Director, Global Sales Process

Job Description Summary

The newly formed Global Sales Operations & Effectiveness organization is leading the transformation of sales capabilities, positioning BD to become the strongest commercial organization in MedTech. Reporting to the VP, Global Sales Enablement, the Director, Global Sales Process & Methodology serves as the enterprise owner of BD’s end‑to‑end Lead‑to‑Order commercial process and sales methodology.

This role is responsible for defining, governing, and enabling consistent, scalable, and best‑in‑class commercial processes that improve execution rigor while reducing administrative burden for sellers. It partners across Business Units, Regions, Commercial IT, BD Excellence, Marketing, and Global Business Services to standardize and continuously improve core commercial processes, including lead management, funnel management, tender management, CPQ, CLM, and associated Go‑To‑Market (GTM) workflows (e.g., market mapping, territory alignment, dynamic resource allocation, incentive comp design). The role will initially operate as an individual contributor, with the opportunity to build and lead a team over time as enterprise needs and scope expand.

Key Responsibilities

Sales Process & Methodology Strategy

• Deploy the global sales process and methodology strategy across the full Lead‑to‑Order lifecycle.
• Establish enterprise standards for lead management, funnel management, opportunity progression, tender management, CPQ, CLM, and related commercial processes.
• Deploy a common sales language, stage definitions, exit criteria, and required selling advancements to drive consistency in execution and inspection.
• Create clear process principles that balance enterprise standardization with necessary BU and regional variation.

Process Architecture, Documentation & Central Repository

• Build and maintain a centralized global repository of Lead‑to‑Order process documentation for every Business Unit and Region.
• Own enterprise documentation standards, including templates, naming conventions, version control, and approval workflows.
• Publish role and responsibility definitions aligned to the Lead‑to‑Order process across sales, marketing, operations, pricing, contracting, legal, and customer service.
• Ensure process documentation is practical, field‑ready, and clearly defines what “good” looks like.

Governance, Audit Standards & Adherence Expectations

• Establish governance mechanisms to measure adherence to global sales and GTM commercial processes.
• Define audit standards, controls, and review cadences to ensure process integrity across Business Units and Regions.
• Define and govern end‑to‑end commercial processes for CPQ, CLM, and Tender Management.
• Partner with Sales Leadership and BU Enablement teams to embed adherence expectations into onboarding, training, operating rhythm, and performance management.

Commercial Technology Enablement (Process‑to‑System Alignment)

• Partner with Commercial IT and platform owners to ensure process standards are embedded into system design and workflows.
• Drive alignment between process definitions and enabling technologies, including CRM, CPQ, CLM, and tender management tools.
• Define process‑linked data standards that support pipeline inspection, forecasting, cycle‑timer reduction, and performance visibility.
• Ensure processes reduce seller friction while improving compliance and customer experience.

Continuous Improvement & Enterprise Scaling

• Establish closed‑loop mechanisms to identify friction points, prioritize improvements, and measure outcomes.
• Drive simplification and waste elimination across commercial workflows in partnership with BD Excellence.
• Translate field feedback and business outcomes into measurable process improvements.

Leadership, Collaboration & Change Management

• Lead through influence in a highly matrixed, global environment.
• Serve as a trusted advisor to senior sales, operations, and enablement leaders.
• Partner with Global Sales Training to embed process and methodology into learning journeys and coaching routines.
• Drive disciplined rollout and adoption plans supported by governance and change management.

Qualifications

• 10+ years of progressive experience in sales operations, sales enablement, commercial excellence, or related fields, preferably within MedTech, Life Sciences, or similarly regulated industries.
• Demonstrated experience defining and deploying enterprise sales processes and methodologies at scale.
• Strong understanding of how process, technology, and behavior intersect to drive commercial execution.
• Proven ability to influence senior stakeholders across complex, matrixed global organizations.
• Track record of driving measurable commercial outcomes.
• Demonstrated interest in, and aptitude for, applying AI and advanced analytics to people and commercial challenges.
• Strong change management and stakeholder influence skills.
• Bachelor’s degree required; MBA or advanced degree preferred.

Desired Skills & Experience

• Experience with CRM and commercial workflow enablement platforms.
• Experience working with CPQ and CLM platforms across the Lead‑to‑Order lifecycle.
• Familiarity with Lean or continuous improvement methodologies applied to commercial processes.
• Strong change management capability in global environments.
• Ability to present clearly and concisely to executive leadership.
• Global experience working across regions and cultures.

Leadership Attributes

• Commercially grounded 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.

Primary Work Location

USA NJ - Franklin Lakes

Salary Range Information

Salary or hourly rate ranges will be based on experience, education, skills, and location.

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