Senior Director, Global Sales Incentive Compensation, Territory & Quota Design



 We are the people who give possibilities purpose BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities. 

 Job Description 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. The Senior Director, Global Sales Compensation, Territory & Quota Design is a pivotal strategic role within this organization, reporting directly to the SVP, Sales Operations & Effectiveness. This leader is the global architect of two tightly linked commercial design disciplines — incentive compensation (IC) and territory & quota coverage — ensuring that how BD's 5,500-person worldwide sales force is deployed (territories, coverage, quotas) and how it's rewarded (plans, payouts, recognition) are built as a single, coherent system rather than two disconnected exercises. The Senior Director will partner closely with Business Unit Presidents, Regional Commercial Leaders, Finance, HR, Legal, and Compliance to design, govern, and continuously optimize the frameworks, standards, and operating model that determine how BD segments markets, deploys sellers, sets goals, and pays for performance — all in service of predictable revenue growth, seller fairness, and productivity across all Business Units and regions. This role demands a rare combination of strategic vision, deep analytical rigor, and the executive presence to influence senior stakeholders across a highly matrixed global organization, along with the ability to stand up and lead a durable, well-structured organization capable of executing both disciplines at global scale. The ideal candidate is a proven commercial design leader who understands what drives elite sales performance and has the operational horsepower to translate strategy into flawless execution.

Global IC and Territory & Quota Design Strategy Own the annual global incentive compensation and territory/coverage design process, defining metrics, pay mix, performance thresholds, and coverage models that are tightly aligned with BD's commercial strategy and Business Unit priorities. Develop globally consistent design principles for both disciplines — pay for performance, simplicity, transparency, fairness, and competitive positioning — while building structured local flexibility to accommodate regional market dynamics, regulatory requirements, and portfolio complexity. Conduct financial modeling, scenario analyses, and sensitivity simulations to evaluate plan and coverage alternatives and quantify projected costs and outcomes prior to launch. Design and govern gamification programs and real-time leaderboard capabilities that create a competitive, engaging dynamic and empower sales professionals to see how they rank versus peers. Benchmark IC and territory & quota design practices against top-performing MedTech peers (e.g., Stryker, Intuitive Surgical, Boston Scientific) and technology companies known for sophisticated, data- and AI-driven GTM models (e.g., Google, Apple, Amazon, Nvidia) to ensure BD's programs remain competitive in attracting and retaining world-class sales talent and in operational rigor. Territory & Coverage Architecture Architect and deploy BD's global territory design and coverage strategy, defining how markets are segmented and how selling resources are deployed to maximize growth, productivity, and customer coverage. Establish enterprise standards for territory alignment across geographies, accounts, specialties, and channels — improving fairness, reducing overlap, and increasing