BD (Becton, Dickinson and Company) Manager - Sales Effectiveness & Training in Baltimore, Maryland
Job Description Summary
Sales Effectiveness and Training is responsible for developing, designing and delivering sales training and supporting all sales effectiveness functions for IDS. The goal is to improve knowledge and competencies around the execution of business unit and sales team objectives to improve sales skills, sales leadership, sales process, and sales automation adoption and to increase sales effectiveness and high impact results.
At BD, sales go beyond selling products. As the top tier medical technology company in the ever-transforming healthcare industry, we see how meaningful it is to provide groundbreaking solutions. This means changing how we partner with public and private-sector customers to understand their needs and improve patient lives.
What is encouraged of you for success in your role:
Extensive knowledge of acute health care market, customer challenges, market trends, BD value proposition(s), sales process
Demonstrates sophisticated knowledge of clinical laboratory technologies and process,
Previous experience with successful sales training experience related to diagnostic products.
Proven expertise with sales leadership principles, team development and adult learning principles
Consults with sales management, sales representatives and other departments on sales representative and manager challenges and mentor needs
Consults with marketing, service, and contracts to continue to develop tools and train best practices for tool deployment in the field
Assesses knowledge and skill level of sales associates and first line managers
Crafts horizontal training for on-boarding, basic and sophisticated sessions to improve sales execution and results
Utilizes sophisticated tools and methodologies for training; delivers level of classroom training and facilitation, both in person and virtually.
Provides training on sales process to sales force and first line managers
Recognizes and identifies key impacts, measures and methods to improve sales skills, resulting in improved results
Uses deep subject matter/functional expertise, influence and process skills to help internal/external customers and stakeholders identify and meet their high priority needs.
Applies knowledge of the customer's business and industry to develop efficient solutions
Champions and leads change initiatives; identifies the best approach for implementing strategic processes
Proactively develops and maintains technical knowledge in specialized area(s), remaining up-to-date on current trends and best practices;
Ability to support and train associates to perform demos and host successful key customer visits
Support conferences where equipment will be proven and mentor staff in best practices for demonstrations
Accountabilities in this role
Demonstrates a strong understanding of the clinical, operational, financial, and regulatory impact of diagnostic pre-analytical and analytical segments and the overall laboratory impact
Designs and delivers competency-based sales training curriculum (clinical, product, financial and messaging skills) to support and reinforce business goals. Connects Business Unit solutions to customer needs through impactful sales process.
Designs and delivers innovative, interactive training crafted for immediate application in the field. Focuses on pre-training, training, and post training approaches.
Serves as a key conduit for transferring business unit knowledge to the sales force. Functions as a critical liaison, requiring the skills to assist the Subject Matter Authorities (SME's) to develop materials that reflect the sales process and meet the learning needs of the sales force. This includes initial training, and reinforcement tools such as WBT, job aids, and new training tools.
Drives the adoption of the BD Sales Process and related selling skills.
Analyzes and identifies ongoing sales force training needs, requirements and objectives. Ensures timely updates to course curricula to reflect changes in solution offerings and market demands.
Prepares oral and written participant evaluation and follow up with their managers
Develops course content for special projects, such as regional training, product launches, and the National Sales Meeting.
Manages the logistical planning and organizing of pretraining activities, and of all assigned sales training programs (classroom / virtual preparation and setup).
Keeps advised of new training methods, techniques of competitors, and pending introduction of new product/services in order to ensure current and effective course curriculum for sales personnel
Experience in clinical laboratory and/or understanding of pre-analytical and microbiology laboratory workflow preferred
3 – 5 years sales or clinical background preferred
Sales Training experience preferred
Bachelor's Degree required
Minimum 5 yr work experience
Excellent oral and written communication skills are required
Demonstrates strong understanding and importance of business and sales processes
Ability to travel 50%
Come Join us!
A career at BD means being part of a team that values your opinions and contributions and that empowers you to bring your authentic self to work. Here our associates can fulfill their life’s purpose through the work that they do every day.
You will learn and work alongside inspirational leaders and colleagues who are equally passionate and committed to encouraging an inclusive, growth-centered, and exciting culture. Our Total Rewards program — which includes competitive pay, benefits, continuous learning, recognition, career growth, and life balance components — is crafted to support the varying needs of our diverse and global associates.
Becton, Dickinson and Company is an Equal Opportunity Employer. We do not unlawfully discriminate on the basis of 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, or any other protected status.
Primary Work Location
USA MD - Sparks - 39 Loveton Circle
Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of 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, or any other protected status.