bayt

Senior Manager, Commercial Excellence

Bristol-Myers Squibb Company

Riyadh, KSA

Full Time

Manager

Field

4 weeks ago

KPI DevelopmentPerformance AnalysisCRM ManagementAI StrategyTraining Program DesignMarket Research

Free

Job Fit Check

Base Career helps you apply smarter for this job.

Ready to Scan

Key skills for this role

KPI DevelopmentPerformance AnalysisCRM Management

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.

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.

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

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.

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.

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.

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.

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.

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.