Associate Director, Sales Force Effectiveness

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.

Title: Associate Director, Sales Force Effectiveness

Department: Commercial Excellence
Location: Tokyo

Report to: Director, Commercial Excellence

Direct report: 0

Position Summary

The Associate Director, Sales Force Effectiveness – Commercial Excellence will play a critical role in driving the transformation of sales productivity and execution effectiveness across BD Japan.

This role is responsible for integrating business intelligence, data analytics, sales operations, and resource allocation to ensure that commercial strategies are consistently translated into high-quality frontline execution across all Business Units (BUs).

Operating in a highly matrixed environment, this role partners closely with BU leaders, Finance, Marketing, and Sales teams to enable data-driven decision-making and execution excellence.

Key Responsibilities

1. Drive Data-Driven Sales Execution

• Establish and embed a data-driven sales execution model integrating customer data, analytics, and performance management routines (e.g., MBUR)
• Translate data insights into actionable recommendations to enhance sales effectiveness
• Develop and maintain dashboards, KPIs, and governance processes to improve performance visibility

2. Optimize Sales Resource Allocation

• Lead planning and optimization of sales resource allocation aligned with business priorities (growth, core business protection, new product expansion)
• Provide analytical support on targeting strategy, territory design, and deployment models
• Partner with BU leadership to ensure alignment between strategic priorities and field execution

3. Enhance Sales Productivity & Capabilities

• Drive standardization of sales processes and best practices across BUs
• Identify productivity gaps and lead continuous improvement initiatives
• Support capability development to improve overall sales force effectiveness

4. Lead Cross-Functional Commercial Initiatives

• Act as a key integrator across Sales, Marketing, Finance, and Operations
• Drive alignment and execution of Commercial Excellence initiatives in a matrix organization
• Support governance and decision-making with senior stakeholders

Qualifications & Experience

Required

• Significant experience in sales operations, sales force effectiveness (SFE), or commercial excellence
• Strong analytical and data-driven decision-making capability
• Proven ability to lead cross-functional initiatives in a matrix organization
• Strong stakeholder management and influencing skills (including senior leadership)
• Solid business acumen and problem-solving skills
• Language: Native level in Japanese. High business level above in English.

Preferred

• Experience in targeting strategy, territory design, or sales resource allocation
• Background in consulting, commercial strategy, or finance business partnering
• Experience in healthcare, medical device, or other complex B2B industries

Key Success Factors

• Ability to balance strategic thinking and hands-on execution
• Strong influencing and alignment capability without direct authority
• Comfort operating in ambiguity and driving structured outcomes
• Proven track record of delivering measurable business impact

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 healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

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

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.

Required Skills

Optional Skills

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