The Senior Commercialization Manager owns and elevates commercialization strategy across defined market segments and product portfolios. This role sits at the intersection of Product, Revenue, and Customer Experience and is accountable for how our products drive growth in-market.
The Senior Commercialization Manager serves as a portfolio-level GTM leader and market advocate—shaping segmentation strategy, positioning, sales enablement, and adoption motions that directly impact revenue performance. You will partner closely with Product, Marketing, Sales, and Customer Success leadership to ensure that our commercialization approach scales with the business and reflects the evolving needs of our customers.
Own the commercialization strategy and roadmap narrative by segment, ensuring clarity of priorities and alignment with company growth objectives.
Develop segment-specific, cross-product (portfolio-level) value stories that articulate differentiated outcomes and drive buying confidence.
Serve as the voice of the market—gathering and synthesizing customer, prospect, and field insights on packaging, pricing signals, promotions, and positioning to inform product and GTM decisions.
Identify whitespace and expansion opportunities within segments, influencing roadmap sequencing and investment priorities.
Cross-Functional Go-to-Market Leadership
Lead and maintain a closed-loop GTM feedback system with Product Management, ensuring field insights translate into actionable roadmap and commercialization decisions.
Partner with Sales, Marketing, and Revenue Operations to design, launch, and iterate targeted sales plays that directly address key revenue objections (e.g., price sensitivity, switching costs, competitive displacement, perceived value gaps).
Build plays that include clear qualification criteria, objection-handling guidance, competitive positioning, and success metrics, enabling consistent execution across sales teams.
Act as a senior GTM advisor to Sales leadership, helping prioritize focus areas that maximize revenue impact by segment.
Messaging, Positioning & Brand Perception
Own messaging for product lifecycle moments (launches, migrations, end-of-life transitions), ensuring customers clearly understand value continuity, ROI, and upgrade paths.
Champion brand perception in-market, positioning Henry Schein One as a high-velocity, innovation-driven growth partner, not just a software provider.
Ensure messaging consistency across Product, Marketing, Sales, and Customer Success touchpoints.
Measurement, Performance & Optimization
Define segment-level KPIs tied to adoption, pipeline influence, revenue acceleration, and retention.
Analyze performance of sales plays and commercialization initiatives, optimizing messaging, targeting, and execution based on results and market shifts.
Present insights and recommendations to senior stakeholders, influencing strategic decisions at the portfolio level.
Typically 10 or more years of increasing responsibility and complexity in terms of any applicable professional experience.
Typically a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent preferred. May hold two or more industry certifications.
10+ years of experience in product commercialization, go-to-market strategy, product marketing, or revenue strategy roles within SaaS or technology-driven environments and/or 5+ years in commercialization and hands-on experience in a dental office.
Demonstrated success owning commercialization for multi-product portfolios or complex solutions, with measurable revenue impact.
Strong ability to translate complex product capabilities into clear, compelling value narratives that overcome buyer objections and drive decisions.
Proven track record of partnering with Sales, Product, Marketing, and Customer Success leadership to execute high-impact GTM strategies.
Comfort operating at both strategic and executional levels, with strong business acumen and executive presence.
Exceptional communication, influence, and stakeholder management skill
GENERAL SKILLS & COMPETENCIES:
Actively use a wide-range of unique professional skills, expert understanding of industry practices
Excellent proficiency with tools, systems, and procedures
Outstanding planning/organizational skills and techniques
Outstanding independent decision making, analysis and problem-solving skills
Outstanding verbal and written communication skills
Outstanding presentation and public speaking skills
Outstanding interpersonal skills
Outstanding conflict resolution skills and ability to deliver difficult messages
Strong ability to build partnerships at all levels within the company
Strong negotiating skills
Resolve complex issues in effective ways
Project management, consultative skills and ability to manage a budget
Expert in multiple technical and/or business skills
Ability to cultivate and develop lasting internal and external customer relations