Becton, Dickinson and Company

Global Director, Sales Enablement

Becton, Dickinson and Company$150K — $200K *
Business Services
8 - 10 years of experience
Job Overview by Ladders

Qualifications

  • Bachelor's degree required; MBA or equivalent preferred
  • 10+ years in sales, sales enablement, or sales leadership
  • Experience deploying strategies across diverse regions (APAC, EMEA, LATAM, NA)
  • Expertise in sales process design and sales manager enablement
  • Experience with product launches and commercialization
  • Proficiency in CRM and Sales Enablement tools.

Responsibilities

  • Develop and own a global sales enablement strategy
  • Translate commercial strategy into expectations and tools for execution
  • Act as a strategic partner to improve sales effectiveness
  • Lead adoption of formal sales methodologies like SPIN Selling and Challenger Selling
  • Design structured training in core selling skills
  • Establish standardized global sales processes and approaches
  • Define and track metrics to evaluate enablement effectiveness.

Benefits

  • Collaborative work environment
  • Opportunities for professional development and growth
  • Access to industry-leading sales tools and resources
  • Engagement in innovative product commercialization strategies
  • Flexible working arrangements may be available
Full Job Description
Job Description

This role is being posted to complete a prior recruiting process run by Waters Corporation. A candidate has already been selected for this role, and this job posting is provided solely for transactional purposes. Waters Corporation conducted all recruitment activities, including candidate sourcing, screening, and hiring decisions.

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.

Supporting the Global Commercial Strategy & Excellence team, this role leads the development and rollout of sales training, standardized sales processes, and product-related enablement, while building the capabilities of both sales professionals and sales managers. The role ensures excellence in sales funnel management, territory planning, opportunity management, strategic account management, and quarterly business reviews, and partners closely with Product and Marketing to ensure successful new and existing product commercialization.

Key Responsibilities

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
  • Ensure global consistency by translating 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
    • 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 and qualification
    • Value-based selling
    • Negotiation and closing
    • Competitive differentiation


Sales Process Excellence & Standardization
  • Establish and support standardized global approaches for:
    • Sales funnel and pipeline management
    • Opportunity management and deal strategy
    • Territory planning and coverage models
    • Quarterly Business Reviews (QBRs)
    • Key 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 and performance management
    • Funnel, pipeline, and forecast inspection
    • Opportunity and account strategy reviews
    • Effective QBR preparation and facilitation
    • Driving adoption of sales methodologies and tools
  • Equip frontline and second-line leaders to serve as primary coaches and enablers of execution excellence
  • Develop manager playbooks, training curricula, and coaching frameworks


Product Launch & Value Proposition Enablement
  • Partner closely with Global Segment Product Management and Marketing to support new product introductions and lifecycle management
  • Ensure sales readiness for new and existing products by delivering:
    • Clear and differentiated value propositions
    • Consistent marketing claims and positioning
    • Compelling value driven sales messaging aligned to buyer needs
  • Collaborate on the development and deployment of:
    • Sales collateral and tools
    • Competitive differentiation guides
    • Product training and launch enablement assets
  • Ensure field teams are fully equipped to articulate value, position differentiation, and drive adoption across markets


Training Needs Assessment & Continuous Improvement
  • Identify sales capability gaps through:
    • Performance and funnel data analysis
    • Win/loss and deal reviews
    • Feedback from regional sales leadership
  • Prioritize and implement enablement initiatives to close gaps (e.g., objection handling, account strategy, competitive positioning)
  • Continuously evolve enablement programs based on outcomes and market dynamics


Regional & Cross-Functional Collaboration
  • Partner with regional commercial leaders to drive adoption and effectiveness of enablement initiatives
  • Collaborate with Sales Operations, Marketing, Product Management, HR/Learning, Customer Engagement and Digital teams
  • Serve as a trusted advisor to global and regional stakeholders


Measurement & Impact
  • Define and track metrics to evaluate enablement effectiveness, including:
    • Adoption and proficiency
    • Funnel quality and conversion rates
    • Deal velocity and win rates
    • Sales manager coaching effectiveness
  • Ensure enablement initiatives deliver measurable commercial impact


Qualifications

Required
  • 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 and 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, Learning Management Systems (LMS) and training platforms, and Sales Enablement tools.

Preferred
  • Experience in a complex, matrixed global organization
  • Strong executive communication and facilitation skills
  • Demonstrated change-management capability
  • Proficiency in using metrics and analytics to demonstrate ROI and impact
  • Experience with Miller Heiman, SPIN and Challenger Selling
  • Passion for developing world-class sales teams and leaders


Success Profile

The successful Global Director of Sales Enablement will be recognized for building disciplined sales execution, strong sales leadership, and effective product commercialization, delivering consistent global performance and sustainable growth.

Primary Work Location
USA CA - Milpitas 155

Salary Range Information

About Becton, Dickinson and Company

BD is a global technology company that provides diagnostics and technologies for frontliners. Through their solutions and services, they assist scientists in detecting diseases and advanced researchers' on developing diagnoses and therapeutics. BD was established in 1897 by Farleigh Dickinson and Maxwell Becton in East Rutherford, New Jersey.

Becton, Dickinson and Company Careers

Join the innovative world of Becton, Dickinson and Company (BD), a global medical technology company that is actively seeking driven, dedicated professionals to join our team. At BD, we are committed to advancing the world of health by improving medical discovery, diagnostics, and the delivery of care. This commitment provides the foundation for a workplace where you can engage in meaningful work and where job opportunities abound.

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At BD, you will be part of a culture that values diversity, leadership, and innovation. Our team members are empowered to lead and inspire from day one. Join us and contribute to our mission of advancing the world of health through your professional skills and personal passion.

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Innovative Work Environment

Our team at BD is composed of more than 65,000 associates across the globe. These dedicated professionals work at the intersection of technology and healthcare, where they drive innovation and ensure that we stay ahead in a rapidly evolving industry. By joining BD, you will work alongside some of the brightest minds in the industry.

Internship and Employment Opportunities

Start your career with BD through our internship programs or dive straight into a full-time position. We offer a range of opportunities that allow you to explore different areas of our business and find a path that aligns with your career goals. Our hiring process is designed to be transparent and engaging, ensuring that all candidates—whether submitting a resume for an internship or a senior position—feel valued and informed.

Benefits and Culture

BD is proud to offer competitive benefits that support the health, well-being, and financial security of our employees and their families. From comprehensive health insurance to employee wellness programs and flexible working arrangements, we prioritize the well-being of our team members. Our inclusive culture encourages networking, continuous learning, and the sharing of ideas in a diverse and welcoming environment.

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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
NASDAQ

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