Job Description

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.

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.

Aim of this position

BMS is entering a significant phase of international expansion.  We are evolving our commercial model, from a developed market centric approach to a broader global perspective, as we seek to maximize our global presence. Further, as part of our commitment to social responsibility we are committed to promoting health equity through expanding access to our medicines to patients regardless of where they live.  Our mission is to discover, develop and deliver innovative medicines that help patients prevail over serious diseases.

Fundamentally, this position is to identify new LMIC countries where BMS can expand access to key BMS medicines through commercial presence, conduct a thorough cross functional assessments, and if the expansion strategy is approved, to coordinate and partner with other teams for the execution of this strategy.

This position will play a critical role in delivering on the goals of expanding our geographic presence and will focus on assessing expansion/access for select products in countries where sustainable commercial revenue is expected to occur.

The successful candidate will focus their efforts on identifying new commercial opportunities in countries where BMS currently has no-presence.  In particular you will focus on selected countries (Africa, Americas, Central Asia, C.I.S., and South/South East Asia).  You will make commercial strategic recommendations for entering the countries. You will also make recommendations on any local third party who can help us achieve our goals.

The incumbent will put together, and coordinate a cross-functional business case in collaboration with others (LR-CoE, VAP, etc.) which will then be presented to Sr. Management for ‘go, no-go’ decision and will provide resource recommendations.

Due to the global nature of this role, the successful candidate can be located in one of our Worldwide (WW) hubs in Princeton, Uxbridge or Boudry. 

The successful candidate must have a deep understanding of the:

LMIC Healthcare systems in LatAm, MEA, & Asia

Analytical skill sets to develop a focused and detailed country expansion business plan.

Hands on market expansion experience in identify and assessing LMICs for commercial expansion opportunities.

The expansion of BMS into LMICs is a relatively new process for BMS, and the candidates prior experience in leading, assessing, and educating various teams and stakeholders will be essential for success.

The successful candidate:

- Must be well-versed in enterprise-wide aspects of a company’s organization as it relates to global access/commercial issues including manufacturing, supply, medical, regulatory, legal, finance, BAI, and other relevant functions within a bio-pharmaceutical company. 

- Need to have the ability to integrate and work with these disciplines as they formulate an LMIC country level expansion strategy, and then to coordinate and partner with other teams to evolve the opportunity and allow various functions to take ownership. 

- Have an ability to drive/lead a cross-functional team, regardless of seniority and without formal reporting line authority, will be critical. 

- Have an understanding the organizational needs (BMS’) along with a countries evolution in providing healthcare to its citizens, and other external stakeholders’ perspective will be essential for expanding our footprint into the LMIC groups of countries.

This role will be responsible for driving all LMIC geographic expansion, landscape assessment strategies.  They will need to understand BMS’ current and future therapeutic areas and how our products could fit the needs of the LMIC healthcare ecosystem. 

Key Responsibilities

This role will not replace any of the current LMIC Commercial Strategy & Execution roles nor the in-region VAP&HEOR teams.  You will instead focus specifically on geographically expanding BMS’ presence within LMIC’s.

Solid reporting line to Local Representatives CoE GM (based in Switzerland) and dotted line to the LMIC Commercial Access Strategy and Execution lead.

Be a key member of both the LR COE LT and LMIC teams.

Be a point of contact and partner with specific LR, VAP, and medical members as you assess our ability to expand our geographic footprint.

Lead/Chair BMS’ expansion meetings with representation from LMIC Commercial Strategy & Execution leads, LR X-functional members, and other key stakeholders.

Provide commercial geographic expansion recommendations to Sr. Management, focusing on country expansion opportunities.

Ensure that the LR, and management teams are provided with the data they need to make country expansion decisions.

Ensure BMS expansion strategy is fully understood across the organization and identify continuous improvement opportunities that will allow us to expand our geographic footprint more efficiently and rapidly.

Ensure representation from relevant X-functional WW, Regional, and country teams are included in your geographic expansion recommendations.

