Senior Manager, Commercial Excellence

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.

The Senior Manager Commercial Excellence - based in Riyadh - is a pivotal strategic leader responsible for driving the effectiveness, productivity, and operational excellence of the field force team across the Kingdom of Saudi Arabia and Gulf Countries. This role focuses on optimizing field strategies, developing robust performance management systems, and implementing commercial excellence initiatives that align with broader business objectives. By collaborating closely with key cross-functional teams, overseeing CRM and data management processes, and ensuring continuous capability development, the manager supports the delivery of superior field performance, enhanced customer engagement, and sustainable business growth. 

Key Responsibilities:

 

Field Force Effectiveness & Performance Management:

• KPI Development: Lead establishment and implementation of KPIs to enhance productivity and effectiveness across diverse market segments.

• Performance Analysis: Conduct in-depth analysis of customer and field force data to generate actionable insights for strategic engagement enhancements.

• CRM Oversight: Oversee CRM platform, ensuring visibility of performance metrics to improve customer experience and inform business decisions.

• Collaboration: Partner with sales, marketing, and IT teams to optimize CRM strategies, drive performance against KPIs, and enhance operations.

• Territory Management: Foster effective territory management and resource allocation through comprehensive market assessments.

• Incentive Schemes: Design, implement, and manage performance-driven incentive schemes to motivate and reward the field force.

 

AI Strategy, Implementation & Monitoring:

• Define and execute AI strategy for Commercial Excellence

• Implement AI-driven tools (projects)

• Establish governance frameworks (compliance, ethics, data privacy) with AI steering committee

• Monitor AI performance and business impact

 

 Learning & Capability Development:

• Training Program Design: Lead the development and execution of comprehensive training covering product knowledge & Customer Engagement Model (CEM)

• Skill Gap Identification: Assess field team’s skill gaps and advise with tailored coaching and development plans for continuous growth along with the managers.

• Develop and embed a structured field coaching framework that enables front-line managers to elevate rep performance through value-based engagement and scientific dialogue capabilities.

 

Cross-Functional Collaboration & Strategic Alignment:

• Collaborate with Franchise Leads, Marketing, Medical Affairs, and Market Access teams to ensure strategic alignment of CEM strategies and objectives across all divisions.

• Act as primary contact for field staff challenges, providing training and ongoing support for efficient use of systems.

• Monitor strategy effectiveness, evaluate outcomes, and recommend operational improvements as needed for the field force.

 

Commercial Excellence Strategy Execution:

• Ensure the implementation of commercial excellence initiatives, aligning activities, processes, and field force operations with broader business objectives to achieve sustainable growth and operational efficiency.

 

InterAct Platform Management:

• Oversee preparation and uploading of MCCP (Multichannel Cycle Plans) and other field planning data within InterAct.

• Generate, analyze, and share regular InterAct reports to support the field team with strategic data insights.

• Manage Data Change Requests (DCR), and coordinate InterAct-specific training and meetings to ensure optimal utilization of the platform.

 

Organizational Structure and Resource Alignment:

• Maintain and update organizational hierarchy, territories, and product assignments within Valign to ensure accurate resource allocation and alignment with market needs.

• Support the preparation and accurate calculation of SFICP (Sales Force Incentive Compensation Plans) in line with organizational objectives.

 

Sales Data & Materials Management:

• Consolidate and analyze IMS sales data to inform performance review and strategic decisions.

• Oversee processes related to patients recruitment monitoring, and IVA utilization to drive operational effectiveness and support field activities.

 

Market Research & Analysis:

• Manage the process for conducting market research to identify emerging trends, market size, and growth opportunities.

 

Decision Intelligence & Strategic Guidance to Leadership:

• Translate commercial analytics and AI-driven insights into clear strategic recommendations for senior leadership and franchise heads, influencing go-to-market decisions.

 

Omnichannel Strategy & HCP Journey Design:

• Design and oversee omnichannel HCP engagement strategies, integrating field interactions with digital touchpoints to deliver personalized, value-driven customer journeys.

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Degree Requirements:

• Bachelor’s Degree or equivalent in a Pharmaceutical / Medical field. MBA is Preferrable.

 

Experience Requirements:

• 5+ years of pharmaceutical industry experience in similar role.

• Strong business understanding and marketplace knowledge.

• Demonstrated ability to build and maintain strong relationships with key internal and external stakeholders successfully and effectively.

• Strong project management, analytical and forecasting skills.

• Effective presentation and communication skills with the ability to influence decisions in senior management.

• Excellent working knowledge of MS Office & AI Tools.

• Excellent command of oral and written English and Arabic.

#LI-REMOTE

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 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.

Supporting People with Disabilities

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.

Candidate Rights

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/

Data Protection

We will never request payments, financial information, or social security numbers during our application or recruitment process. Learn more about protecting yourself at https://careers.bms.com/fraud-protection.

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If you believe that the job posting is missing information required by local law or incorrect in any way, please contact BMS at TAEnablement@bms.com. Please provide the Job Title and Requisition number so we can review. Communications related to your application should not be sent to this email and you will not receive a response. Inquiries related to the status of your application should be directed to Chat with Ripley.

R1603526 : Senior Manager, Commercial Excellence