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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