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.
(Purpose and Fundamental Goals of the Position):
The Country Commercial Excellence Leader 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
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.
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.
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.
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.
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.
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.
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.
Support cross-functional commercial initiatives, continuous improvement efforts, and other business-critical tasks as assigned. (Kept intentionally broad)
Qualifications, Required Knowledge & Experience
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.
To learn more about BD visit https://bd.com/careers
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.
Required Skills
Optional Skills
IND Gurgaon - Signature Towers B
BD is one of the largest global medical technology companies in the world and is advancing the world of health™ by improving medical discovery, diagnostics and the delivery of care. The company supports the heroes on the frontlines of health care by developing innovative technology, services and solutions that help advance both clinical therapy for patients and clinical process for health care providers. BD and its more than 70,000 employees have a passion and commitment to help enhance the safety and efficiency of clinicians' care delivery process, enable laboratory scientists to accurately detect disease and advance researchers' capabilities to develop the next generation of diagnostics and therapeutics. BD has a presence in virtually every country and partners with organizations around the world to address some of the most challenging global health issues. By working in close collaboration with customers, BD can help enhance outcomes, lower costs, increase efficiencies, improve safety and expand access to health care. For more information on BD, please visit bd.com.
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