Summary:
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.
Key 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 communicator with a strong executive presence.
- High integrity, strong learning agility, and resilience in a fast-changing environment.
Pay Transparency Statement:
At BD, we are committed to supporting our associates’ well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:
- Annual Bonus
- Potential Discretionary LTI Bonus
Health and Well-being Benefits
- Medical coverage
- Health Savings Accounts
- Flexible Spending Accounts
- Dental coverage
- Vision coverage
- Hospital Care Insurance
- Critical Illness Insurance
- Accidental Injury Insurance
- Life and AD&D insurance
- Short-term disability coverage
- Long-term disability insurance
- Long-term care with life insurance
Other Well-being Resources
- Anxiety management program
- Wellness incentives
- Sleep improvement program
- Diabetes management program
- Virtual physical therapy
- Emotional/mental health support programs
- Weight management programs
- Gastrointestinal health program
- Substance use management program
- Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit
Retirement and Financial Well-being
- BD 401(k) Plan
- BD Deferred Compensation and Restoration Plan
- 529 College Savings Plan
- Financial counseling
- Baxter Credit Union (BCU)
- Daily Pay
- College financial aid and application guidance
Life Balance Programs
- Paid time off (PTO), including all required State leaves
- Educational assistance/tuition reimbursement
- MetLife Legal Plan
- Group auto and home insurance
- Pet insurance
- Commuter benefits
- Discounts on products and services
- Academic Achievement Scholarship
- Service Recognition Awards
- Employer matching donation
- Workplace accommodations
Other Life Balance Programs
- Adoption assistance
- Backup day care and eldercare
- Support for neurodivergent adults, children, and caregivers
- Caregiving assistance for elderly and special needs individuals
- Employee Assistance Program (EAP)
- Paid Parental Leave
- Support for fertility, birthing, postpartum, and age-related hormonal changes
Leave Programs
- Bereavement leaves
- Military leave
- Personal leave
- Family and Medical Leave (FML)
- Jury and Witness Duty Leave
Why Join Us?
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive. We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success. To learn more about BD visit _https://bd.com/careers_.
Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.
