Associate Director, Field Strategy & GTM Solutions

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.

Key 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.

Key Qualifications & Experience:

• 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.

• 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 biop