At Bristol Myers Squibb, our employees often ask, “Who are you working for?”—a question that fuels collaboration, accountability, and urgency in our work. Our purpose-driven culture inspires us to discover, develop, and deliver innovative medicines to prevail over serious diseases. We offer uniquely interesting and meaningful work, opportunities for growth, and a supportive environment that values inclusion, wellbeing, flexibility, and comprehensive benefits. This is work that transforms the lives of patients, and the careers of those who do it.
Key Responsibilities:
Public Accounts
End to end ownership of entire public accounts (reimbursed business) across all Therapy areas
Drive inclusion of all products in reimbursement lists and formularies in an accelerated manner
Implement Tender strategy and filing, ensuring compliance with internal and external regulations
Lead national key accounts sales team across India to drive commercial objectives
Ensure collection of all due payments across the public account ecosystem
Market Access
Patient Assistance Program (PAP)
Develop PAP models for all existing and potential future products
Drive execution of BMS India PAPs, including simplifying processes and managing all vendors
Ensure PAPs are implemented in compliance with all internal SOPs and government requirements
Pricing
Implement and govern product-wise, SKU-wise pricing with India Leadership Team
Obtain necessary internal approvals and ensure compliance with external regulations
Develop pricing strategies to achieve commercial objectives
Coordinate all government matters on pricing e.g., TMR, GTE
Strategy
Develop access strategy – public and private – for all existing and potential future products
Ensure optimal life-cycle management for all existing and potential future products
Sales Force Effectiveness (SFE)
Develop and monitor KPIs to track and enhance the effectiveness of the sales team
Develop and implement the annual Sales Incentive Program
Gathering and interpret industry trends, therapy area insights, and customer feedback
Develop content and modules to drive sales team training and learning objectives
New Product Planning
Create business cases for commercializing new products
Develop innovative and relevant GTM models for these products
Obtain internal alignment and approvals to accelerate launch process
Business Operations
Support the smooth functioning of distributor operations (including appointment and deletion) with BUs
Support the demand forecasting and supply planning process with BUs, Supply Chain, Quality etc.
Explore avenues to expand commercialization footprint e.g., Neighboring markets, BD partnerships
Role requirements
Prior experience in leading the commercialization of Oncology products in India (Sales and / or Marketing)
Prior experience in leading or supporting the commercialization of (more the better): Public accounts; Market access; SFE; New Products; Business Operations
Prior experience in directly leading teams
Prior experience in working in Pharma MNCs in India (15+ years ideal)
Ability to drive results in a matrixed organization
Strong communicator and influencer
Intellectual curiosity and desire to learn at a rapid pace
Strategic thinker with strong commercial acumen and mature business judgment
Bachelor’s degree required; MBA or advanced degree preferred
Flexibility to travel for business as needed (e.g., 1-2 weeks per month)
We hire for skills and capabilities, not just credentials – if this role excites you, but doesn’t perfectly match your resume, we encourage you to apply anyway.
How We Work
Where you work matters – because collaboration, innovation and patient impact happen in many settings. Our roles are structured across four work models: site-essential, site-by-design, field-based and remote-by-design. The model assigned to this role is based on its core responsibilities. Learn more at https://careers.bms.com/ways-of-working.
Supporting People with Disabilities
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