Director, GTM Strategy, Segmentation & Operations

Merck & Co.; Whippany (NJ); On-site; USD 178,000 - 266,000; Full time

Benefits offered by this job

Health care

Vision

Dental

Retirement

PTO

Sick leave

Job summary

Bayer in Whippany, NJ is seeking a Director Go-to-Market Strategy, Segmentation and Operations to shape and operationalize the commercial GTM framework across U.S. Pharma brands.

You will lead segmentation, targeting, field deployment, and AI-enabled enhancements to enable precise and scalable field execution. The role collaborates with Field Operations, Customer Engagement, Product & Pipeline Leadership, and senior leaders to translate complex business needs into streamlined, scalable solutions

Qualifications

• Bachelor’s degree required.
• Experience in pharma/biotech, commercial ops, analytics, or related fields.
• Subject matter expert in GTM platforms and territory alignment technologies such as Javelin/JTD, Alignstar, Veeva Align, or other industry-standard solutions.
• Strong analytical capability with advanced Excel mastery (pivot tables, complex formulas, modeling), enabling rigorous data analysis to support GTM design, segmentation, and operational decision-making.
• Strong understanding of segmentation, targeting, GTM models.
• Ability to lead cross-functional initiatives.
• General understanding of Sales Incentive Compensation (IC) and how Go-to-Market strategy, targeting, and segmentation directly inform IC design, measurement, and field engagement.
• Exceptional communication skills.

Responsibilities

• Lead the design, implementation, and evolution of GTM models that maximize field impact and align with business strategy, resource constraints, and market conditions.
• Manage quarterly updates and structural changes by assessing business trends, volume shifts, and competitive pressures, ensuring the model remains adaptive and relevant.
• Provide strategic oversight of deployment plans, ensuring recommendations are grounded in data, operationally feasible, and clearly communicated to field leadership.
• Drive cross-functional alignment with CE, Data, and Field Ops to ensure GTM changes are properly integrated into systems, processes, and field guidance materials.
• Develop and maintain forward-looking segmentation and targeting strategies that align to brand objectives, therapeutic context, and customer insights, ensuring that recommendations directly shape commercial priorities.
• Serve as a strategic advisor to brand squads, Customer Engagement, and cross-functional partners-translating complex data and market dynamics into clear strategic direction.
• Evaluate segmentation effectiveness through ongoing analytics and performance monitoring; proactively identify opportunities to refine and optimize targeting approaches.
• Translate strategic insights into executable field actions by partnering with analytics, CE, and Field Ops to operationalize enhancements at scale.

Skills

GTM platforms

Territory alignment

Excel mastery

Cross-functional leadership

Communication skills

Education

Bachelor's degree

Tools

Javelin/JTD

Alignstar

Veeva Align

Job description

Bayer in Whippany, NJ is seeking a Director Go-to-Market Strategy, Segmentation and Operations to shape and operationalize the commercial GTM framework across U.S. Pharma brands.

You will lead segmentation, targeting, field deployment, and AI-enabled enhancements to enable precise and scalable field execution. The role collaborates with Field Operations, Customer Engagement, Product & Pipeline Leadership, and senior leaders to translate complex business needs into streamlined, scalable solutions