Commercial Operations Director (COD)

Overview

Commercial Operations Director (COD) leading public accounts, market access, pricing, sales force effectiveness, new product planning and business operations for Bristol Myers Squibb in India.

What you'll do

• Own end-to-end public accounts (reimbursed business) across all therapy areas.
• Drive inclusion of all products in reimbursement lists and formularies in an accelerated manner.
• Implement tender strategy and filing, ensuring compliance with internal and external regulations.
• Lead the national key accounts sales team across India to drive commercial objectives.
• Ensure collection of all due payments across the public account ecosystem.
• Develop patient assistance program (PAP) models for existing and potential future products.
• Drive execution of BMS India PAPs, including simplifying processes and managing all vendors.
• Ensure PAPs are implemented in compliance with internal SOPs and government requirements.
• Implement and govern product-wise, SKU-wise pricing with the India Leadership Team.
• Obtain necessary internal approvals and ensure compliance with external regulations on pricing.
• Develop pricing strategies to achieve commercial objectives.
• Coordinate all government matters on pricing, e.g., TMR, GTE.
• Develop public and private access strategy for existing and potential future products.
• Ensure optimal life-cycle management for existing and potential future products.
• Develop and monitor KPIs to track and enhance sales team effectiveness.
• Develop and implement the annual Sales Incentive Program.
• Gather and interpret industry trends, therapy area insights, and customer feedback.
• Develop content and modules to drive sales team training and learning objectives.
• Create business cases for commercializing new products.
• Develop innovative and relevant go-to-market models for new products.
• Obtain internal alignment and approvals to accelerate launch processes.
• Support smooth functioning of distributor operations (including appointment and deletion) with BUs.
• Support demand forecasting and supply planning with BUs, Supply Chain, Quality and others.
• Explore avenues to expand the commercialization footprint, e.g., neighboring markets and BD partnerships.

What you'll need

• Prior experience leading the commercialization of Oncology products in India (Sales and/or Marketing).
• Prior experience leading or supporting commercialization of public accounts, market access, SFE, new products and business operations (more the better).
• Prior experience directly leading teams.
• Prior experience working in Pharma MNCs in India (15+ years ideal).
• Ability to drive results in a matrixed organization.
• Strong communicator and influencer.
• Intellectual curiosity and desire to learn at a rapid pace.
• Strategic thinker with strong commercial acumen and mature business judgment.
• Bachelor's degree required.

Nice to have

• MBA or advanced degree.

Details

• Location: Mumbai, Maharashtra, India.
• Flexibility to travel for business as needed (e.g., 1-2 weeks per month).