Commercial Operations Director (COD)

Bristol-Myers Squibb Co; Mumbai; On-site; INR 5,000,000 - 9,000,000; Full time

Job summary

Bristol Myers Squibb India is seeking a seasoned Commercial Operations leader to drive end-to-end oncology commercialization, public accounts, and market access across India. The role requires strong leadership and strategic thinking to align pricing, governance, and launches.

The incumbent will manage cross-functional teams, coordinate with BUs and external partners, and travel 1–2 weeks per month as needed to accelerate product access and business growth.

Qualifications

• 15+ years experience in Pharma MNCs in India.
• Experience in leading commercialization of Oncology products.
• Experience in public accounts, market access, SFE, New Products, Business Operations.
• Experience in directly leading teams.
• Flexibility to travel 1–2 weeks per month.
• Bachelor’s degree required; MBA preferred.

Responsibilities

• Own end-to-end commercialization activities for Oncology products in India.
• Lead/coordinate Public Accounts, Market Access, SFE and New Product planning.
• Drive pricing strategies and government pricing approvals.
• Oversee distributor operations and demand forecasting with BUs.
• Lead the annual Sales Incentive Program and track KPIs.

Skills

Leadership experience

Strategic thinking

Strong communication

Cross-functional collaboration

Analytical skills

Travel flexibility

Education

Bachelor's degree

MBA or advanced degree

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 or expect to work from Washington State if hired for this position, please visit this page for important information about the Washington Fair Chance Act.

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R1608207 : Commercial Operations Director (COD) Data Privacy Link

We’re creating innovative medicines for patients fighting serious diseases. We’re also nurturing our own diverse team with inspiring work and challenging career options. No matter the role, each one of us makes a contribution. And that makes all the difference.