Global Director, Sales Enablement

Overview

The Global Director of Sales Enablement is responsible for defining and deploying a globally consistent, regionally impactful sales enablement strategy that drives disciplined execution of the company’s commercial model.

• Global Sales Enablement & Capability Strategy
  • Develop and own the global sales enablement strategy, aligned with enterprise commercial priorities.
  • Translate commercial strategy into clear expectations, tools, and training for field execution.
  • Act as a strategic partner to senior commercial leadership on improving sales effectiveness.
• Sales Methodology & Skills Training
  • Lead global adoption and reinforcement of formal sales methodologies, including Miller Heiman, SPIN Selling, and Challenger Selling.
  • Embed methodologies into sales processes, CRM workflows, opportunity reviews, and coaching models.
  • Design and deploy structured training in core selling skills, including objection handling, discovery, qualification, value‑based selling, negotiation, closing, and competitive differentiation.
• Sales Process Excellence & Standardization
  • Establish and support standardized global approaches for sales funnel, pipeline, opportunity management, deal strategy, territory planning, quarterly business reviews, and strategic account management.
  • Partner with Sales Operations to ensure processes are clearly defined, embedded, and consistently executed.
  • Enable data‑driven decision‑making and predictable revenue performance.
• Sales Manager Enablement & Leadership Development
  • Design and deliver global sales manager enablement programs focused on coaching, performance management, funnel inspection, and Q  preparation.
  • Drive adoption of sales methodologies and tools, and equip leaders to serve as primary coaches.
  • Develop manager playbooks, training curricula, and coaching frameworks.
• Product Launch & Value Proposition Enablement
  • Partner with Global Segment Product Management and Marketing to support new product introductions and lifecycle management.
  • Ensure sales readiness by delivering clear value propositions, consistent marketing claims, and compelling value‑driven messaging.
  • Collaborate on the development and deployment of sales collateral, competitive differentiation guides, and product training assets.
• Training Needs Assessment & Continuous Improvement
  • Identify sales capability gaps through performance data analysis, win/loss reviews, and regional leadership feedback.
  • Prioritize and implement enablement initiatives to close gaps and continuously evolve programs based on outcomes.
  • Measure impact using adoption, proficiency, funnel quality, win rates, and manager coaching effectiveness.
• Regional & Cross‑Functional Collaboration
  • Partner with regional commercial leaders and cross‑functional teams such as Sales Operations, Marketing, Product Management, HR/Learning, Customer Engagement, and Digital.
  • Serve as a trusted advisor to global and regional stakeholders.

• Bachelor's degree required. MBA or equivalent preferred.
• 10+ years of experience in sales, sales enablement, commercial excellence, or sales leadership.
• Experience tailoring content and deploying for diverse markets (APAC, EMEA, LATAM, NA).
• Strong expertise in sales process design and sales manager enablement.
• Experience supporting product launches and value‑based commercialization.
• Strong understanding and proficiency with CRM platforms, LMS, and sales enablement tools.
• Preferred experience in a complex, matrixed global organization.
• Strong executive communication and facilitation skills.
• Demonstrated change‑management capability and proficiency with metrics and analytics to demonstrate ROI.
• Experience with Miller Heiman, SPIN, and Challenger Selling.
• Passion for developing world‑class sales teams and leaders.

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.