The Manager, Commercial Integration & Onboarding plays a critical role in enabling the success of the commercial organization through driving first establishing and then managing key Sales Onboarding capabilities for the ADx and WBD divisions as we onboard with Waters. This leader will also drive standardization, continuous process improvement, data quality, compliance, and excellence while adapting to changing business, system, and customer needs.
This position serves as a key partner to Sales, Sales Operations, Contracting, Client Services Finance, Marketing, and IT by improving service delivery, eliminating operational friction, reducing commercial risk, supporting sales productivity, and ensuring business continuity through complex organizational change.
Crucially, this role will also enable commercial teams by providing scalable, consistent support across sales on/offboarding, vendor credentialing and operational administration. The successful candidate will operate with clear accountability, strong controls, practical problem solving, and an aggressive continuous improvement mindset to harmonize workflows with corporate and financial systems.
As Waters continues its commercial transformation, this role will also support the integration and utilization of enterprise platforms, including SAP S/4HANA, ensuring alignment between commercial processes, reporting capabilities, and business objectives.
Role Purpose
Lead critical integration workstreams, and be accountable for vendor credentialing, onboarding and offboarding, training coordination, vendor management, and end-to-end commercial process excellence and integration activities as part of this role.
Serve as a trusted business partner to commercial leaders by delivering key commercial enablers across systems, process and teams.
Key Responsibilities
Commercial Integration & Continuous Improvement
- Order-to-Cash (O2C) Alignment: Map, optimize, and manage the friction points between Sales Onboarding, Contracting, and the broader O2C workflow to accelerate time-to-revenue and improve data integrity.
- Continuous Improvement Engine: Evaluate existing commercial policies, tech stacks, and service models; author and execute a continuous improvement roadmap to streamline workflows from lead-to-invoice.
- Cross-Functional Program Management: Lead enterprise-scale projects from planning through execution, defining scope, milestones, risks, stakeholder alignment, and financial/operational outcomes.
- Transition Planning: Develop transition plans that address operating model impacts, contracting framework harmonization, stakeholder readiness, risk mitigation, and commercial continuity.
- Systems Architecture Representation: Represent the Sales Onboarding and Commercial Integration function in business application requirements gathering, testing (UAT), implementation, and stakeholder readiness.
Sales Onboarding & Offboarding Lifecycle
- Onboarding Program Leadership: Lead centralized onboarding, offboarding, internal transfer, and role-change support processes to maximize new hire time-to-productivity.
- Day 1 Readiness: Ensure timely Day 1 readiness for new hires and transfers, including immediate system access, physical assets, compliance training, and required administrative setups.
- Training & Learning Coordination: Partner with business, service, learning, and support teams to align training coordination, compliance reporting, and learning records with operational needs.
- System Administration: Administer field support databases, role changes, notifications, and related operational records; support system upgrades and interface testing.
- Administrative Controls: Manage timekeeping or payroll-support administration, issue resolution, reporting, and process controls where applicable.
Vendor Credentialing & Customer Access
- TSA Transition: Stand-up essential vendor credentialing contractual relationships, associate profiles, and workflows to achieve an aggressive February 2027 transition deadline.
- Access Strategy: Lead the vendor credentialing strategy to protect customer account access, field readiness, and compliance continuity.
- Operating Model Governance: Own the credentialing operating model, including governance, prioritization, process standards, and service expectations.
- Scalable Compliance: Drive scalable solutions for renewals, documentation, institutional attestations, background checks, and compliance records.
- Risk & Contract Review: Partner with Legal, HR, Compliance, Sales, and customer-facing leaders to review credentialing-related contract terms, evaluate operational risk, and recommend strategic actions.
- Barrier Resolution: Lead direct customer and vendor engagement to streamline access requirements, resolve commercial barriers, and strengthen sales access outcomes.
Leadership & Strategy
- Strategic Roadmap: Develop and support broader sales onboarding and commercial operations strategies, initiatives, and project roadmaps aligned with business growth goals.
- Change Management: Lead change management, corporate communications, and targeted training to support high adoption of new processes, contracting models, and integrated systems.
- People Leadership: Own team goals, KPIs, service levels, and performance reporting while leading, coaching, developing, and retaining a high-performing team.
Cross-Functional Partnership
- Partner closely with Sales, Commercial Operations, Finance, Customer Service, Marketing, and IT.
- Gather business requirements and translate them into scalable system, reporting, and process solutions.
- Develop and maintain user documentation, training resources, and process guides.
- Train and support end users to drive adoption and effective utilization of commercial systems.
- Act as a liaison between business stakeholders and technical teams to ensure successful execution of commercial initiatives.
What Success Looks Like
In the first 30 days, you will:
- Immerse & Audit: Map the current state of Waters’ vendor credentialing lifecycle, complete knowledge transfer from BDX colleagues, gather requirements from third party vendor credentialing agencies, and create a time-bound project plan for the transition services agreement cutover.
- Integration Support: Support WBD Americas integration activities, identifying areas of need, prioritizing issues and actions, and contributing on an ad hoc basis.
- Build Relationships: Establish core connections with key stakeholders across Sales, Contracting, Client Services Finance, and IT.
In the first 90 days, you will:
- Own the Core: Fully take over daily governance of the sales onboarding/offboarding runway and vendor credentialing programs with zero disruption to field access.
- Execute Integration: Collaborate and deliver key integration activities prioritized by the Commercial Operations team.
In the first year, you will:
- Accelerate Time-to-Productivity: Successfully work cross-functionally to support the transitional onboarding process while developing and implementing the future state process.
- Deliver Seamless Integration: Act as the premier business anchor for Waters Biosciences integration activities, ensuring new commercial systems and process upgrades seamlessly align with corporate reporting and compliance standards.
Qualifications & Experience
Required
- Bachelor's degree in Business, Analytics, Information Systems, Finance, Data Science, or related field.
- 10+ years of experience in Sales Operations, Commercial Operations, Business Analytics, CRM Administration, or related functions.
- Advanced experience leading continuous improvement, automation, and AI initiatives.
- Demonstrated ability to analyze business data and provide actionable recommendations.
- Experience presenting insights and business recommendations to leadership teams and stakeholders.
- Strong analytical, problem-solving, project management, and communication skills.
- Ability to manage multiple priorities and work effectively in a fast-paced environment.
Preferred
- Experience within life sciences, diagnostics, healthcare, biotechnology, or pharmaceutical industries.
- Experience supporting ERP and CRM platforms such as SAP S/4HANA.
- Experience with Celonis or other process orchestration tools
- Demonstrated experience leading teams, external vendors and highly cross-functional stakeholders in field-facing and customer-facing organizations in periods of change.
Core Competencies
- Sales Operations & Commercial Excellence
- Commercial Systems Management
- Business Insights & Recommendations
- Executive Presentation Skills
- Data Governance & Quality Management
- Forecasting & Performance Analysis
- Cross-Functional Collaboration
