Senior Manager, CRM Sales Excellence Lead

About the role

Senior Manager, CRM Sales Excellence Lead defines and drives the process-excellence strategy and agenda for the global lead-to-quote process, on a common blueprint that standardizes the core while enabling approved local variation. The role leads end-to-end lead-to-quote process optimization with CRM as the key enablers and serves as the primary liaison between business and business-unit process owners and the CRM product model. Operating globally, this role partners closely with BU and regional leadership to identify process-improvement opportunities, translate them into product features and user stories, and measure and report on outcomes. It is the connective tissue between commercial strategy and technical delivery.

Responsibilities

• Process-Excellence Strategy & Optimization
• Define and drive Sales process-excellence strategy and agenda on a common blueprint - standardize the core, govern approved local and business-unit variation.
• Lead end-to-end lead-to-quote process optimization with CRM as the key enabler, partnering closely with supporting teams to deliver on objectives.
• Use proven templates and methodologies as the model to scale consistent process and reporting across capital equipment and consumable business models and nuanced regions.
• Business Partnership & Liaison
• Partner with BU and regional leadership to identify process-improvement opportunities across customer engagement and opportunity/pipeline management.
• Serve as the primary liaison to BU and regional process owners (e.g., PI, MMS, regional leads), bringing requirements into the product model.
• Oversee BU process owners, requirement workshops, and testing coordination; Drive/facilitate alignment on priorities and drive decisions.
• Determine, with business intimacy, whether a robust configured solution or a simpler process best fits a given need - ensuring architecture decisions are business-led.
• Requirements Translation & Standardization
• Translate process requirements into product features and user stories in partnership with TDS/IT teams.
• Partner with the regional Product Owner / Leads to sequence work and align global and regional priorities.
• Own standardization and adoption, ensuring sustained usage and measurable business impact.
• Measurement & Reporting
• Measure and report on process performance and CRM utilization metrics.
• Track adoption and cycle-time improvement against baselines; surface insights that inform the roadmap.
• Partner with Change Lead to drive change management and business-readiness activities to embed new ways of working.
• Minimum Required:
• Bachelor's degree in Business, Information Systems, Engineering, or related field (or equivalent professional experience).
• 7+ years of experience in commercial process design, business analysis, CRM, consulting, or Sales transformation within large, global organizations.
• Demonstrated experience standardizing commercial processes across multiple business units or regions, preferably in Med Device or Life Sciences organizations.
• Strong facilitation skills with proven ability to run workshops and drive cross-functional decisions.
• Demonstrated ability to operate effectively and influence without authority in a matrixed environment.
• Willingness and ability to travel up to 30% (Domestic/international) of the time to present in person for workshops, program forums, and key engagements.
• Preferred Skills & Experience:
• Experience with CRM platforms (e.g., Salesforce, Dynamics CRM preferred) and lead-to-quote processes.
• Knowledgeable on the intersections and hand-offs that exist with Marketing, CPQ, CLM, and other downstream/upstream teams to get a holistic 360 degree view of the customer.
• Experience translating business requirements into product backlogs in an Agile delivery environment.
• Familiarity with how mature sales organizations leverage AI to enhance productivity and leverage insights for more intelligent decision making.
• Ideal Candidate Leadership Attributes:
• Comfortable operating amid ambiguity, incomplete data, and evolving enterprise priorities.
• Commercially grounded, people-first leader with strong business acumen.
• Curious and innovative, with the ability to push boundaries while navigating governance and risk.
• Trusted partner who collaborates effectively and constructively challenges when needed.
• Strong ownership mindset - treats the strategy, the budget, and the governance as theirs to defend.
• Data-driven decision-maker who translates insights into action.
• Clear, concise com

Benefits

Additional Information

We are the people who give possibilities purpose BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it's no small feat. It takes the imagination and passion of all of us-from design and engineering to the manufacturing and marketing of our billions of MedTech products per year-to look at the impossible and find transformative solutions that turn dreams into possibilities. Job Description

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at Becton Dickinson? Share your experience