Job DescriptionThe newly formed Global Sales Operations & Effectiveness organization is leading the transformation of sales capabilities, positioning BD to become the strongest commercial organization in MedTech.
The Senior Director, Global Sales Compensation, Territory & Quota Design is a pivotal strategic role within this organization, reporting directly to the SVP, Sales Operations & Effectiveness. This leader is the global architect of two tightly linked commercial design disciplines - incentive compensation (IC) and territory & quota coverage - ensuring that how BD's 5,500-person worldwide sales force is deployed (territories, coverage, quotas) and how it's rewarded (plans, payouts, recognition) are built as a single, coherent system rather than two disconnected exercises.
The Senior Director will partner closely with Business Unit Presidents, Regional Commercial Leaders, Finance, HR, Legal, and Compliance to design, govern, and continuously optimize the frameworks, standards, and operating model that determine how BD segments markets, deploys sellers, sets goals, and pays for performance - all in service of predictable revenue growth, seller fairness, and productivity across all Business Units and regions. This role demands a rare combination of strategic vision, deep analytical rigor, and the executive presence to influence senior stakeholders across a highly matrixed global organization, along with the ability to stand up and lead a durable, well-structured organization capable of executing both disciplines at global scale. The ideal candidate is a proven commercial design leader who understands what drives elite sales performance and has the operational horsepower to translate strategy into flawless execution.
Key ResponsibilitiesGlobal IC and Territory & Quota Design Strategy- Own the annual global incentive compensation and territory/coverage design process, defining metrics, pay mix, performance thresholds, and coverage models that are tightly aligned with BD's commercial strategy and Business Unit priorities.
- Develop globally consistent design principles for both disciplines - pay for performance, simplicity, transparency, fairness, and competitive positioning - while building structured local flexibility to accommodate regional market dynamics, regulatory requirements, and portfolio complexity.
- Conduct financial modeling, scenario analyses, and sensitivity simulations to evaluate plan and coverage alternatives and quantify projected costs and outcomes prior to launch.
- Design and govern gamification programs and real-time leaderboard capabilities that create a competitive, engaging dynamic and empower sales professionals to see how they rank versus peers.
- Benchmark IC and territory & quota design practices against top-performing MedTech peers (e.g., Stryker, Intuitive Surgical, Boston Scientific) and technology companies known for sophisticated, data- and AI-driven GTM models (e.g., Google, Apple, Amazon, Nvidia) to ensure BD's programs remain competitive in attracting and retaining world-class sales talent and in operational rigor.
Territory & Coverage Architecture- Architect and deploy BD's global territory design and coverage strategy, defining how markets are segmented and how selling resources are deployed to maximize growth, productivity, and customer coverage.
- Establish enterprise standards for territory alignment across geographies, accounts, specialties, and channels - improving fairness, reducing overlap, and increasing seller effectiveness at scale.
- Build repeatable market mapping frameworks that translate opportunity (e.g., case volume, installed base, growth signals) into actionable coverage and territory models, and enable dynamic resource allocation as markets shift.
- Define clear territory quality benchmarks, including capacity-to-opportunity ratios, coverage intensity, and account prioritization.
- Partner externally to identify and deploy best-in-class tools that enable advanced market mapping, territory design, and GTM coverage optimization at enterprise scale.
Quota Setting & Goal Allocation- Oversee the annual quota-setting process across all markets and Business Units, leveraging historical performance data, territory/coverage models, market potential, pipeline forecasts, and growth objectives to establish fair and achievable goals.
- Establish globally consistent quota-setting methodology and governance, ensuring transparency and fairness across territories, business units, and geographies.
- Partner with Finance and Sales Leadership to model quota distributions and validate alignment between territory design, individual targets, and overall revenue plans.
Governance, Compliance & Policy- Establish and maintain a unified global governance framework spanning IC and territory/coverage design, including plan documentation, approval workflows, exception management, decision rights, redesign cadence, and policy standards.
- Partner with Legal, HR, and Compliance to ensure all IC and GTM design programs adhere to applicable laws, regulations, and BD policies across all operating regions.
- Lead a disciplined governance cadence with senior cross-functional stakeholders, ensuring decisions are properly reviewed, documented, and communicated.
- Manage dispute resolution processes for both compensation and territory/quota matters, maintaining consistency and equity in how exceptions and edge cases are adjudicated.
Commercial Insights and AI-enabled Decision Support- Build and maintain dashboards, scorecards, and KPIs that connect territory/coverage health, quota attainment, IC plan effectiveness, payout distributions, and behavioral impact across the global sales force as one integrated view.
- Deliver regular performance insights and strategic recommendations to the SVP, Sales Operations & Effectiveness and senior commercial leadership, translating complex data into clear narratives and executive-ready tradeoffs.
- Conduct retrospective analyses on plan and coverage design outcomes to identify opportunities to improve future effectiveness, cost efficiency, and field motivation.
- Monitor for unintended plan behaviors, coverage gaps, or misaligned incentives, and proactively recommend mid-cycle adjustments when needed.
- Partner with Sales Intelligence team to establish anomaly detection, behavioral, simulation, and continuous re-optimization.
Technology, Operations & Administration- Serve as the global owner of IC and territory/coverage administration platforms (e.g., Varicent, Xactly, or comparable systems), overseeing system configuration, vendor relationships, process optimization, and data integrity.
