Job Description Summary

Job Description

We are the makers of possible

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.

We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us.

Director, CRM Excellence – US Region

Reporting to the VP, Sales Enablement – US Region, the Director, CRM Excellence - US Region will be responsible and accountable for leading efforts across the US region to drive CRM (Salesforce.com) adoption within the commercial organization to accelerate future growth.  This associate will serve as a key leader on the USR Sales Enablement Leadership team and will collaborate with leaders across the commercial organization to develop, deploy and implement key CRM solutions that will improve adoption, enhance our seller & customer experience, improve funnel management rigor and accelerate funnel velocity. This individual will also work in collaboration with the global product model team for alignment, planning, and execution of the US Region commercial enablement strategic priorities. This person will be responsible for aligning the technology roadmap to the USR Sales Enablement strategy working through the Global product model team and the SAFe Agile methodology for development.  Reporting to this role will be CRM and CLM analysts that are the liaison between the business stakeholders for CRM and CLM and the global product model team.

Role Responsibilities

• Create/deploy tools and measure/communicate against key CRM Excellence initiatives that will improve organizational effectiveness and accelerate growth through funnel rigor.

• On a monthly basis, report out to CCO, Business Unit and US Region on initiatives in motion, progress against those initiatives, needs from the commercial team and go-forward plans.

• Lead US Region strategy to enhance Customer 360, Contact Mgmt and user experience through the CRM (Salesforce.com).

• Lead any applicable CRM adoption/utilization campaigns that will drive behavioral change for the US Selling organization.

• Through strong change management skills, identify and implement strategies and to drive adoption of the CRM platform.

• Build and leverage dashboards that represent CRM adoption regionally and communicate insights and actions to be taken based on the data.

• Working with TGS and Global Technology teams, lead effort to develop, deploy and communicate technology enhancements that will drive towards improved CRM utilization, experience and adoption.

• Lead interactions and engagements with our Sales VPs/AVPs to determine technology needs and enhancements to improve field-level productivity.

• Work with USR commercial leadership and enablement team to develop CRM core competencies with clear ownership within each BU and regional team to drive continuous improvement

• Serve as USR lead for key projects around Customer Contact Management/Contact Master, WIN ROOM/Funnel Management Dashboarding and Sales Funnel/Quota Visualization or revenue insights.

• Develop and align the US Region technology roadmap for capabilities related to CRM, CLM in conjunction through BD strong team approach and the global Agile product model. 

• Manage a team of CRM and CLM business analysts to drive projects and enhancements, as well as production support activities 

• Establish, define and monitor key metrics for the Commercial Enablement Technology team 

• Work in conjunction with US Sales Effectiveness and Global Commercial Effectiveness to develop training that reflects how the technology supports the process and sales expectations.  

• Serve as key Leader/Liaison for development, requirements and testing of assigned applications across U.S. business units 

• Provide guidelines and structure with the business Delegated Administrators for governance & direction for all solutions within the CE roadmaps align to the global and regional strategies and reducing tech debt. 

• Ensure success of Delegated Business Unit Administrators through a practice council and ongoing sessions to communicate and educate on best practices 

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