Director, Global Commercial Enablement & Sales Excellence Pharmacy Automation

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.

• 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

• 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

• 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

• 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

• 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

• Partner closely with:

  • Regional Sales Leadership

  • Downstream & Upstream Marketing

  • Finance

  • Commercial Operations

• Ensure alignment between:

  • Commercial strategy

  • Enablement

  • Sales execution

  • Field adoption

• Establish structured feedback loops from:

  • Sales teams

  • Managers

  • Win/loss analysis

  • Customer interactions

• Continuously refine:

  • Curriculum

  • Coaching models

  • Playbooks

  • Execution frameworks

• 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

• 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%)

• 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

• 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