Associate Director, Field Strategy & GTM Solutions

Bristol Myers Squibb • Princeton, NJ

4d • $167,540 - $203,013

About The Position

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 . Position Summary: The Associate Director, Field Strategy & GTM Solutions will play a critical role in shaping the commercial go‑to‑market model and designing future‑fit field deployment strategies across therapeutic areas. This role will lead the development of innovative structural solutions, coverage frameworks, and scenario planning that enhance customer engagement effectiveness. The individual will partner closely with cross-functional leaders to ensure that the field model is optimally configured to support brand priorities, organizational strategy, and evolving marketplace dynamics. This position is strategic in nature and does not include operational execution responsibilities.

Requirements

• Bachelor’s degree in Business, Analytics, Engineering, or related field.
• 7–10+ years of experience in Commercial Strategy, Field Effectiveness, GTM, Sales Operations, or similar roles.
• Strong knowledge of territory design principles, segmentation/targeting, field deployment models, and geo‑analytics.
• Demonstrated experience in complex cross-functional leadership and influencing stakeholders at multiple levels.
• Ability to transform business needs into technical requirements for IT and analytics partners.
• Experience working with data platforms, analytics tools, and alignment-related systems (Veeva, Xponent, APLD, PTD, SR, SNR, or similar).
• Experience supporting both US and International commercial field organizations.
• Strategic thinking & systems mindset
• Analytical and conceptual problem-solving
• Cross-functional collaboration
• Stakeholder influence & executive communication
• Change leadership
• Global mindset and cultural adaptability
• Product and process ownership

Nice To Haves

• Exposure to AI/ML-driven optimization or scenario modeling.
• Strong understanding of commercial data sets (claims, affiliations, HCP universes, managed markets).
• Prior experience in a matrixed, global biopharma environment.

Responsibilities

• Lead enterprise-level GTM strategy development, including field structure recommendations, deployment modeling, and customer-facing footprint design.
• Evaluate and optimize field roles, configurations, and engagement pathways to ensure the model advances brand, portfolio, and customer needs.
• Conduct market, competitive, and customer behavior assessments to inform structural choices and GTM evolution.
• Develop frameworks for territory constructs, coverage philosophies, and resource distribution principles—supporting organizational-level decisions on how field teams are structured and deployed.
• Partner with Commercial/Sales, Insights & Analytics, WCx, BIT/CE3 to evaluate multiple deployment scenarios that improve engagement efficiency and effectiveness.
• Create scalable, repeatable methodologies for future structural planning and long-term commercial model evolution.
• Serve as a strategic thought partner to Commercial/Field Leadership, providing clarity on field-model tradeoffs, structural alternatives, and scenario implications.
• Collaborate with Field Leadership, Brand Teams, Incentive Compensation, Alignment Operations, Digital/Data Science, BIT/CE3 to ensure model recommendations seamlessly integrate into downstream operating plans.
• Guide leadership through decision points by synthesizing complex data into clear, actionable recommendations.
• Drive innovation in field-structure design, including advanced segmentation frameworks, coverage logic, and scenario testing tools.
• Help establish modern planning capabilities, including simulation models and digital frameworks that enhance strategic planning cycles.
• Support enterprise readiness for shifts in customer channels, omnichannel models and emerging engagement paradigms.

Benefits

• Health Coverage: Medical, pharmacy, dental, and vision care.
• Wellbeing Support: Programs such as BMS Well-Being Account, BMS Living Life Better, and Employee Assistance Programs (EAP).
• Financial Well-being and Protection: 401(k) plan, short- and long-term disability, life insurance, accident insurance, supplemental health insurance, business travel protection, personal liability protection, identity theft benefit, legal support, and survivor support.
• Work-life benefits include: Paid Time Off US Exempt Employees: flexible time off (unlimited, with manager approval, 11 paid national holidays (not applicable to employees in Phoenix, AZ, Puerto Rico or Rayzebio employees) Phoenix, AZ, Puerto Rico and Rayzebio Exempt, Non-Exempt, Hourly Employees: 160 hours annual paid vacation for new hires with manager approval, 11 national holidays, and 3 optional holidays Based on eligibility, additional time off for employees may include unlimited paid sick time, up to 2 paid volunteer days per year, summer hours flexibility, leaves of absence for medical, personal, parental, caregiver, bereavement, and military needs and an annual Global Shutdown between Christmas and New Years Day. All global employees full and part-time who are actively employed at and paid directly by BMS at the end of the calendar year are eligible to take advantage of the Global Shutdown.
• Eligibility Disclosure: T he summer hours program is for United States (U.S.) office-based employees due to the unique nature of their work. Summer hours are generally not available for field sales and manufacturing operations and may also be limited for the capability centers. Employees in remote-by-design or lab-based roles may be eligible for summer hours, depending on the nature of their work, and should discuss eligibility with their manager. Employees covered under a collective bargaining agreement should consult that document to determine if they are eligible. Contractors, leased workers and other service providers are not eligible to participate in the program.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level