General Manager

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.

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.

Key Role Accountabilities:

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.

Who will thrive in this leadership role:

• A visionary leader with a passion for entrepreneurship and a proven track record in commercializing pharmaceutical products across multiple countries.
• Individuals with a passion to make innovative medicines available to more patients across the world, to improve the lives of patients, including across Low- and Middle-Income Countries, through the development of great working partnerships with governments, health agencies, Key Opinion Leaders and our distribution partners to gain and develop access for our medicines in those countries.
• Champions of diversity who excel at building and motivating multicultural teams and external partners.
• Innovators with a passion to create and an ego able to accept ideas from elsewhere to share and reapply shamelessly with business growth as the end goal.
• Strategic thinkers who are comfortable navigating complexity, ambiguity, and change.
• Influencers who communicate with credibility, inspire followership, and drive transformation.
• Builders who are energized by the opportunity to shape, grow, and leave a legacy in a global business.

Role 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.

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.

The starting compensation range(s) for this role are listed above for a full-time employee (FTE) basis. Additional incentive cash and stock opportunities (based on eligibility) may be available. The starting pay rate takes into account characteristics of the job, such as required skills, where the job is performed, the employee’s work schedule, job-related knowledge, and experience. 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 https://careers.bms.com/life-at-bms/.

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.

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 [email protected]. 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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