Manager, Commercial Governance & Sales Process Excellence
About The Position
The leader of Commercial Governance, Sales Process & CRM Excellence is responsible for defining, maintaining, and enforcing commercial governance standards across zones, CRM excellence practices, global business rules, and operating procedures across the Diagnostics commercial organization. The role ensures consistent execution of sales processes, governance frameworks, CRM adoption standards, data quality expectations, and commercial controls while supporting business transformation and CRM initiatives. Working closely with Country/Region Sales Leadership, CRM Excellence, Finance, HR, IT, and regional commercial teams, the Sales Governance Specialist drives process standardization, CRM effectiveness, governance compliance, data discipline, and continuous improvement across commercial operations. Strong project management experience is essential to translate governance priorities into coordinated execution, align cross-functional stakeholders, manage dependencies and risks, and deliver complex global initiatives on time and within scope.
Requirements
- Bachelor's degree in Business Administration, Finance, Economics, Commercial Operations, or related field.
- 5+ years of experience in: Sales Operations, Commercial Excellence, Sales Governance, Project or program management, including delivery of complex cross-functional initiatives, CRM Excellence, CRM Governance, or CRM adoption programs, Business Process Management.
Nice To Haves
- Diagnostics, MedTech, Healthcare, or Life Sciences experience.
- Salesforce.com experience.
- Experience supporting global commercial organizations.
- PMP, Agile, Lean, or change management certification.
- Experience in customer facing roles within the IVD industry
Responsibilities
- Define and maintain sales governance frameworks, policies, and operating standards.
- Establish governance controls supporting opportunity management, account ownership, territory management, forecasting, and commercial execution.
- Develop and maintain governance documentation, business rules, and standard operating procedures.
- Ensure governance consistency across countries, regions, and business units.
- Define and manage key commercial business rules, including: Account ownership, Territory assignment, Customer segmentation, Sales stages, Opportunity qualification criteria, Forecasting guidelines.
- Evaluate proposed changes and assess business impact.
- Partner with CRM Excellence teams to define CRM standards, usage expectations, and adoption requirements across commercial teams.
- Drive CRM process discipline for account planning, opportunity management, pipeline hygiene, forecasting inputs, and customer engagement tracking.
- Support CRM data quality governance, including completeness, accuracy, timeliness, and consistency of key commercial data fields.
- Identify CRM adoption gaps, process pain points, and enablement needs; recommend corrective actions and continuous improvement opportunities.
- Translate commercial governance requirements into CRM business requirements, workflows, dashboards, and reporting needs.
- Monitor governance adherence across commercial teams.
- Identify governance exceptions and recommend corrective actions.
- Conduct periodic audits of commercial processes and controls.
- Track governance KPIs and report findings to management.
- Lead cross-functional governance, CRM, and process improvement initiatives from planning through implementation and stabilization.
- Develop and maintain project plans, milestones, dependencies, resource needs, decision logs, risks, issues, and executive status updates.
- Coordinate business, IT, Finance, HR, and regional workstreams; clarify ownership, facilitate decisions, and escalate barriers to keep delivery on track.
- Apply structured delivery and change management practices to ensure governance standards are operationalized, adopted, and sustained across countries and business units.
- Support global process harmonization programs.
- Ensure governance requirements are integrated into CRM and digital transformation initiatives.
- Collaborate with CRM Excellence teams to align platform functionality with governance standards.
Benefits
- medical insurance
- dental insurance
- vision insurance
- 401(k) retirement plan
- life insurance
- long-term and short-term disability insurance
- paid parking/public transportation
- paid time off
- paid sick and safe time
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What This Job Offers
Job Type
Full-time
Career Level
Manager
