BD (Becton, Dickinson and Company) Sales Training and Development Manager in Franklin Lakes, New Jersey
Job Description Summary
The Training and Development Function is responsible for developing, designing and delivering sales training. The goal is to improve competencies around the execution of business unit and sales team objectives to improve sales skills, sales competencies, sales process, clinical and business acumen, as well as technology adoption to increase sales effectiveness with high impact results.
The Vascular Care Sales Training Manager (STM) is a resource for the execution of the Medication and Delivery Solutions (MDS) Business Unit strategy by addressing the development needs of current and future MDS Sales and Clinical associates at all levels. The STM must fully understand the business strategy and be able to identify the necessary skills and competencies the associates need to successfully execute upon this strategy. First hand experiences in our customers’ environment and/or credentials of the STM enhance the credibility of our training approach based on a customer centric model. The knowledge and experiences the STM will gain in this position can prepare them for the next step in a Leadership position as outlined by their Career Blueprint.
Specifically, the STM will lead the development and implementation of learning opportunities as directed by the Director, MDS Sales Training and Development. This role is a critical liaison function, requiring the skills to assist the Subject Matter Experts in developing materials that reflect the sales process and meet the learning needs of a diverse sales force and clinical team. A successful approach will ensure best practice is embedded into learning modules that include traditional training (didactic and experiential), eLearning, and blended modalities. Emphasis will be on developing skill sets focused on customer interactions at the decision making level. With the support of the Director, the STM will help develop measurement systems to ensure learning is measured, communicated to the appropriate Managers, and followed with effective coaching for continued success.
The Care Sales Training Manager reports to the Director, MDS Sales Training and Development.
The Sales Training Manager will be focused on, but not exclusively limited to, the activities outlined below:
The listed responsibilities are intended to be representative of the work done in this position and are not all-inclusive. The omission of a specific duties and responsibilities will not preclude it from this position.
Partners with the Business leaders to understand the business strategy and necessary competencies for success.
Assesses the training needs for the MDS Vascular Care Sales and Clinical teams to develop a comprehensive training plan focused on primary and secondary learning opportunities.
Manages the logistical planning and organization of training activities and programs (class preparation, facilitator engagement, and setup).
Facilitates product training classes as needed and works closely with the Subject Matter Experts on developing content.
Develops and administers training programs with measurements for effectiveness. Ensures follow up feedback (oral and written) is delivered to direct Manager in a timely manner.
Assists in coordination and execution of training at all summer and national sales meetings and some regional meetings, as applicable.
Coordinates additional webinar training in cooperation with Marketing and other Subject Matter Experts.
Conducts new hire onboarding classes quarterly at Corporate Headquarters.
Plans and facilitates in-house employee training, as requested, up to four times per year.
Coordinates and executes global follow-up train-the-trainer classes once per year, as needed.
Assists in the planning and execution of internal office-based employee training, as needed.
Assists in the facilitation of Management training classes, as requested.
Utilizes the report of Sales Competency gaps to provide training aligned with the needs of the team.
Assesses current internal and external strategies and training approaches for areas of improvement applying best practice to enhance the training plans and modalities.
Provides experiential knowledge of nursing and pharmacy practices, utilizing internal and external resources, to enhance the current approach with decision makers in these areas.
Selects appropriate training formats and delivery modalities. Provides continuous updates to incorporate the latest best practice in adult learning principles utilizing outside resources such as CEB and Q1 to stay informed.
Maintains advanced knowledge and skills through continuous education opportunities.
Stays informed of new training methods, techniques of competitors, and pending introduction of new product/services to ensure training programs and modalities are best in class
Supports the recruiting and interview process as a part of leadership development.
May conduct field visits, as needed, to assess updates to training.
Manages responsibilities within the allotted T&E expense budget.
Performs other related duties as assigned by the Director, MDS Sales Training and Development.
Complies with all corporate policies and external policies (such as AvaMed and Sunshine Act).
BS degree required. 3- 5 years related experience in sales, education, development, or equivalent combination of experience
Experience developing and implementing a successful training plan or other project plan.
Demonstrates comprehensive knowledge of acute care health care market, customer challenges, and market trends.
Possesses basic computer skills including Microsoft Word, Excel, Power Point, Outlook, and Salesforce.com
Must be willing to travel as needed (40 – 60% based on geographic location); although it is a remote/virtual positon, strong preference for location at/near Franklin Lakes, NJ.
Complies with all company policies and procedures.
Understands procedural knowledge, including basic anatomy and medical terminology that assists in product training.
Demonstrates understanding of selling in a hospital environment.
Exhibits a clear understanding of adult learning principles.
Has experience leading teams, with or without authority.
Relates effectively to all levels of individuals, both internally and externally.
Leads with a proactive approach to problem solving.
Communicates effectively in verbal and written form, exhibiting a clear strength in presentation skills.
Demonstrates strong preparation and organization skills.
Works effectively in a fast paced, ambiguous environment.
Preferred Skills and Qualifications:
Has strong product knowledge of BD (inclusive of legacy Bard and CareFusion) products and competitive products.
Masters or BSN a plus.
Maintains current sales certifications or ability to attain as needed (SPIN Certified Trainer, SPI).
- In an office and training environment, the individual may be required to sit or stand for extended periods of time and perform general office functions that may include bending, stooping, and reaching. The role may occasionally require lifting up to 25 lbs.
Primary Work LocationUSA NJ - Franklin Lakes
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