Director, Global Sales Process
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Job Description
Director of Global Sales Process overseeing the Lead-to-Order lifecycle for BD. Driving sales methodology and operational excellence within a MedTech company.
Responsibilities:
- 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.
- 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.
- 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.
- Partner with Commercial IT and platform owners to ensure process standards are embedded into system design and workflows.
- Establish closed-loop mechanisms to identify friction points, prioritize improvements, and measure outcomes.
Requirements:
- 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.
- 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.
Benefits:
- Health insurance
- Retirement plans
- Paid time off
- Flexible work arrangements
- Professional development opportunities
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