Ensure that the teams above support any recommendations going to the LR or other management teams.

As it relates to LMIC expansion, support LR, regional, and other colleagues, in the preparation of presentations and insights.  

Provide insights on country evolutions, trends, competitor LMIC Strategies.  For example, are other pharma companies expanding commercially into C.I.S. countries, Angola, etc. Why are they doing this and what brands are they focusing on.  How will this help us assess our opportunity?

In light of future expansion, what commercial and other barriers do we need to be aware of prior to entering the country.

Advice on tactical options and mitigation plans once an expansion strategy has been agreed too.

Ensure that various global and regional teams are aware of the unique needs of LMIC markets.

Work with the ‘no-commercial team’ to assess and transition non-commercial countries into commercial opportunities, be it an LR or affiliate expansion.

Ensure strong partnership ability, particularly with the commercial and no-commercial teams, along with the LR CoE teams as it relates to progressing countries towards commercial presence.

Work with various stakeholders to align and update the LMIC ‘story board’ as we include our expansion strategy.

Provide insights and data to LR/affiliates as they expand their presence.

Ensure that legal and compliance are aware of the LMIC expansion process and are fully involved where needed.

Key Behaviors

In addition to the BMS core values the key behaviors of this role are as follows:

Deliver in a very high-paced, and growing team.

Understand that priorities can, and will, quickly change; hence, flexibility to adapt to challenging environment is a must.

Be a very collaborative, inclusive leader and team member, while keeping a positive can-do attitude

Deliver clear and concise messages, and influence change.

Be comfortable driving, identifying, and setting key priorities for all commercial expansion opportunities.  

Basic Qualifications

Significant experience in assessing commercial geographic expansion opportunities.

Significant commercial experience in LMIC countries

Strong understanding of product strategic commercial and access plans in LMICs

Undergraduate degree in economics, social sciences, business, health, or science discipline.  An MBA and/or other post-graduate degree is strongly preferred.

Strong understanding of the current and emerging global healthcare commercial environment in LMIC 

Demonstrated ability to formulate future focused strategy scenarios and lead cross-functional teams, without formal authority, to act on these scenarios.

Minimum of 10 years’ experience of biopharmaceutical industry with deep understanding and application of global/large health care systems

+2-years of LMIC industry experience, or +3-years of assessing commercial expansion opportunities in LMIC (Strategic Planning, M&A, Business Development, Market Access and Pricing, Business Analysis, Finance, or related field experience)

Proven record in expanding organizational or product presence in LMICs.

Excellent written, verbal, and interpersonal communication skills with ability to synthesize complex information for strategic optionality / decision making by Senior Leadership

Preferred Qualifications

BMS will consider applicants from varied and diverse backgrounds.  Relevant skills and experiences are given below. Candidates are not expected to meet every qualification.

Strong/solid knowledge and understanding of the rapid evolving healthcare systems in LMIC markets.

Ability to conduct situation analysis of external healthcare environment and synthesize relevant information to develop strategic expansion plans.

Ability to develop and communicate commercial expansion messages and evaluate evidence for the addition of new countries for LR or affiliate expansion.

Ability to translate complex situations and analyses to effectively communicate impact to BMS’ business.

Ability to review government healthcare data, clinical and health economic data, including disease state information, clinical trial design in order to understand the implications for a commercial expansion.

Ability to interact in a highly matrixed environment, and build strong, successful business partnerships with local representatives, affiliates, regional, and global colleagues.

The ability and internal drive to move initiatives forward on their own.

Demonstrated ability to bring structure to vaguely defined problems.

Proven ability to strategically plan, identify options and trade-offs, have the ability to drive execution of the plan as well as strong collaboration/influencing abilities.

Fluent in English, with an additional language, preferred.

Travel

The position is cross-geography and cross-functional in nature, and is part of a highly matrixed organization, working on a wide range of needs and issues. International travel may be required ~20% (depending on location) and will require flexible working hours to accommodate virtual online meetings with colleagues across multiple different time zones.