Senior Manager, Commercial Capability & Innovation

Becton Dickinson Medical Devices•Vernon Hills, IL

1d•Onsite

About The Position

Reporting to the Director, U.S. Inside Sales, the Senior Manager, Commercial Capability & Innovation serves as the strategic U.S. partner to Business Unit Sales Enablement teams and the Sales Operations & Effectiveness (SO&E) organization, translating commercial priorities into scalable capability, readiness, onboarding, and innovation solutions that improve seller productivity and business performance. This role leads the design, execution, and continuous evolution of commercial capability programs, manager enablement, onboarding experiences, and AI-enabled learning solutions across the U.S. Region. The position is responsible for building repeatable capability development frameworks that accelerate seller ramp, strengthen sales execution, improve pipeline quality, and enhance manager effectiveness. Working closely with Business Units, SO&E, Commercial Excellence, Sales Enablement, HR, IT, and Sales Leadership, this leader evaluates emerging technologies, pilots innovative solutions, and develops scalable operating models that drive measurable business outcomes through capability development, performance improvement, and commercial transformation.

Requirements

Bachelor’s degree required
8+ years of experience in sales enablement, sales operations, commercial training, capability development, business development, or a related commercial function.
Experience designing, implementing, and scaling enablement, onboarding, or capability development programs in a complex, matrixed organization.
Strong understanding of sales processes, pipeline management, sales coaching, CRM adoption, and commercial performance drivers.
Proven ability to translate business priorities into scalable learning, coaching, and performance solutions that drive measurable business outcomes.
Experience partnering with sales leaders, managers, business units, and cross-functional stakeholders to influence change and improve commercial effectiveness.
Strong analytical and problem-solving skills with the ability to interpret data, identify trends, measure impact, and recommend actions.
Demonstrated ability to lead projects, manage multiple priorities, and drive adoption in a fast-paced environment.
Excellent communication, stakeholder management, and executive presentation skills.
Proven ability to lead through influence and build alignment across diverse stakeholder groups.

Nice To Haves

Experience with AI-enabled learning, coaching, or sales enablement technologies.
Experience developing manager enablement, onboarding, or capability-building programs.
Experience in healthcare, medical device, pharmaceutical, or other complex commercial organizations.
Knowledge of adult learning principles, change management, and performance improvement methodologies.
Experience using CRM, learning, and analytics platforms to measure and improve commercial performance.

Responsibilities

Serve as the primary U.S. partner to Business Unit Sales Enablement and SO&E leaders to identify capability gaps, readiness needs, and commercial performance opportunities.
Develop and maintain the U.S. Commercial Capability & Innovation roadmap, aligning enterprise priorities with business unit execution needs.
Partner with commercial leaders to evaluate, pilot, and scale innovative solutions that improve seller productivity, effectiveness, manager capability, and customer engagement.
Lead the governance, execution, and measurement of capability innovation initiatives, ensuring clear success criteria, adoption plans, and business outcomes.
Identify emerging trends, technologies, and best practices that improve commercial performance and enhance the seller experience.
Design and scale AI-enabled learning, coaching, and readiness experiences that support seller development, manager effectiveness, and execution consistency.
Develop manager enablement solutions including facilitation guides, coaching frameworks, certification approaches, role-based learning journeys, assessment tools, and reinforcement strategies.
Leverage digital learning platforms, simulations, role-play technologies, AI-enabled coaching tools, and learning analytics to create scalable and engaging development experiences.
Partner with Sales Enablement, Business Units, and Sales Leadership to drive adoption and sustainment of capability-building programs.
Lead the strategy and continuous improvement of commercial onboarding experiences, ensuring new hires achieve readiness milestones and accelerate time to productivity.
Establish onboarding standards, capability frameworks, and readiness measures that improve ramp effectiveness and early-career performance.
Partner with Sales Leadership, HR, and Business Units to identify skill gaps and implement targeted development solutions throughout the employee lifecycle.
Ensure consistency and alignment across onboarding, training, coaching, and readiness programs.
Define success measures and performance indicators that connect capability investments to business outcomes, including productivity, ramp speed, pipeline generation, sales execution, retention, and employee experience.
Develop executive dashboards, capability scorecards, pilot readouts, and ROI analyses to support leadership decision-making.
Monitor program adoption, learning effectiveness, manager engagement, and business performance metrics to identify opportunities for optimization.
Use performance data, stakeholder feedback, and commercial priorities to drive continuous improvement and inform future investments.
Partner with Business Units, SO&E, HR, Commercial Excellence, IT, and Sales Leadership to translate business priorities into scalable capability solutions.
Lead cross-functional initiatives that improve capability development, manager effectiveness, sales readiness, and commercial execution.
Influence senior stakeholders and build alignment across multiple businesses and functions in support of enterprise objectives.
Drive change management, communication, adoption, and reinforcement activities that ensure successful implementation of new tools, processes, and learning solutions.