Manager - Commercial Excellence

Becton Dickinson; Gurugram District; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Waters is seeking a Country Commercial Excellence Manager to strengthen commercial performance by driving GTM optimization, sales efficiency, CRM excellence, and analytics. You will collaborate with the Country Business Leader, Sales Managers, Marketing, and regional ComEx to cascade regional strategies locally.

You will own data analytics, Power BI dashboards, and CRM governance, ensuring data integrity and effective sales enablement across the country.

Qualifications

• Bachelor’s degree in business, economics, data science, IT or related field; MBA preferred.
• Minimally 5 years of proven experience in MedTech/Pharma CRM/ComEx roles.
• Experience in country/ regional Commercial Excellence management or operations.
• Knowledge of sales force effectiveness concepts: call planning, segmentation, territory mgmt.
• Deep understanding of sales/marketing processes, CRM systems (e.g. SFDC) and BI tools.
• Strong analytical/strategic thinking with data visualization skills.
• Proven track record in managing cross‑functional projects and teams.
• Excellent communication and interpersonal skills; fluent English and local language.

Responsibilities

• Go‑to‑Market strategy, segmentation, territory deployment; partner with Sales to optimize GTM.
• Track sales activity, analyze productivity gaps, improve cadence and performance.
• Own SIP governance, incentive modelling with data validation and payout accuracy.
• Maintain funnel discipline, forecast reliability, and SFDC pipeline hygiene.
• Design and deliver sales capability programs; deploy global/regional methodologies.
• Lead monthly reporting with Power BI dashboards and data quality governance.
• Manage SFDC and Power BI administration; support system upgrades and adoption.

Skills

Analytical thinking

Strategic thinking

Project management

Cross-functional

Communication skills

SFDC CRM

Power BI

Data visualization

Bilingual English/local

Education

Bachelor's degree in Business/Economics

MBA preferred

Tools

SFDC

Power BI

MS Excel

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.
• Sales Productivity, Field Force Optimization & Activity Effectiveness Track core sales activity metrics such as call frequency, field days, and visit effectiveness. Analyze productivity gaps and recommend improvements to strengthen sales cadence. Benchmark performance across teams and support Sales Managers with targeted improvements.
• Sales Incentive Design, Governance & Performance Alignment Own SIP governance, including incentive modelling, target setting, and data validation using IMS, TS, and FDS. Partner with HRBP for quarterly data uploads and ensure accuracy of payout calculations. Support refinement of Strategic Growth Drivers and incentive structure.
• Opportunity Funnel Discipline, Forecast Integrity & SFDC Pipeline Management Ensure strong funnel discipline via stage accuracy, SNACK‑based review cadence, and opportunity hygiene. Lead pipeline analysis (creation, aging, velocity, conversion) and drive forecast reliability. Identify stalled deals and partner with Sales Managers to resolve blockers.
• Commercial Capability Building, Sales Methodology & Training Excellence Design and deliver targeted sales capability programs (selling skills, CRM usage, funnel management). Partner with regional teams to deploy global/regional sales methodologies. Track adoption and effectiveness of training initiatives.
• Business Intelligence, Data Analytics & Commercial Performance Management Lead monthly commercial reporting: performance dashboard, IMS/FDS trends, pipeline insights, and productivity indicators. Maintain and enhance Power BI dashboards for real‑time analytics. Improve data quality and ensure integrity of master data and commercial reports.
• CRM Stewardship, Data Governance & Digital Commercial Tools Enablement Serve as country admin for SFDC and Power BI: data hygiene, user access, account reassignment, and troubleshooting. Support system enhancements, upgrades, and local deployment of new features. Strengthen data governance and ensure consistent adoption of CRM tools.
• 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.

Primary Work Location IND Gurgaon - Signature Towers B Additional Locations Work Shift BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state‑of‑the‑art technology and cutting‑edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.