Director, Global Commercial Enablement & Sales Excellence Pharmacy Automation

About the role

The Head of Global Commercial Enablement & Sales Excellence is responsible for designing and leading BD Pharmacy Automation’s global commercial capability and execution strategy. This role builds the systems, programs, and execution frameworks required to improve sales performance across complex capital and workflow-based selling environments. It 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, with an initial priority focus on accelerating US commercial execution and readiness.

Responsibilities

• 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, and commercial reinforcement.
  • Partner with Sales Leadership to improve win rates, pipeline conversion, forecast accuracy, and sales productivity.
• 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, and continuous learning models.
  • Build onboarding architecture including instructor-led onboarding (ILT), pre-start home study curriculum, and a 90-day ramp-to-productivity model.
  • Define certification standards prior to independent selling.
• Drive Sales Methodology & Execution Excellence
  • Implement scalable selling frameworks aligned to complex capital sales, multi-stakeholder buying environments, pharmacy operations, workflow discovery, and value-based selling.
  • Develop modality-specific playbooks, deal inspection frameworks, pipeline management standards, and execution cadence models.
• Lead Leadership Development & Manager Coaching
  • Build and implement frontline manager enablement programs focused on coaching discipline, pipeline inspection, deal strategy reinforcement, execution accountability, and leadership skill development.
  • Launch manager certification and reinforcement models.
• Establish Continuous Learning & Reinforcement Model
  • Build a scalable learning ecosystem leveraging LMS and digital learning tools.
  • Establish quarterly reinforcement programs, advanced selling tracks, recertification processes, and competitive intelligence enablement.
  • Ensure capability development becomes embedded in daily commercial execution.
• Partner Across the Commercial Organization
  • Partner closely with regional sales leadership, downstream & upstream marketing, finance, and commercial operations.
  • Ensure alignment between commercial strategy, enablement, sales execution, and field adoption.
• Drive Continuous Improvement Through Field Insights
  • Establish structured feedback loops from sales teams, managers, win/loss analysis, and customer interactions.
  • Continuously refine curriculum, coaching models, playbooks, and 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

Requirements

• 10–15+ years of experience in commercial enablement, sales excellence, sales leadership, or 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 Qualifications

• MedTech, healthcare, or capital equipment experience.
• Experience designing training academies, sales methodology programs, leadership development initiatives, or LMS-based learning ecosystems.
• Global commercial experience strongly preferred.
• Experience leading global teams preferred.

Skills

• 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.

Location

USA NC - Durham - Roche Drive

Why Join Us?

At BD, you’ll discover a culture where you can learn, grow, and thrive. We believe in-person collaboration supports your learning, progress, and success. Join us to help reinvent the future of healthcare and find purpose in transforming possibilities into realities.