Zonal Manager, South and West - Key Accounts (Field based in Bangalore)

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 rich in diversity. Take your career farther than you thought possible.

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Role Summary:

Coach, lead and inspire the KAM team to achieve sales objectives agreed upon for each Key Account customer.  The Zonal sales Manager is responsible for managing a team of key account managers and ensuring the achievement of sales targets within the public market. This role involves developing and executing strategies to grow the business, building strong relationships with key stakeholders, and ensuring compliance with regulatory requirements and company policies.

Key Role Accountabilities:

Team Leadership and Management:

• Lead, mentor, and manage a team of key account managers.
• Set performance goals, monitor progress, and provide regular feedback and coaching.
• Foster a collaborative and high-performance team culture.
• Create an environment within the team where compliance is an important factor in all decisions and actions taken by the team.
• Foster collaboration of the KAM team with multiple functions such as the sales team, medical field team, and marketing.

Sales Strategy and Execution:

• Develop and implement sales strategies to achieve business objectives within key accounts and the public sector.
• Monitor market trends, competitor activities, and customer needs to identify new business opportunities.
• Ensure the team meets or exceeds sales targets and key performance indicators (KPIs).
• Monitor and analyze performance to provide business updates to the leadership team.

Customer Relationship Management:

• Build and maintain strong relationships with key stakeholders, including public sector officials, procurement departments, and key account representatives.
• Act as a primary point of contact for escalations and solve complex issues within key accounts.
• Develop strategies to enhance customer satisfaction.

Business Development:

• Maximize business opportunities for the product portfolio in all sectors of the Government Key Account Business.
• Collaborate with internal teams (e.g., trade sales, marketing, public affairs, finance) to develop proposals and secure contracts.
• Maintain product, competitor, and health care environment knowledge.
• Analyze the market place and anticipate future changes to create a competitive advantage.

Qualifications:

• Bachelor’s Degree or higher in one of the Health Sciences field preferred.
• 10+ or more years in the pharmaceutical specialty market
• Experience in handling government business preferred.
• Proven track record of working with cross functions team.
• Strong leadership ability/ potential, communication, interpersonal, and organizational skills
• Previous experience that has required the use of analytical skills, selling skills, and development of strong business acumen, and working knowledge of the market access environment.

Languages:

• Strong command of English and regional language(s)

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 an inclusive culture, promoting diversity 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 a diverse 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/

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