Job Description Summary

An exciting opportunity for a Senior Manager, Commercial Effectiveness to be based in Riyadh, KSA. The role will support go to market (GTM) model and report to the Country General Manager (CGM)

Job Description

We are the makers of possible

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.

Why join us?

A career at BD means learning and working alongside inspirational leaders and colleagues who are equally passionate and committed to fostering an inclusive, growth-centered, and rewarding culture. You will have the opportunity to help shape the trajectory of BD while leaving a legacy at the same time.

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of health. At BD, you’ll discover a culture in which you can learn, grow and thrive. And find satisfaction in doing your part to make the world a better place.

Become a maker of possible with us!

About the role

The Senior Manager, Commercial Effectiveness is accountable for driving sales effectiveness, execution discipline, return on investment (ROI), and sustainable revenue growth across the KSA business. The role will lead the transformation of the commercial model by embedding best in class sales processes, systems, tools, and capability frameworks that optimize go to market (GTM) execution and Sales Force Effectiveness.

As a Senior Manager, the role partners closely with Sales Leadership, Finance, Marketing, Operations, and the Executive Leadership Team to elevate commercial productivity, governance, leadership maturity, and customer engagement. The role reports to the Saudi GM and plays a key role in shaping and delivering the largest commercial transformation program in Saudi Arabia.

Main responsibilities will include:

Commercial Effectiveness & Growth

• Lead Commercial Effectiveness across the KSA business to improve ROI, accelerate growth, and enhance sales productivity.
• Translate commercial and growth strategy into structured, scalable execution frameworks across channels and customer segments.
• Outline and drive the business case for transformation, influencing executive leadership to modernize the commercial model and ways of working.
• Co create and deliver the end-to-end GTM transformation program to support the transition to direct market engagement.

Sales Performance & Execution Excellence

• Establish and monitor sales KPIs, targets, productivity metrics, and governance standards aligned with company and regional priorities.
• Drive value creation through disciplined pipeline management, conversion optimization, pricing Discipline and deal quality.
• Increase the value, success rate, and strategic impact of Must Win Deals through governance, prioritization, and structured coaching.
• Coach sales leaders and teams on opportunity strategy, value articulation, and deal execution.

Sales Operations, Governance & Salesforce Enablement

• Own the end‑to‑end sales operating rhythm, including forecasting, pipeline reviews, performance reviews, and QBRs.
• Ensure strong governance, compliance, and data integrity across CRM (Salesforce.com), reporting, and incentive tracking.
• Define and embed standards for onboarding, adoption, and advanced use of Salesforce.com to drive execution and insight.
• Drive consistent and disciplined use of commercial processes, systems, and tools.

GTM Design & Coverage Optimization

• Establish a consistent, data driven approach to:
• Account classification and segmentation
• Customer targeting and sizing
• Sales force sizing and deployment
• Sales territory design and optimization
• Implement an industry leading Product Model approach to improve clarity of ownership, accountability, and execution.
• Create scalable playbooks and commercial frameworks that provide a common language across the organization.

Sales Enablement, Capability Building & Change Management

• Build and lead a high performing Sales Excellence team to create excellence in commercial processes, systems, and tools.
• Design and deliver sales enablement, onboarding, and training programs aligned to KSA market needs.
• Create a new, sustainable sales support and training structure for field and inside sales.
• Drive enterprise-wide change management to embed standards, expectations, and performance discipline into individual and leadership goals.
• Foster a culture of accountability, customer centricity, continuous improvement, and execution excellence.

Inside Sales & Underserved Market Expansion

• Lead and scale the Inside Sales channel to improve customer coverage and serve underserved segments.
• Create and implement a comprehensive Inside Sales Playbook covering:
• Operating model and customer experience
• Business case and location strategy
• Systems, tools, and enablement
• End‑to‑end sales excellence and performance tracking
• Increase customer engagement and penetration through differentiated channel strategies.

Analytics & Decision Support

• Provide data driven insights into sales performance, market trends, customer behavior, and competitive dynamics.
• Deliver executive dashboards, insights, and recommendations to enable fast, informed decision making.
• Measure and continuously improve the ROI and effectiveness of commercial investments and initiatives.

Leadership & Stakeholder Management

• Act as a trusted advisor to Senior Sales Leadership and the Executive Leadership Team.
• Engage network teams across the organization to localize strategies and ensure effective execution.
• Lead cross functional collaboration to ensure seamless commercialization and transformation delivery.
• Improve organizational engagement and leadership effectiveness through clarity and trust.

About you

• Bachelor’s degree in business, marketing, finance, or related field (MBA or equivalent preferred).
• 12+ years of experience in Sales Excellence, Commercial Effectiveness, Sales Operations, or Commercial Strategy.
• Proven senior leadership experience within KSA and in a healthcare environment.
• Strong expertise in Salesforce.com, sales analytics, forecasting, performance management, and GTM models.
• Demonstrated success leading large scale commercial transformation and change management.

Key Competencies

• Strategic thinking with strong execution focus
• Commercial and financial acumen
• Data driven decision making
• Executive presence, influencing, and stakeholder management
• Change leadership and transformation mindset
• Strong communication and coaching skills

Click on apply if this sounds like you!

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

Becton, Dickinson and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally-protected characteristics.

To learn more about BD visit: https://bd.com/careers

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Primary Work Location

SAU Riyadh - Centria Office Building

Additional Locations

Work Shift