- Collaborate with IT, Data & Analytics, and Sales Operations to ensure accurate data pipelines, sales crediting logic, market mapping inputs, and reliable payout and coverage calculations across all regions.
- Drive automation and continuous process improvement across IC and territory design administration to reduce manual effort, accelerate cycle times, and eliminate errors in a complex global environment.
- Partner with the SVP, Sales Operations & Effectiveness to integrate IC and GTM design systems and principles into BD's broader commercial technology ecosystem, including Salesforce.com.
Organization, Stakeholder Partnership & Change Management- Act as the primary global subject matter expert on incentive compensation and GTM/territory design, serving as a trusted advisor to Business Unit Presidents, Regional Commercial Leaders, CFOs, and HR partners.
- Define, build, and evolve the operating model and team structure needed to deliver integrated IC and GTM design outcomes at scale - determining how the function is organized, resourced, and sequenced as scope and enterprise adoption expand.
- Build, lead, and develop a high-performing team capable of executing global IC and territory/quota programs with speed, precision, and a commercial mindset.
- Drive alignment across BD's Business Units and Regions, partnering to gather requirements, address local market needs, and ensure consistent adoption of global standards.
- Lead the communication strategy for IC and territory/coverage changes - designing clear, compelling field communications that ensure the 5,500-person global sales force understands how territories and quotas are set, how they earn, and how to maximize their performance and compensation.
- Manage change effectively across a highly matrixed global organization, leveraging strong influencing skills to drive adoption of new programs, methodologies, and technologies.
Qualifications & Experience- 10+ years across incentive compensation, territory/GTM design, sales operations, or commercial operations, including 3+ years in a global or multi-regional leadership role.
- Demonstrated expertise in IC plan design, territory/coverage architecture, quota methodology, payout modeling, and governance in a complex, multi-product environment.
- Experience at scale - preferably supporting 1,000+ sellers across multiple geographies and business lines.
- Demonstrated ability to leverage AI and advanced analytics to optimize incentive design, territory alignment, forecasting, and commercial decision-making at scale.
- Hands-on experience with platforms such as Varicent, Xactly, or SAP Commissions; advanced Excel and BI tools (Power BI, Tableau).
- Strong market mapping and opportunity modeling skills, translating data into segmentation, capacity models, and resource allocation.
- Proven influence across senior leadership in a matrixed organization, with or without direct authority; track record driving change adoption across large, dispersed sales organizations.
- Deep Salesforce.com fluency and experience integrating IC/territory data into a broader commercial ecosystem.
- Cross-functional governance experience with HR, Finance, Legal, and Compliance.
- Executive communication skills - translating complex mechanics into clear narratives for leadership and field teams.
- Experience building or scaling a team or function, including defining its operating model.
- Bachelor's degree required; MBA or advanced degree in Business, Finance, Economics, or Analytics strongly preferred.
Desired Skills & Experience- MedTech, Life Sciences, Pharma, or similarly regulated global commercial background.
- Experience with gamification/leaderboard platforms and MedTech-specific data sources (IQVIA, claims, IDN analytics).
- Experience leveraging AI/advanced analytics for IC modeling, payout forecasting, or territory/coverage optimization.
- Global living/working experience with cultural fluency across markets; experience across direct, specialist, hybrid, and channel selling motions.
- Track record leading IC or GTM transformations, and presenting strategy/outcomes to C-suite or Board audiences.
- President's Club or equivalent recognition.
Leadership Attributes- Commercially grounded, people-first leader with strong business acumen.
- Curious, innovative, and comfortable pushing boundaries while navigating governance and risk.
- Trusted partner who can both collaborate and constructively challenge.
- Data-driven decision maker with the ability to translate insights into action.
- Clear, concise communicator with strong executive presence.
- High integrity, learning agility, and resilience in a fast-changing environment
At BD, we are committed to supporting our associates' well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:
Annual Bonus
Potential Discretionary LTI Bonus
Potential reimbursement of phone use
Health and Well-being Benefits
Medical coverage
Health Savings Accounts
Flexible Spending Accounts
Dental coverage
Vision coverage
Hospital Care Insurance
Critical Illness Insurance
Accidental Injury Insurance
Life and AD&D insurance
Short-term disability coverage
Long-term disability insurance
Long-term care with life insurance
Other Well-being Resources
Anxiety management program
Wellness incentives
Sleep improvement program
Diabetes management program
Virtual physical therapy
Emotional/mental health support programs
Weight management programs
Gastrointestinal health program
Substance use management program
Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit
Retirement and Financial Well-being
BD 401(k) Plan
BD Deferred Compensation and Restoration Plan
529 College Savings Plan
Financial counseling
Baxter Credit Union (BCU)
Daily Pay
College financial aid and application guidance
Life Balance Programs
Paid time off (PTO), including all required State leaves
Educational assistance/tuition reimbursement
MetLife Legal Plan
Group auto and home insurance
Pet insurance
Commuter benefits
Discounts on products and services
Academic Achievement Scholarship
Service Recognition Awards
Employer matching donation
Workplace accommodations
Other Life Balance Programs
Adoption assistance
Backup day care and eldercare
Support for neurodivergent adults, children, and caregivers
Caregiving assistance for elderly and special needs individuals
Employee Assistance Program (EAP)
Paid Parental Leave
Support for fertility, birthing, postpartum, and age-related hormonal changes
Leave Programs
Bereavement leaves
Military
