• Highly accountable for the results and outcomes of their responsibilities and understands the impact of their efforts, results, and attitudes on others.
• Uses teamwork to work cooperatively toward the most effective solutions, championing the best ideas of team members, and assisting where help is needed yet is capable of highly independent work when efficiency is required.
• Results-oriented individual who is highly motivated, decisive, flexible in thought, and has the creativity to excel in and contribute to a rapidly growing company.
• Forward thinking mindset with the ability to manage multiple projects and identify and resolve issues.
• Broad experience in an emerging, publicly traded company environment is a plus.
• As this position requires the operation of a Company-provided vehicle, offers of employment are contingent upon the candidate meeting the requirements of Qualified Driver, as determined by the Company in its sole discretion, including but not limited to the following 1) at least 21 years of age; 2) a driver's license in good standing issued by your state of residence; and 3) a driving risk level deemed acceptable by the Company.

Key competencies desired

• Coaching mindset
• Customer/commercial mindset
• Scientific agility
• Change agility
• Analytical mindset
• Teamwork/Enterprise mindset

Coaching mindset

Understands Institutional MHASs learning journey and takes responsibility for ensuring continuous improvement of Institutional MHASs skills. Ability to coach Institutional MHASs in core competencies (e.g., scientific agility, customer experience, patient centricity and mindset, digital agility, analytical mindset).

Customer/commercial mindset

Demonstrated ability to drive business results. Experience identifying, engaging, and cultivating credibility with customer across the patient care journey. Demonstrated account management skills and problem-solving mentality. Understands the flow of patients from inpatient through outpatient settings and can customize engagement and deliver tailored messages. Demonstrated resourcefulness and ability to connect with customers.

Scientific agility

Expertise in TA. Excellent communication and presentation skills to articulate scientific and clinical data in an easy-to-understand manner to help HCPs best serve their patients. Has a strong learning mindset and passion for science. Prioritizes staying current with the latest data.

Change agility

Enthusiasm to adopt and champion new ways of working. Demonstrates a strong sense of learning agility. Seeks out and learns from unfamiliar experiences, and then applies those lessons to achieve better results in subsequent situations.

Analytical mindset

Ability to use data insights to inform engagement. Ability to run more focused strategic planning. Digital mindset - adept at using digital tools.

Teamwork/Enterprise mindset

Ability to lead across the matrix. Strong business acumen to understand and analyze business and market drivers and develop, execute, and adjust business plans. Track record of balancing individual drive and collaborative attitude.

Compensation and Benefits

The starting compensation for this job is a range from $183,180 - $215,500, plus incentive cash and stock opportunities (based on eligibility).

The starting pay rate takes into account characteristics of the job, such as required skills and where the job is performed. Final, individual compensation will be decided based on demonstrated experience.

Eligibility for specific benefits listed on our careers site may vary based on the job and location. For more on benefits, please visit our BMS Career Site- https://careers.bms.com/working-with-us.

Benefit offerings

Benefit offerings are subject to the terms and conditions of the applicable plans then in effect and may include the following:

• Medical, pharmacy, dental and vision care.
• Wellbeing support such as the BMS Living Life Better program and employee assistance programs (EAP).
• Financial well-being resources and a 401(K).
• Financial protection benefits such as short- and long-term disability, life insurance, supplemental health insurance, business travel protection and survivor support.
• Work-life programs include paid national holidays and optional holidays, Global Shutdown days between Christmas and New Year's holiday, up to 120 hours of paid vacation, up to two (2) paid days to volunteer, sick time off, and summer hours flexibility.
• Parental, caregiver, bereavement, and military leave.
• Family care services such as adoption and surrogacy reimbursement, fertility/infertility benefits, support for traveling mothers, and child, elder and pet care resources.
• Other perks like tuition reimbursement and a recognition program.

and #BMSNEURO

If you come across a role that intrigues you but doesn't perfectly line up with your resume, we encourage you to apply anyway. You could be one step away from work that will transform your life and career.

Uniquely Interesting Work, Life-changing Careers

With a single vision as inspiring as Transforming patients' lives through science, every BMS employee plays an integral role in work that goes far beyond ordinary. Each of us is empowered to apply our individual talents and unique perspectives in a supportive culture, promoting global participation in clinical trials, while our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.

On-site Protocol

BMS has an occupancy structure that determines where an employee is required to conduct their work. This structure includes site-essential, site-by-design, field-based and remote-by-design jobs. The occupancy type that you are assigned is determined by the nature and responsibilities of your role.

Site-essential roles require 100% of shifts onsite at your assigned facility. Site-by-design roles may be eligible for a hybrid work model with at least 50% onsite at your assigned facility. For these roles, onsite presence is considered an essential job function and is critical to collaboration, innovation, productivity, and a positive Company culture. For field-based and remote-by-design roles the ability to physically travel to visit customers, patients or business partners and to attend meetings on behalf of BMS as directed is an essential job function.

BMS is dedicated to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace accommodations/adjustments and ongoing support in their roles. Applicants can request a reasonable workplace accommodation/adjustment prior to accepting a job offer. If you require reasonable accommodations/adjustments in completing this application, or in any part of the recruitment process, direct your inquiries to adastaffingsupport@bms.com. Visit careers.bms.com/eeo-accessibility to access our complete Equal Employment Opportunity statement.

BMS cares about your well-being and the well-being of our staff, customers, patients, and communities. As a result, the Company strongly recommends that all employees be fully vaccinated for Covid-19 and keep up to date with Covid-19 boosters.

BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.

If you live in or expect to work from Los Angeles County if hired for this position, please visit this page for important additional information https://careers.bms.com/california-residents/.

Any data processed in connection with role applications will be treated in accordance with applicable data privacy policies and regulations.