Commercial Operations Director (COD)

Bristol-Myers Squibb; Mumbai; On-site; INR 3,000,000 - 6,000,000; Full time

Job summary

Bristol Myers Squibb in India seeks a senior commercial leader to own oncology product commercialization, with focus on public accounts, market access, and pricing strategies. You will lead cross-functional teams, develop PAPs, and drive growth across therapy areas while navigating government and regulatory requirements.

The role requires extensive experience in pharma MNCs in India, strong leadership and communication skills, and willingness to travel.

Qualifications

• Experience leading oncology commercialization in India (sales and/or marketing).
• Experience in Public accounts, Market access, SFE, New Products, and Operations.
• Direct team leadership experience in a pharma MNC in India (15+ years ideal).
• Ability to drive results in a matrixed organization with strong business judgment.
• Strong communication and influencing skills; strategic thinker with commercial acumen.

Responsibilities

• Own end-to-end public accounts across therapy areas and drive reimbursement listing.
• Lead national accounts sales team in India to meet commercial objectives.
• Develop PAP models and implement PAPs compliant with SOPs and regulations.
• Set product-wise pricing and coordinate government pricing matters.
• Develop access strategy for public and private sectors and lifecycle management.
• Develop KPIs for SFE, and lead annual Sales Incentive Program.
• Create business cases for new products and accelerate launches.
• Support distributor operations and demand planning with BUs.
• Explore expansion to neighboring markets and BD partnerships.

Skills

Strategic thinking

Commercial acumen

Leadership

Communication

Influencing

Cross-functional collaboration

Education

Bachelor's degree

MBA or advanced degree preferred

Job description

At Bristol Myers Squibb, our employees often ask, "Who are you working for?"-a question that fuels collaboration, accountability, and urgency in our work. Our purpose-driven culture inspires us to discover, develop, and deliver innovative medicines to prevail over serious diseases. We offer uniquely interesting and meaningful work, opportunities for growth, and a supportive environment that values inclusion, wellbeing, flexibility, and comprehensive benefits. This is work that transforms the lives of patients, and the careers of those who do it.

Key Responsibilities:

Public Accounts

• End to end ownership of entire 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 national key accounts sales team across India to drive commercial objectives
• Ensure collection of all due payments across the public account ecosystem

Market Access

Patient Assistance Program (PAP)

• Develop PAP models for all 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 all internal SOPs and government requirements

Pricing

• Implement and govern product-wise, SKU-wise pricing with India Leadership Team
• Obtain necessary internal approvals and ensure compliance with external regulations
• Develop pricing strategies to achieve commercial objectives
• Coordinate all government matters on pricing e.g., TMR, GTE

Strategy

• Develop access strategy - public and private - for all existing and potential future products
• Ensure optimal life-cycle management for all existing and potential future products

Sales Force Effectiveness (SFE)

• Develop and monitor KPIs to track and enhance the effectiveness of the sales team
• Develop and implement the annual Sales Incentive Program
• Gathering and interpret industry trends, therapy area insights, and customer feedback
• Develop content and modules to drive sales team training and learning objectives

New Product Planning

• Create business cases for commercializing new products
• Develop innovative and relevant GTM models for these products
• Obtain internal alignment and approvals to accelerate launch process

Business Operations

• Support the smooth functioning of distributor operations (including appointment and deletion) with BUs
• Support the demand forecasting and supply planning process with BUs, Supply Chain, Quality etc.
• Explore avenues to expand commercialization footprint e.g., Neighboring markets, BD partnerships

Role requirements

• Prior experience in leading the commercialization of Oncology products in India (Sales and / or Marketing)
• Prior experience in leading or supporting the commercialization of (more the better): Public accounts; Market access; SFE; New Products; Business Operations
• Prior experience in directly leading teams
• Prior experience in 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; MBA or advanced degree preferred
• Flexibility to travel for business as needed (e.g., 1-2 weeks per month)

How We Work

Where you work matters - because collaboration, innovation and patient impact happen in many settings. Our roles are structured across four work models: site-essential, site-by-design, field-based and remote-by-design. The model assigned to this role is based on its core responsibilities. Learn more at https://careers.bms.com/ways-of-working.

Supporting People with Disabilities

BMS is dedicated to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace accommodations/adjustments and ongoing support in their roles. Applicants can request a reasonable workplace accommodation/adjustment prior to accepting a job offer. If you require reasonable accommodations/adjustments in completing this application, or in any part of the recruitment process, direct your inquiries to [e-mail] . Visit careers.bms.com/eeo-accessibility to access our complete Equal Employment Opportunity statement.

Candidate Rights

BMS will consider qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.

For roles based in Los Angeles County only:

If you live in or expect to work from Los Angeles County if hired for this position, please visit this page for important additional information: https://careers.bms.com/california-residents/

For roles based in Washington State only:

If you live in