BD (Becton, Dickinson and Company) Senior Manager Commercial Training in Sparks, Maryland

Job Description SummaryBD Diagnostic Systems is looking for a leader dedicated to driving best practices and reinforcement of new training and initiatives. The Commercial Training function is responsible for developing, designing and delivering sales training for existing brands and new product launches. The goal is to improve knowledge and competencies related to the execution of business unit and sales team objectives to improve sales skills, sales leadership competencies, sales process, and sales automation adoption; leading to increased sales effectiveness with high impact results.

This position reports to the Marketing and Commercial Excellence VP, and collaborates with the Associate Directors of Marketing, and the US DS Sales Leadership Team.

Job Description

Responsibilities

The Sr. Manager, Commercial Training is a resource for the execution of the BD Diagnostic Systems business strategy by addressing the development needs of current and future Diagnostic Systems associates at all levels. This leader must fully understand the business strategy and be able to identify the necessary skills and competencies the associates need to successfully execute the strategy. The first hand experiences in our customers’ environment and credentials of the Sr. Manager, Commercial Training enhances the credibility of our training approach based on a customer centric model.

Specifically, the Sr. Manager, Commercial Training will lead the development and implementation of learning opportunities. This 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. A successful approach will ensure best practices are embedded into strategic learning modules to 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, using BD segment based selling strategies. With the support of the Leadership Team, the Senior Manager Commercial Training will help develop measurement systems to ensure learning is appropriate and followed with effective coaching for continued success.

The Sr. Manager, Commercial Training will be responsible for enhancing associate development including in-role career progression, and readiness for other roles at BD.

Functional Responsibilities

  • Maintain a high level of technical and market expertise

  • Manage BD Diagnostic Systems onboarding process for newly hired associates, ensuring all actions required to onboard and train are executed.

  • Lead the corporate based training programs, such as The BD Way of Selling

  • Lead the development and execution of training related to new product launches

  • Lead training and competency assessment with the Sales Leaders to implement effective sales competencies for all levels within the sales organization

  • Support and develop effective tools for new hires, value selling initiatives, account management selling for specific channels and solutions selling

  • Coordinate training calendar

  • Work closely with the Marketing and Sales Leaders on training requirements in the field for new hires as well as other sales associates as deemed appropriate by the Sales Leaders

  • Provide sales mentoring and training of “best practices” associated with technical product knowledge, competitive positioning, demonstration skills and value selling.

  • Assemble/maintain competitive product and/or market information, customer evaluation and published studies that are essential to training of best practices among US sales specialists

  • Lead career development activities designed to support associates’ professional growth at BD.

  • Responsible for Trade Shows, Workshops and Customer events organization

  • Lead, coach, and develop a team of 7 associates

Qualifications:

  • BS or BA required. Education in Life Sciences or MBA preferred.

  • 7 - 10 years of experience within healthcare industry; with demonstrated success in sales, sales training and talent development.

  • Excellent communication and interpersonal skills

  • Selling expertise with significant knowledge of Life Sciences Segment

  • Exemplifies the BD Values

  • Ability to manage large budget

  • Collaborates across organizational boundaries

  • Proactively identifies and responds to changes in business environment

  • Excellent communication and influencing skills

  • Experienced with multi-media presentations

  • Experienced with creating and managing professional development programs in concert with leadership and human resources.

  • Familiar with adult learning principles

Primary Work LocationUSA MD - Baltimore

Additional Locations

Work Shift

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