Overview
Senior Manager, Commercial Excellence Jobs in Jeddah, Saudi Arabia at Bristol Myers Squibb
Senior Manager Commercial Excellence – based in Riyadh
The Senior Manager Commercial Excellence 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. The 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 and projects.
- Establish governance frameworks for compliance, ethics, and data privacy with the 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 and Customer Engagement Model (CEM). - Skill Gap Identification:
Assess field team’s skill gaps and advise with tailored coaching and development plans for continuous growth. - 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.
Inter Act Platform Management
- Oversee preparation and uploading of MCCP (Multichannel Cycle Plans) and other field planning data within Inter Act.
- Generate, analyze, and share regular Inter Act reports to support the field team with strategic data insights.
- Manage Data Change Requests (DCR) and coordinate Inter Act 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 patient recruitment monitoring and IVA utilization to drive operational effectiveness and support field activities.
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Title: Senior Manager, Commercial Excellence
Company: Bristol Myers Squibb
Location: Jeddah, Saudi Arabia
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