Senior Manager Commercial Excellence📣 إعلان

About the Role

Bristol Myers Squibb is seeking a Senior Manager Commercial Excellence to be based in Riyadh. This role is responsible for driving the effectiveness, productivity, and operational excellence of the field force across Saudi Arabia and Gulf Countries. The position focuses on optimizing field strategies, developing performance management systems, and implementing commercial excellence initiatives aligned with business objectives.

Key Responsibilities

• Lead the establishment and implementation of Key Performance Indicators (KPIs) to enhance field force productivity and effectiveness across various market segments.
• Conduct in-depth analysis of customer and field force data to generate actionable insights for strategic engagement enhancements.
• Oversee the Customer Relationship Management (CRM) platform, ensuring visibility of performance metrics to improve customer experience and inform business decisions.
• Partner with sales, marketing, and IT teams to optimize CRM strategies, drive performance against KPIs, and enhance operations.
• Foster effective territory management and resource allocation through comprehensive market assessments.
• Design, implement, and manage performance-driven incentive schemes to motivate and reward the field force.
• Define and execute the Artificial Intelligence (AI) strategy for Commercial Excellence, including the implementation of AI-driven tools and the establishment of governance frameworks for compliance, ethics, and data privacy.
• Monitor AI performance and its business impact.
• Lead the development and execution of comprehensive training programs covering product knowledge and the Customer Engagement Model (CEM).
• Assess field team skill gaps and provide tailored coaching and development plans in collaboration with managers.
• Develop and embed a structured field coaching framework to empower front-line managers to elevate representative performance.
• Collaborate with Franchise Leads, Marketing, Medical Affairs, and Market Access teams to ensure strategic alignment of CEM strategies and objectives.
• Act as the primary contact for field staff challenges, providing training and ongoing support for efficient system utilization.
• Monitor strategy effectiveness, evaluate outcomes, and recommend operational improvements for the field force.
• Ensure the implementation of commercial excellence initiatives, aligning activities, processes, and field force operations with broader business objectives.
• Oversee the preparation and uploading of Multichannel Cycle Plans (MCCP) and other field planning data within the InterAct platform.
• Generate, analyze, and share regular InterAct reports to provide strategic data insights to the field team.
• Manage Data Change Requests (DCR) and coordinate InterAct-specific training and meetings.
• Maintain and update organizational hierarchy, territories, and product assignments within Valign to ensure accurate resource allocation.
• Support the preparation and accurate calculation of Sales Force Incentive Compensation Plans (SFICP).
• Consolidate and analyze IMS sales data to inform performance reviews and strategic decisions.
• Oversee processes related to patient recruitment monitoring and IVA utilization.
• Manage the process for conducting market research to identify emerging trends, market size, and growth opportunities.
• Translate commercial analytics and AI-driven insights into strategic recommendations for senior leadership and franchise heads.
• Design and oversee omnichannel HCP engagement strategies, integrating field interactions with digital touchpoints.

Qualifications and Experience

• Bachelor’s Degree or equivalent in a Pharmaceutical / Medical field. An MBA is preferable.
• 5-10 years of experience in the pharmaceutical industry in a similar role.
• Strong business understanding and marketplace knowledge.
• Demonstrated ability to build and maintain strong relationships with key internal and external stakeholders.
• Strong project management, analytical, and forecasting skills.
• Effective presentation and communication skills with the ability to influence senior management decisions.
• Excellent working knowledge of MS Office & AI Tools.
• Excellent command of oral and written English and Arabic.

Work Environment

This is a full-time position based in Riyadh. The role requires driving effectiveness and operational excellence for the field force across the Kingdom of Saudi Arabia and Gulf Countries.