Global Director, Sales Enablement

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters' innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters' passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

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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

This role is being posted to complete a prior recruiting process run by Waters Corporation. A candidate has already been selected for this role, and this job posting is provided solely for transactional purposes. Waters Corporation conducted all recruitment activities, including candidate sourcing, screening, and hiring decisions.

The Global Director of Sales Enablement is responsible for defining and deploying a globally consistent, regionally impactful sales enablement strategy that drives disciplined execution of the company's commercial model.

Supporting the Global Commercial Strategy & Excellence team, this role leads the development and rollout of sales training, standardized sales processes, and product-related enablement, while building the capabilities of both sales professionals and sales managers. The role ensures excellence in sales funnel management, territory planning, opportunity management, strategic account management, and quarterly business reviews, and partners closely with Product and Marketing to ensure successful new and existing product commercialization.

Key Responsibilities

Global Sales Enablement & Capability Strategy

• Develop and own the global sales enablement strategy, aligned with enterprise commercial priorities
• Translate commercial strategy into clear expectations, tools, and training for field execution
• Ensure global consistency by translating commercial strategy into clear expectations, tools, and training for field execution.
• Act as a strategic partner to senior commercial leadership on improving sales effectiveness

• Lead global adoption and reinforcement of formal sales methodologies, including:
  • Miller Heiman
  • SPIN Selling
  • Challenger Selling
• Embed methodologies into sales processes, CRM workflows, opportunity reviews, and coaching models
• Design and deploy structured training in core selling skills, including:
  • Objection handling
  • Discovery and qualification
  • Value-based selling
  • Negotiation and closing
  • Competitive differentiation

• Establish and support standardized global approaches for:
  • Sales funnel and pipeline management
  • Opportunity management and deal strategy
  • Territory planning and coverage models
  • Quarterly Business Reviews (QBRs)
  • Key Strategic Account Management
• Partner with Sales Operations to ensure processes are clearly defined, embedded, and consistently executed
• Enable data-driven decision-making and predictable revenue performance

• Design and deliver global sales manager enablement programs focused on:
  • Coaching and performance management
  • Funnel, pipeline, and forecast inspection
  • Opportunity and account strategy reviews
  • Effective QBR preparation and facilitation
  • Driving adoption of sales methodologies and tools
• Equip frontline and second-line leaders to serve as primary coaches and enablers of execution excellence
• Develop manager playbooks, training curricula, and coaching frameworks

• Partner closely with Global Segment Product Management and Marketing to support new product introductions and lifecycle management
• Ensure sales readiness for new and existing products by delivering:
  • Clear and differentiated value propositions
  • Consistent marketing claims and positioning
  • Compelling value driven sales messaging aligned to buyer needs
• Collaborate on the development and deployment of:
  • Sales collateral and tools
  • Competitive differentiation guides
  • Product training and launch enablement assets
• Ensure field teams are fully equipped to articulate value, position differentiation, and drive adoption across markets

• Identify sales capability gaps through:
  • Performance and funnel data analysis
  • Win/loss and deal reviews
  • Feedback from regional sales leadership
• Prioritize and implement enablement initiatives to close gaps (e.g., objection handling, account strategy, competitive positioning)
• Continuously evolve enablement programs based on outcomes and market dynamics

• Partner with regional commercial leaders to drive adoption and effectiveness of enablement initiatives
• Collaborate with Sales Operations, Marketing, Product Management, HR/Learning, Customer Engagement and Digital teams
• Serve as a trusted advisor to global and regional stakeholders

• Define and track metrics to evaluate enablement effectiveness, including:
  • Adoption and proficiency
  • Funnel quality and conversion rates
  • Deal velocity and win rates
  • Sales manager coaching effectiveness
• Ensure enablement initiatives deliver measurable commercial impact

• Bachelor's degree required; MBA or equivalent preferred
• 10+ years of experience in sales, sales enablement, commercial excellence, or sales leadership
• Experience tailoring content and deploying for diverse markets (APAC, EMEA, LATAM and NA)
• Strong expertise in sales process design and sales manager enablement
• Experience supporting product launches and value-based commercialization
• Strong understanding and proficiency with CRM platforms, Learning Management Systems (LMS) and training platforms, and Sales Enablement tools.

• Experience in a complex, matrixed global organization
• Strong executive communication and facilitation skills
• Demonstrated change-management capability
• Proficiency in using metrics and analytics to demonstrate ROI and impact
• Experience with Miller Heiman, SPIN and Challenger Selling
• Passion for developing world-class sales teams and leaders