Manager - Commercial Excellence

BD; Gurugram District; On-site; INR 1,200,000 - 2,100,000; Full time

Job summary

BD Gurgaon is seeking a Country Commercial Excellence Manager to optimize GTM execution, drive CRM excellence, and build analytics capability. You will partner with Country Leaders, Sales, Marketing, and the APAC ComEx leader to cascade regional practices locally.

You will lead segmentation, territory design, incentive modelling, and data-driven decision making, while owning SFDC and Power BI governance and delivering targeted capability programs.

Qualifications

• Bachelor’s degree in Business, Economics, Data Science, IT, or related field; MBA preferred
• 5+ years in MedTech/Pharma CRM/ComEx roles
• Experience in Commercial Excellence management or Business Operations at country/region level
• Knowledge of sales force effectiveness concepts: call planning, segmentation, territory management
• Understanding of CRM systems (SFDC) and BI tools, data visualization

Responsibilities

• Go-To-Market Strategy, Customer Segmentation & Territory Deployment Excellence
• Lead segmentation, account profiling, and GTM strategy with Sales
• Track core sales activity metrics: call frequency, field days, visits
• Own SIP governance: incentive modelling, targets, data validation (IMS, TS, FDS)
• Ensure funnel discipline: stage accuracy and opportunity hygiene
• Design and deliver sales capability programs (CRM use, funnel mgmt)
• Lead monthly commercial reporting: dashboards, trends, pipeline insights
• Admin for SFDC and Power BI: data hygiene, access, reassignment

Skills

CRM systems

Power BI

SFDC

Sales forecasting

Territory management

Analytics

Education

Bachelor's degree

MBA

Tools

SFDC

Power BI

IMS

TS

FDS

Job description

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

We are the people who give possibilities purpose

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

Job Description

Position Summary (Purpose and Fundamental Goals of the Position):

The Country Commercial Excellence Manager strengthens commercial performance by driving GTM optimization, sales efficiency, CRM excellence, analytics, and capability building. The role partners with the Country Business Leader, Sales Managers, Marketing, and Regional ComEx. This role also serves as the primary country conduit to the APAC Commercial Excellence Leader, ensuring regional strategies, governance standards, and best practices are effectively cascaded, localized, and executed within the country.

Key Responsibilities

• Go‑to‑Market Strategy, Customer Segmentation & Territory Deployment Excellence

Lead country segmentation, account profiling, and partner with Sales team to excute GTM strategy. Drive territory design, rep allocation, and coverage optimization to maximize market reach. Monitor execution of GTM plans and recommend adjustments to improve effectiveness.

• Track core sales activity metrics such as call frequency, field days, and visit effectiveness.

• Own SIP governance, including incentive modelling, target setting, and data validation using IMS, TS, and FDS.

• Ensure strong funnel discipline via stage accuracy, SNACK-based review cadence, and opportunity hygiene.

• Design and deliver targeted sales capability programs (selling skills, CRM usage, funnel management).

• Lead monthly commercial reporting: performance dashboard, IMS/FDS trends, pipeline insights, and productivity indicators.

• Serve as country admin for SFDC and Power BI: data hygiene, user access, account reassignment, and troubleshooting.

• Other Responsibilities

Support cross-functional commercial initiatives, continuous improvement efforts, and other business-critical tasks as assigned. (Kept intentionally broad)

Qualifications, Required Knowledge & Experience

• Bachelor’s degree in Business, Economics, Data Science, IT, or related field; MBA preferred
• Minimally 5 years of proven experience in the MedTech/Pharmaceutical industry in CRM/ComEx function(s)
• Previous role in Comerciall Excellence management and/or Business Operations management in a country or region (essential)
• Demonstrable knowledge of sales force effectiveness / excellence concepts including (but not limited to): call planning, segmentation and targeting, territory management, account management, action plans
• In-depth understanding of sales and marketing processes, CRM systems (eg. SFDC) and business intelligence tools
• Strong analytical and strategic thinking skills, with the ability to translate data into actionable insights; with hands‑on usage of visualizing/presenting data (eg. Power BI, etc.)
• Proven track record of successfully project managing and leading cross-functional teams and driving commercial excellence initiatives
• Excellent communication and interpersonal skills, with the ability to influence and collaborate effectively with stakeholders. Proficiency in English and local country language, other languages a plus
• Effective in training development and impactful delivery to teach and communicate concepts, skills and competencies
• Must be results oriented and able to prioritize multiple initiatives in a fast-paced environment; can execute plans and initiatives independently

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.

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.

Required Skills

Optional Skills

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Primary Work Location

IND Gurgaon - Signature Towers B

Additional Locations

Work Shift