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

🕒 July 31

🏖️ New Jersey – Remote

🏖️ New Jersey – Remote

💵 $220.7k - $353.1k / year

⏰ Full Time

🟠 Senior

🤑 Sales

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 20%

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BD

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1897

🏥 Healthcare

🏭 Manufacturing

⚕️ Healthcare Insurance

💰 $24M Grant on 2020-07

Healthcare • Manufacturing • Healthcare Insurance

BD (Becton, Dickinson and Company) is a global medical technology company dedicated to advancing the world of health. It focuses on developing innovative technologies, services, and solutions to improve safety and efficiency in healthcare. BD offers a wide range of products including medication management solutions, surgical solutions, cervical cancer screening, drug delivery systems, and laboratory services. The company is also involved in infection risk management and provides advanced clinical insights to enhance patient outcomes. With a commitment to global health sustainability and social investing, BD is a leader in healthcare technology and services worldwide.

📋 Description

• Own the annual global incentive compensation and territory/coverage design process • Define metrics, pay mix, performance thresholds, coverage models, and globally consistent design principles • Conduct financial modeling, scenario analyses, and sensitivity simulations • Design and govern gamification programs and real-time leaderboard capabilities • Benchmark IC and territory/quota practices against leading MedTech and technology companies • Architect and deploy global territory design and coverage strategy • Establish enterprise standards for territory alignment across geographies, accounts, specialties, and channels • Build market mapping frameworks and enable dynamic resource allocation • Define territory quality benchmarks and partner to deploy market mapping and GTM coverage tools • Oversee annual quota-setting across markets and Business Units • Establish quota-setting methodology and governance • Model quota distributions with Finance and Sales Leadership • Establish and maintain unified governance for IC and territory/coverage design • Partner with Legal, HR, and Compliance on regulatory and policy adherence • Lead governance cadence and manage compensation and territory/quota dispute resolution • Build dashboards, scorecards, and KPIs integrating territory health, quota attainment, plan effectiveness, payouts, and behavior • Deliver insights and recommendations to the SVP, Sales Operations & Effectiveness and senior commercial leadership • Conduct retrospectives and monitor unintended behaviors, coverage gaps, and misaligned incentives • Establish anomaly detection, behavioral analysis, simulation, and continuous re-optimization with Sales Intelligence • Own IC and territory/coverage administration platforms, including configuration, vendors, processes, and data integrity • Collaborate with IT, Data & Analytics, and Sales Operations on data pipelines, crediting logic, market mapping, and calculations • Drive automation and process improvement • Integrate IC and GTM systems with BD's broader commercial technology ecosystem, including Salesforce.com • Serve as global subject matter expert and trusted advisor to senior business, finance, HR, and commercial leaders • Define and evolve the operating model and team structure • Build, lead, and develop a high-performing global team • Drive alignment and adoption of global standards across Business Units and regions • Lead communications explaining territories, quotas, earnings, and performance opportunities • Manage change across a highly matrixed global organization

🎯 Requirements

• 10+ years across incentive compensation, territory/GTM design, sales operations, or commercial operations • 3+ years in a global or multi-regional leadership role • Demonstrated expertise in IC plan design, territory/coverage architecture, quota methodology, payout modeling, and governance in a complex, multi-product environment • Experience supporting 1,000+ sellers across multiple geographies and business lines preferred • Ability to leverage AI and advanced analytics to optimize incentive design, territory alignment, forecasting, and commercial decision-making at scale • Hands-on experience with Varicent, Xactly, or SAP Commissions • Advanced Excel and BI tools, including Power BI and Tableau • Strong market mapping and opportunity modeling skills • Proven influence across senior leadership in a matrixed organization; track record driving change adoption across large, dispersed sales organizations • Deep Salesforce.com fluency and experience integrating IC/territory data into a broader commercial ecosystem • Cross-functional governance experience with HR, Finance, Legal, and Compliance • Executive communication skills • Experience building or scaling a team or function, including defining its operating model • Bachelor's degree required • MedTech, Life Sciences, Pharma, or similarly regulated global commercial background desired • Experience with gamification/leaderboard platforms and MedTech-specific data sources desired • Experience leveraging AI/advanced analytics for IC modeling, payout forecasting, or territory/coverage optimization desired • Global living/working experience and cultural fluency across markets desired • Experience across direct, specialist, hybrid, and channel selling motions desired • Track record leading IC or GTM transformations and presenting strategy/outcomes to C-suite or Board audiences desired • President's Club or equivalent recognition desired • Strong business acumen, executive presence, high integrity, learning agility, and resilience

🏖️ Benefits

• Annual Bonus • Potential Discretionary LTI Bonus • Potential reimbursement of phone use • Medical coverage • Health Savings Accounts • Flexible Spending Accounts • Dental coverage • Vision coverage • Hospital Care Insurance • Critical Illness Insurance • Accidental Injury Insurance • Life and AD&D insurance • Short-term disability coverage • Long-term disability insurance • Long-term care with life insurance • Anxiety management program • Wellness incentives • Sleep improvement program • Diabetes management program • Virtual physical therapy • Emotional/mental health support programs • Weight management programs • Gastrointestinal health program • Substance use management program • Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit • BD 401(k) Plan • BD Deferred Compensation and Restoration Plan • 529 College Savings Plan • Financial counseling • Baxter Credit Union (BCU) • Daily Pay • College financial aid and application guidance • Paid time off (PTO), including all required State leaves • Educational assistance/tuition reimbursement • MetLife Legal Plan • Group auto and home insurance • Pet insurance • Commuter benefits • Discounts on products and services • Academic Achievement Scholarship • Service Recognition Awards • Employer matching donation • Workplace accommodations • Adoption assistance • Backup day care and eldercare • Support for neurodivergent adults, children, and caregivers • Caregiving assistance for elderly and special needs individuals • Employee Assistance Program (EAP) • Paid Parental Leave • Support for fertility, birthing, postpartum, and age-related hormonal changes • Bereavement leaves • Military leave • Personal leave • Family and Medical Leave (FML) • Jury and Witness Duty Leave