Director, Global Commercial Enablement & Sales Excellence Pharmacy Automation

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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 Med Tech 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.

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

• 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…