Director, Global Commercial Enablement & Sales Excellence Pharmacy Automation



 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. 

 Job Description Job Summary 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 Experie