Senior Manager, Commercial Excellence

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

Benefits

Additional Information

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.

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