Manager, Commercial Integration & Onboarding

Becton Dickinson Medical Devices•San Antonio, TX

About The Position

The Manager, Commercial Integration & Onboarding leads critical integration workstreams and manages sales onboarding capabilities for the ADx and WBD divisions as they integrate with Waters. The role is accountable for vendor credentialing, onboarding and offboarding, training coordination, vendor management, and end-to-end commercial process excellence. It partners with commercial leaders and teams across Sales, Sales Operations, Contracting, Client Services Finance, Marketing, and IT to improve service delivery, reduce operational friction and commercial risk, support sales productivity, and maintain business continuity through organizational change. The manager drives process standardization, continuous improvement, data quality, compliance, and alignment with corporate and financial systems. Responsibilities include optimizing the connection between Sales Onboarding, Contracting, and the broader order-to-cash workflow; leading enterprise-scale projects and transition planning; representing the function in business application requirements, testing, and implementation; and supporting enterprise platforms such as SAP S/4HANA. The position also oversees the sales onboarding and offboarding lifecycle, including Day 1 readiness, training and learning coordination, system administration, and administrative controls. The role establishes and governs vendor credentialing programs and workflows, supports customer access and compliance continuity, and works with Legal, HR, Compliance, Sales, customers, and vendors to address requirements and operational risks. It develops commercial operations strategies and roadmaps, leads change management and user adoption, and owns team goals, KPIs, service levels, and performance reporting while coaching and developing a high-performing team. In the first 30 days, the manager is expected to map the vendor credentialing lifecycle, complete knowledge transfer, gather requirements, plan the transition services agreement cutover, support integration activities, and build stakeholder relationships. Within 90 days, the manager is expected to take over governance of onboarding, offboarding, and credentialing programs without disrupting field access. Within the first year, the manager will support transitional onboarding, develop future-state processes, and serve as a business anchor for Waters Biosciences integration activities.

Requirements

Bachelor's degree in Business, Analytics, Information Systems, Finance, Data Science, or a related field.
At least 10 years of experience in Sales Operations, Commercial Operations, Business Analytics, CRM Administration, or related functions.
Advanced experience leading continuous improvement, automation, and AI initiatives.
Demonstrated ability to analyze business data and provide actionable recommendations.
Experience presenting insights and business recommendations to leadership teams and stakeholders.
Strong analytical, problem-solving, project management, and communication skills.
Ability to manage multiple priorities and work effectively in a fast-paced environment.

Nice To Haves

Experience in life sciences, diagnostics, healthcare, biotechnology, or pharmaceutical industries.
Experience supporting ERP and CRM platforms such as SAP S/4HANA.
Experience with Celonis or other process orchestration tools.
Demonstrated experience leading teams, external vendors, and highly cross-functional stakeholders in field-facing and customer-facing organizations during periods of change.

Responsibilities

Map, optimize, and manage friction points between Sales Onboarding, Contracting, and the broader order-to-cash workflow to accelerate time-to-revenue and improve data integrity.
Evaluate commercial policies, technology stacks, and service models; develop and execute a continuous improvement roadmap for lead-to-invoice workflows.
Lead enterprise-scale projects from planning through execution, defining scope, milestones, risks, stakeholder alignment, and financial and operational outcomes.
Develop transition plans addressing operating-model impacts, contracting harmonization, stakeholder readiness, risk mitigation, and commercial continuity.
Represent Sales Onboarding and Commercial Integration in business application requirements gathering, user acceptance testing, implementation, and stakeholder readiness.
Lead centralized onboarding, offboarding, internal transfer, and role-change support processes.
Ensure Day 1 readiness for new hires and transfers, including system access, physical assets, compliance training, and administrative setups.
Coordinate training, compliance reporting, and learning records with business, service, learning, and support teams.
Administer field support databases, role changes, notifications, and operational records; support system upgrades and interface testing.
Manage timekeeping or payroll-support administration, issue resolution, reporting, and process controls where applicable.
Establish vendor credentialing contractual relationships, associate profiles, and workflows for the February 2027 transition deadline.
Lead the vendor credentialing strategy to protect customer account access, field readiness, and compliance continuity.
Own credentialing governance, prioritization, process standards, and service expectations.
Develop scalable processes for credentialing renewals, documentation, institutional attestations, background checks, and compliance records.
Partner with Legal, HR, Compliance, Sales, and customer-facing leaders to review credentialing contract terms, assess operational risk, and recommend actions.
Engage directly with customers and vendors to streamline access requirements, resolve commercial barriers, and improve sales access outcomes.
Develop sales onboarding and commercial operations strategies, initiatives, and project roadmaps aligned with business growth goals.
Lead change management, corporate communications, and targeted training for adoption of new processes, contracting models, and integrated systems.
Own team goals, KPIs, service levels, and performance reporting; lead, coach, develop, and retain a high-performing team.
Partner with Sales, Commercial Operations, Finance, Customer Service, Marketing, and IT; translate business requirements into scalable system, reporting, and process solutions.
Develop and maintain user documentation, training resources, and process guides; train and support end users in commercial systems.
Liaise between business stakeholders and technical teams to support successful commercial initiatives.
Map the vendor credentialing lifecycle, complete knowledge transfer, gather agency requirements, and create a time-bound plan for the transition services agreement cutover.
Support WBD Americas integration activities by identifying needs, prioritizing issues and actions, and contributing as needed.
Assume daily governance of sales onboarding, offboarding, and vendor credentialing programs without disrupting field access.
Support transitional onboarding, develop and implement future-state processes, and align commercial systems and process upgrades with corporate reporting and compliance standards.