Job Description





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.





The Head of Global Commercial Enablement & Sales Excellence is responsible for designing and leading BD Pharmacy Automation’s global commercial capability and execution strategy — building the systems, programs, and execution frameworks required to improve sales performance across complex capital and workflow-based selling environments.

This role owns the Pharmacy Automation Commercial Training Academy, sales methodology enablement, leadership development, manager coaching, and execution rigor frameworks — establishing scalable commercial standards globally while partnering with regional leaders to drive adoption and measurable business impact.

The role will help transform the organization's commercial capability model into a structured, scalable global commercial excellence engine aligned to Pharmacy Automation’s long-term growth strategy. The initial priority focus is on accelerating US commercial execution and readiness.

Primary Responsibilities

1. Lead Global Commercial Enablement & Sales Excellence Strategy

• Define and lead the global commercial capability strategy for Pharmacy Automation

• Establish scalable standards for:

  • Sales capability development

  • Sales methodology

  • Execution discipline

  • Manager coaching

  • Commercial reinforcement

• Partner with Sales Leadership to improve:

  • Win rates

  • Pipeline conversion

  • Forecast accuracy

  • Sales productivity

2. Build & Lead the Pharmacy Automation Commercial Training Academy

• Design and operationalize the global Commercial Training Academy

• Establish:

  • Role-based learning journeys

  • New hire readiness programs

  • Certification frameworks

  • Continuous learning models

• Build onboarding architecture including:

  • Instructor-led onboarding (ILT)

  • Pre-start home study curriculum

  • 90-day ramp-to-productivity model

• Define certification standards prior to independent selling

3. Drive Sales Methodology & Execution Excellence

• Implement scalable selling frameworks aligned to:

  • Complex capital sales

  • Multi-stakeholder buying environments

  • Pharmacy operations and workflow discovery

  • Value-based selling

• Develop:

  • Modality-specific playbooks

  • Deal inspection frameworks

  • Pipeline management standards

  • Execution cadence models

4. Lead Leadership Development & Manager Coaching

• Build and implement frontline manager enablement programs focused on:

  • Coaching discipline

  • Pipeline inspection

  • Deal strategy reinforcement

  • Execution accountability

  • Leadership skill and competency development

• Launch manager certification and reinforcement models

5. Establish Continuous Learning & Reinforcement Model

• Build scalable learning ecosystem leveraging LMS and digital learning tools

• Establish:

  • Quarterly reinforcement programs

  • Advanced selling tracks

  • Recertification processes

  • Competitive intelligence enablement

• Ensure capability development becomes embedded in daily commercial execution

6. Partner Across the Commercial Organization

• Partner closely with:

  • Regional Sales Leadership

  • Downstream & Upstream Marketing

  • Finance

  • Commercial Operations

• Ensure alignment between:

  • Commercial strategy

  • Enablement

  • Sales execution

  • Field adoption

7. Drive Continuous Improvement Through Field Insights

• Establish structured feedback loops from:

  • Sales teams

  • Managers

  • Win/loss analysis

  • Customer interactions

• Continuously refine:

  • Curriculum

  • Coaching models

  • Playbooks

  • Execution frameworks

Key Performance Indicators

• Time-to-productivity improvement

• Certification completion and effectiveness

• Manager coaching adoption

• Win rate improvement

• Pipeline conversion improvement

• Forecast accuracy improvement

• Sales productivity and execution consistency

• Sales leader satisfaction and adoption

Qualifications

Required

• 10–15+ years of experience in:

  • Commercial enablement

  • Sales excellence

  • Sales leadership

  • Commercial operations

• Proven experience building or transforming commercial capability programs

• Strong understanding of:

  • Complex sales cycles

  • Capital equipment or workflow-based selling

  • Pipeline management and execution rigor

• Experience leading cross-functional commercial initiatives

• Global travel required (~25-40%)

Preferred

• MedTech / healthcare / capital equipment experience

• Experience designing:

  • Training academies

  • Sales methodology programs

  • Leadership development initiatives

  • LMS-based learning ecosystems

• Global commercial experience strongly preferred

• Experience leading global teams preferred

Leadership Profile

• Strategic builder with strong execution orientation

• Able to transform fragmented processes into scalable systems

• Credible with senior commercial leaders and frontline sales teams

• Data-driven and performance-focused

• Strong change management and influencing capabilities

Why Join Us?

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

Primary Work Location

USA NC - Durham - Roche Drive

Additional Locations

Work Shift