Senior Manager, CRM Sales Excellence Lead

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 Med Tech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.

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 enabler 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.

• 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, bringing requirements into the product model.
• Oversee BU process owners, requirement workshops, and testing coordination; drive alignment on priorities and decisions.
• Determine, with business insight, 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 IT teams; 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.

• 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.

• 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…