Job Description Summary

Sales Training Manager as part of UCC Commercial Excellence

Job Description

We are the makers of possible! 

 

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. 

 

We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us. 

Sales Training and Development requires a commitment to work, hand-in-hand, with Sales and Sales Management and Marketing to provide each unique sales organization and individual with the tools and resources needed to improve sales execution and drive revenue.

The primary responsibility of the Commercial Excellence Endourology Trainer is to develop and implement best-in-class sales readiness and training programs for the organization.  A sound understanding of professional selling and operational best practices are keys to success in this role.  The ideal candidate will take a consultative and strategic approach to training, professional development and customer experience.  This may be delivered to new or existing customers in content areas that may change or evolve with the customer or organization’s needs and goals.

The successful Endourology Trainer is an energetic team player who has the ability to influence and motivate others while building a wide network.  This person must have exceptional interpersonal skills and can establish open, collaborative communication channels with colleagues at every level and in every department. 

Essential / Key Job Responsibilities:

• Demonstrates expertise in education development, content creation, and adult learning, communication skills, and coaching and management development.

• Responsible for the coordination of in-house, sales meeting, and field based training for sales personnel, Independent Sales Agents, and supportive departments.

• Works together with Sales Management, Marketing, Sales Enablement and Field Sales Training to develop sales training agenda, curricula, content and training materials used in training domestic and international sales groups and supportive departments.  Provides solutions for delivering high-impact sales presentations, both live and on-demand.

• Assess sales force strength and skill gaps and developmental needs of high potential individuals; develops programs to address those competency gaps and developmental needs in tandem with senior sales management and human resources.

• Equips Endourology Sales Team with the Knowledge Set and Skills Set to Win. Examples include but are not limited to:

Knowledge Set

Skill Set

• Product

• Communication/Active Listening

• Process

• Prospecting/Qualifying

• Compliance

• Negotiation

• Using Sales Analytics

• Closing/Gaining Commitment

• Selling Environment (Economics, Competition, Trends and Drivers)

• Territory Planning/Account Planning/Opportunity Planning

• Time Management

• Relationship Building

• Advanced sales training – responsible for developing and implementing training for tenured sales personnel and field sales managers as appropriate and necessary.

• New product training – responsible for working with Sales Enablement, Marketing and Product Management in development of training programs for new product launches.

• Creation of instructor-led, distance learning, video and web based and other formatted curricula and content as needed. 

• Measure effectiveness of training programs. Develop reports and comprehensive programs analysis.  Identifies needs and implements improvements.

• Other duties as assigned.

Required Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements included in this job description are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Strong communication and presentation skills.