General Manager - Local Representatives, ICON Region

Role Summary

The General Manager - Local Representative Markets, ICON (Europe, MEA and LATAM) is responsible for growing the business and reaching more patients with BMS' medicines and for driving the business execution of strategies and tactics by BMS' Local Representatives products portfolio.

Responsibilities

• Responsible for the development and delivery of the annual business plan, long-range strategic plan and budgeting for the combined legacy BMS and Celgene portfolio of products for the designated region (30+ countries) with full P&L accountability (estimated 2025 revenue: $350+M) and achieving the OPEX budget.
• Manage a team responsible for delivering the BMS portfolio in markets where BMS does not have a local affiliate. The BMS team works closely with Local Representative partners who support BMS in the provision, promotion and sales of BMS products.
• This leader is responsible for approximately 45 employees based primarily in Switzerland as well as other different European, Saudi Arabia/UAE and LATAM locations and with decision making authority on coaching, hiring, and performance evaluations.
• Define and execute optimal commercialization strategies in LR geographies for in-line products and future assets.
• Work closely with the Strategy & Operational Excellence Lead, Intercon and Global teams and the wider cross functional team to assess new product potential to define which assets to register and launch in which markets of the designated region.
• Develop and finetune the different levels of LR CoE operating model, and mitigate disruption and litigation risks, according to the needs of every market we operate in as well as to the needs and capabilities of our different partners.
• Lead the Operating Model for LR markets, ensure proper governance, set priorities and keep oversight (Regulatory, Finance, Supply Chain, Medical, Compliance...) to ensure cross-functional teamwork and smooth resolution of issues
• Provide expertise, guidance, coaching and best practices sharing to Local Representative partners in strategic plans design, tactical implementation and launch management and market access (pricing, Health Economics).
• Train Local Representative partners to ensure continual improvement in capability, knowledge, customer service, performance and profitability.
• Ensures strong integrity and compliance standards are maintained.
• Primary business contact party for Legal Affairs for negotiating, signing, maintaining Supply and Distribution Agreements and for Compliance to upgrade and upgrade and maintain Health Care Compliance programs with all Local Representatives partners in the designated region to ensure that they meet the BMS standards and requirements.
• Support Internal Audit, Business Control Function and other Enabling functions in execution of audits and monitoring activities in local markets and own audit remediation plans.

Qualifications

• Master's degree or MBA preferred.
• 10+ years of commercial experience in the pharmaceutical industry.
• Proven leadership managing diverse teams and external partners to drive sustainable business growth.
• Fluent in English; additional languages (Spanish, French, Arabic, etc.) are a plus.
• Demonstrated success in launching and commercializing pharmaceutical products across markets or regions.
• Strong track record of delivering results through partners in complex, multi-country environments.
• Effective communicator with the ability to influence senior management decisions.
• Culturally agile-able to adapt across various cultures, business situations, and matrix organizations.
• Expertise in development planning, commercialization (marketing, sales, market research), and life cycle management.
• Solid understanding of regulatory policies and public relations impacts (regional experience preferred).
• Collaborative, with a history of building strong cross-functional and external relationships (e.g., R&D, marketing, external development).
• Functional knowledge of Pricing & Reimbursement, Outcomes Research, Government Affairs, Corporate & Business Communications, Regulatory Affairs, and Payor Management.
• Broad, in-depth understanding of pharmaceutical industry issues.
• Skilled in communication and change management to drive new ways of thinking, working and rewiring where needed.
• Willingness to travel frequently to key markets and US headquarters.

Skills

• Strategic Agility: Creates a clear purpose, vision, strategies and key priorities for competing successfully in the evolving pharmaceutical and health care industry.
• Intellectual Curiosity and Learning Agility: Proven history of seeking out new information and learning quickly - ability to absorb new concepts, analyze data and ask insightful questions to make effective decisions-experiments.
• Impact and Influence: Builds personal credibility and strong working relationships through quality of contributions, trustworthiness, openness, and candor. Breaks barriers and influences across organizational and/or geographical boundaries leading to efficiency, effectiveness, and nimbleness for maximized organizational performance.
• Leading Transformation and Change: Demonstrated success in shifting a business or company's strategy, mindset, culture, process and focus to ensure commitment to continuous improvement, innovation, accountability and nimbleness. Actively engages and aligns others to support the change and take an organization to where it needs to go.
• Functional Expertise: Demonstrates proven skills in functional areas of marketing, access, drug development, and operations.
• Developing Leadership Talent & Teams: Demonstrates proven ability to identify, select, develop, engage and retain top talent. Manage poor performers or individuals who are not a fit to improved performance or out of the organization. Mobilizes and motivates management teams and achieves followership. Brings conflicts to the surface and resolves them constructively. Creates a strong pipeline of diverse future leaders at every level.
• Decision Making Skills: Utilizes an effective decision-making process, demonstrates superb judgment, decisiveness and applies a combination of analysis, wisdom, experience and judgment that enhances the success of Bristol-Myers Squibb.
• Communication Skills: Communicates articulately, credibly and convincingly.
• Business Acumen and Savvy: Demonstrates proven skill in growing revenues, expanding margins, improving cash flow and setting up controls. Understands how strategies and tactics work in the pharmaceutical and health care marketplace and integrates market considerations, competitive threats, regulatory and legal regulations and other factors to poise BMS for long-term growth.
• Execution Skills: Demonstrated success in driving execution of key priorities and plans through a global matrix organization by establishing expectations for work and contingency plans and metrics, setting high standards and holding team members accountable for results, behaviors and continuous improvement.