Director, Global Commercial Enablement & Sales Excellence Pharmacy Automation

Becton Dickinson Medical Devices • Durham, NC

2d • Onsite

About The Position

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.

Requirements

• 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%)

Nice To Haves

• 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

Responsibilities

• 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
• 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
• 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
• 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
• 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
• Partner closely with: Regional Sales Leadership, Downstream & Upstream Marketing, Finance, Commercial Operations
• Ensure alignment between: Commercial strategy, Enablement, Sales execution, Field adoption
• Establish structured feedback loops from: Sales teams, Managers, Win/loss analysis, Customer interactions
• Continuously refine: Curriculum, Coaching models, Playbooks, Execution frameworks

Benefits

• Culture where face-to-face collaboration supports your learning, your progress, and your success.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed