Manager, Commercial Governance & Sales Process Excellence

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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.

Key Responsibilities

Sales Governance Management


* 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.

Business Rules Ownership


* 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.

CRM Excellence & Adoption


* 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 reporti...