Becton, Dickinson and Company

Director, Global Commercial Enablement & Sales Excellence Pharmacy Automation

Becton, Dickinson and Company$150K — $180K *
Pharmaceuticals & Biotech
8 - 10 years of experience
Job Overview by Ladders

Qualifications

  • 10-15+ years in commercial enablement, sales excellence, sales leadership, and commercial operations
  • Proven experience in building or transforming commercial capability programs
  • Strong knowledge of complex sales cycles and capital equipment selling
  • Experience leading cross-functional commercial initiatives
  • Global travel required (~25-40%)

Responsibilities

  • Lead and define global commercial capability strategy for Pharmacy Automation
  • Establish scalable standards for sales capability development and execution
  • Design and operationalize the global Commercial Training Academy
  • Implement scalable selling frameworks for complex and multi-stakeholder environments
  • Build frontline manager enablement programs with a focus on coaching and accountability
  • Establish a continuous learning ecosystem leveraging LMS and digital tools
  • Partner cross-functionally to align commercial strategy with sales execution

Benefits

  • Health, dental, and vision insurance
  • 401(k) plan with company match
  • Paid time off and holidays
  • Opportunities for professional development
  • Flexible work arrangements
Full Job Description
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
  • Experience leading global teams preferred


Leadership Profile
  • 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


Primary Work Location
USA NC - Durham - Roche Drive

Additional Locations

Work Shift

About Becton, Dickinson and Company

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Learn more about Becton, Dickinson and Company
Size
75,000 employees
Market Cap
$72 billion
Industry
Net Income
$1.6 billion
Founded
1897
5 Year Trend
+9.3%
Revenue
$18.2 billion
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