Head, Business Operations

Working with Us Challenging. Meaningful. Life-changing. Those aren’t words that are usually associated with a job. But working at Bristol Myers Squibb is anything but usual. Here, uniquely interesting work happens every day, in every department. From optimizing a production line to the latest breakthroughs in cell therapy, this is work that transforms the lives of patients, and the careers of those who do it. You’ll get the chance to grow and thrive through opportunities uncommon in scale and scope, alongside high-achieving teams. Take your career farther than you thought possible. Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives. Read more: careers.bms.com/working-with-us. Head, Business Operations, India is responsible for co-creating/developing and leading the commercial growth strategy for the existing as well as new/planned product portfolio by identifying business opportunities and risks and setting overall direction to meet the needs of the company, patients and families, healthcare professionals, payers, and other stakeholders in India. This position has a key role in the business strategy and overall financial success of the company. This position works closely together with BMS India Leadership Team and being an integral member of India Leadership Team (Operating Committee) thereof to ensure alignment, synergies, and collaboration. Also, this role will be key to maximize effectiveness of commercial activities undertaken by BMS India through strong Business Intelligence (Market Research), Customer interactions (including multi-channel strategy), Sales Force Effectiveness/Efficiencies (SFE), innovation and planning. This role will be an both an advisor and execution lead for cross functional commercial growth/expansion related initiatives. Key Role Accountabilities: Strategy/Business Planning • Drive the long-term strategic brand planning processes to ensure optimal life-cycle management of in-line as well as new launch products. • Own the company's short-term/long-term strategic plan and manage the execution of all the workstreams/projects critical to achieving these objectives. • Provides leadership, influence, and direction to help achieve/exceed strategy plan aspirations and proactively refine the strategy based on internal and external developments. • Evaluate global product portfolio and create launch pipeline for India, including business case creation and getting buy-in from stakeholders in India and globally; Manage launch process & timelines. • Provide input and monitor the smooth execution of pipeline acceleration plans across existing and new therapeutic areas. • Drive and own the market intelligence and create strategies based on the insights. • Ensure seamless business/financial planning during budgeting, strategic alignment, and projection cycles. • Conceptualize, co-create and execute new/innovative business models and solutions in India (e.g. Partnerships, Digital) • Identify critical business opportunities and effectiveness needs, develop, and implement effective strategies that drive performance and long-term growth and productivity priorities. • Manage BMS India cross-functional projects to support planning and execution of integrated business strategies to augment commercial performance. • Act as a strong and active contributor at Operating Committee forum to support shaping the present and the future of the local BMS organization. • Ensure BMS India preparedness for all critical strategy discussions with global and regional leaders. Insights, Analytics and Performance Monitoring * Develop and monitor key performance indicators (KPIs) to track the effectiveness of strategic initiatives. * Provide regular reports to senior management. Sales Force Effectiveness & Customer Satisfaction • Continually monitor KPIs to monitor and where needed enhance field force effectiveness. • Optimise field resources and training for the sales team. • Coordinate development and implementation of the sales incentive program. • Drive initiatives related to gathering and interpreting customer insights (e.g. NPS, market research) • Drive deployment of innovative customer engagement tools, develop and implement multi-channel & digital strategy for India. Oversight of Market Access, Pricing and PAP • Drive pricing as a key strategic pillar within the Market Access framework for maximizing the value of BMS products/assets • Identification of underlying business needs and access challenges to cross-functionally lead and develop pricing & patient assistance proposals & cases which support asset maximization from a local country perspective • Ensuring all internal pricing requirements & governance are completed and are in order • Evaluate & keep track of competitor pricing strategies/trends and future evolution within the innovator/patented pharma space • Oversee the implementation and execution of BMS India PAP programs for all products. • Ensure running of PAP in compliance with SOPs Oversight of Field Employees Training & Development • Identify and implement new Selling Model/ Go-To market strategy and overall Business Excellence Framework • Translates business strategy into operational goals and objectives for sales force size, structure and models • Consult and help to optimize sales force resource allocation and territory alignments to maximize business potential. • Co-create & drive KPIs, measure and interpret effectiveness/efficiencies in consultation with business/medical team. • Manage and drive training & development conventions, with specific regard to field based sales and medical team effectiveness • Coordinate development and implementation of motivation tools and incentive compensation/bonus system for sales force. Support implementation and control of compliant processes. Role Qualifications: • Undergraduate degree preferred in any technical or scientific or business/finance management area (Preferred: Engineering/Medical/Finance/Business); Postgraduate in Management from a reputed business school. • 10-12+ years of pharmaceutical industry experience of which, 5+ years in management consulting as an Engagement Manager/Principle (or other equivalent roles) in management consulting assignments with strategy consulting firms (e.g. McKinsey, BCG, Bain, Kearney, L.E.K, EY, IQVIA etc.). • Candidates with commercial experience are also welcomed to apply • Leadership experience in selecting, leading, developing, motivating, and achieving results through teams. • Success in effectively communicating and influencing decisions with senior management. • Good knowledge of the pharmaceutical industry, broad and in-depth understanding of the healthcare system. • Knowledge of market research principles and dynamics & Multi Channels. Skills: • Strategic Agility: Creates a clear purpose, vision, strategies, and key priorities for competing successfully in the evolving pharmaceutical and health care industry. • Intellectual Curiosity and Learning Agility: Proven history of seeking out new information and learning quickly – ability to absorb new concepts, analyze data and ask insightful questions to make effective decisions-experiments. • Impact and Influence: Builds personal credibility and strong working relationships through quality of contributions, trustworthiness, openness, and candor. Breaks barriers and influences across organizational and/or geographical boundaries leading to efficiency, effectiveness, and nimbleness for maximized organizational performance. • Collaboration with matrix team • Leading Transformation and Change: Demonstrated success in shifting a business or company’s strategy, mindset, culture, process and focus to ensure commitment to continuous improvement, innovation, accountability, and nimbleness. Actively engages and aligns others to support the change and take an organization to where it needs to go. • Decision Making: Utilizes an effective decision-making process, demonstrates superb judgment, decisiveness and applies a combination of analysis, wisdom, experience, and judgment that enhance the success of Bristol-Myers Squibb. • Communication: Communicates articulately, credibly, and convincingly. • Business Acumen and Savvy: Demonstrates proven skill in growing buisness and setting up controls. • Execution Skills: Demonstrated success in driving execution of key priorities and plans through a global matrix organization by establishing expectations for work and contingency plans and metrics, setting high standards and holding team members accountable for results, behaviors, and continuous improvement. If you come across a role that intrigues you but doesn’t perfectly line up with your resume, we encourage you to apply anyway. You could be one step away from work that will transform your life and career. Uniquely Interesting Work, Life-changing Careers With a single vision as inspiring as “Transforming patients’ lives through science™ ”, every BMS employee plays an integral role in work that goes far beyond ordinary. Each of us is empowered to apply our individual talents and unique perspectives in a supportive culture, promoting global participation in clinical trials, while our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues. On-site Protocol BMS has an occupancy structure that determines where an employee is required to conduct their work. This structure includes site-essential, site-by-design, field-based and remote-by-design jobs. The occupancy type that you are assigned is determined by the nature and responsibilities of your role: Site-essential roles require 100% of shifts onsite at your assigned facility. Site-by-design roles may be eligible for a hybrid work model with at least 50% onsite at your assigned facility. For these roles, onsite presence is considered an essential job function and is critical to collaboration, innovation, productivity, and a positive Company culture. For field-based and remote-by-design roles the ability to physically travel to visit customers, patients or business partners and to attend meetings on behalf of BMS as directed is an essential job function. 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 adastaffingsupport@bms.com. Visit careers.bms.com/eeo-accessibility to access our complete Equal Employment Opportunity statement. Candidate Rights BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area. 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/ Data Protection We will never request payments, financial information, or social security numbers during our application or recruitment process. Learn more about protecting yourself at https://careers.bms.com/fraud-protection. Any data processed in connection with role applications will be treated in accordance with applicable data privacy policies and regulations. If you believe that the job posting is missing information required by local law or incorrect in any way, please contact BMS at TAEnablement@bms.com. Please provide the Job Title and Requisition number so we can review. Communications related to your application should not be sent to this email and you will not receive a response. Inquiries related to the status of your application should be directed to Chat with Ripley. R1603828 : Head, Business Operations