Director, Commercial Technology — CRM, Sales Operations & Intelligence

Overview

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 takes the imagination and passion of all of us—from design and engineering to manufacturing and marketing—to look at the impossible and find transformative solutions.

We are seeking a results‑driven and strategic leader to serve as Director, Commercial Technology — responsible for owning the technology strategy, roadmap, and delivery of the platforms and capabilities that power how our global commercial organization plans, operates, sells, compensates, and generates intelligence. This role leads end-to-end technology vision and execution across CRM, Sales Planning, Sales Operations, Incentive Compensation Management (ICM), and Sales Intelligence to drive seller productivity, pipeline rigor, data‑driven decision‑making, and commercial performance in a global Med Tech environment.

CRM Platform Strategy & Evolution

• Own the global CRM platform strategy and roadmap — ensuring CRM serves as the single source of truth for pipeline, accounts, opportunities, and commercial analytics.
• Drive CRM adoption, data quality, and process standardization across regions, Business Units, and sales channels.
• Evolve CRM to incorporate intelligent capabilities (e.g., next-best-action, guided selling, embedded analytics) and reduce administrative burden on sellers.
• Partner with Enterprise Architecture to ensure CRM integrates with marketing, service, ERP, and data platforms.
• Manage CRM platform governance, release management, and vendor relationships (e.g., Salesforce).

Sales Planning & Territory Management

• Own the technology strategy for Sales Planning platforms — territory design, quota allocation, capacity modeling, headcount planning, and scenario planning.
• Modernize and automate territory management processes to replace manual, spreadsheet-driven approaches with scalable planning tools.
• Enable dynamic territory optimization leveraging market potential, account segmentation, workload balancing, and geographic coverage analytics.
• Ensure Sales Planning integrates with CRM, ICM, Finance, and HR to maintain alignment between territories, quotas, compensation, and organizational structure.

Sales Operations Technology & Process Automation

• Digitize and automate core Sales Operations processes (lead routing, workflow automation, approvals, reporting) to improve efficiency and consistency.
• Drive sales process standardization (stage definitions, forecasting methodology, pipeline hygiene) across regions and Business Units.
• Enable sales productivity tooling (mobile CRM, activity capture, calendar/email integration) to increase selling time and reduce manual work.
• Partner with Sales Operations to improve forecasting with real-time pipeline visibility, roll-ups, and risk/commit classification.

Incentive Compensation Management (ICM)

• Own the technology strategy and platform roadmap for ICM to enable transparent, accurate, and timely calculation and administration of variable pay.
• Modernize ICM capabilities to support complex plan designs (multi-measure plans, overlays, accelerators, SPIFs) at global scale.
• Ensure alignment between ICM, CRM transactions, and Sales Planning territories/quotas to enable audit-ready compensation administration.
• Enable seller self-service visibility (earnings dashboards, plan documents, what-if calculators, dispute workflows).
• Drive platform rationalization toward a single enterprise-standard ICM platform where legacy instances exist.

Sales Intelligence & Commercial Analytics Enablement

• Define and own the technology strategy for Sales Intelligence — tools and capabilities that enable smarter, faster commercial decisions.
• Enable embedded intelligence within CRM: account insights, relationship mapping, buying signals, competitive intelligence, whitespace analysis, propensity indicators.
• Partner with the Director of Data, Insights & AI Product Management to surface data products and AI insights in seller workflows at the point of action.
• Drive adoption of performance analytics and coaching tools: pipeline analytics, win/loss,…