Strategic Sales Training and Development Manager

Strategic Account Training Manager

The Strategic Account Training Manager (SATM) will be responsible for developing, implementing, and managing comprehensive training programs for our National Accounts, Regional Sales and Oncology teams. The SATM is responsible for improving the team's clinical and product knowledge across the MDS portfolio, sales competencies, key account strategy, and clinical and business acumen. The SATM is a highly competent sales and training professional with preferred knowledge of the Medication Delivery Solutions (MDS) portfolio and MDS-wide value proposition message. The NATM must fully understand the MDS business strategy and be able to identify the necessary skills and competencies the associates need to successfully complete this strategy.

This position will require extensive internal collaboration with MDS US commercial team across the Catheter, Line Maintenance and Hazardous Drug Safety sales and marketing organizations as well as with the commercial integration and contracting teams. This role is a critical liaison function, requiring the skills to assist the Subject Matter Experts (SMEs) 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. The SATM will help develop measurement systems to ensure learning is measured, communicated to the appropriate managers, and followed with effective coaching for continued success.

The SATM reports to the Director, MDS Sales Training & Development.

Job Responsibilities

• Training Program Development : Partner with business leaders to understand the business strategy and necessary competencies for success. Design and develop training materials, modules, and programs tailored to the needs of the National Accounts, Regional Sales, and Oncology teams. Assess current internal and external strategies and training approaches for areas of improvement, applying best practice to enhance the training plans and modalities. Responsible for maintaining materials and for routing all materials through the internal LMR approval process, ensuring strict adherence to all regulations.
• Sales Team Training : Conduct training sessions, workshops, and webinars to enhance the skills and knowledge of the DNAs, NAMs, Regional Sales, and Oncology teams, including sales methodology, product training, competitive landscape, negotiation, contracting, and salesforce analytics.
• Strategic Learning Initiatives : Empower sales excellence through innovative learning modalities. Handle the design, development, and execution of micro learnings, podcasts, eLearnings, etc. to enhance product knowledge, selling skills, and market readiness across the MDS portfolio.
• Performance Evaluation : Monitor and evaluate the effectiveness of training programs, making gap assessments and necessary adjustments, to ensure optimal performance. Utilizes sales competency gaps to provide training aligned with the needs of the field.
• Collaboration : Work closely with sales and sales enablement leadership, marketing managers, commercial contracting / integration, analytics, business process leaders, and other stakeholders to align training initiatives with business goals.
• Market Analysis : Stay updated on industry trends, competitor activities, and market dynamics to inform training content and strategies.
• Reporting : Provide regular reports on training activities, outcomes, and areas for improvement to senior management.
• Inventory : Handles training department inventory (demo / samples, etc.) and sets par levels on BD products and competitive products needed for the sales training program.
• Compliance : Complies with all corporate policies and external policies (such as AdvaMed and Sunshine Act).
• Budget : Handles responsibilities within the allotted T&E expense budget.

Proven Proficiencies and Capabilities

Qualifications

Why Join Us?

A career at BD means being part of a team that values your opinions and contributions and that encourages you to bring your authentic self to work. It's also a place where we help each other be great, we do what's right, we hold each other accountable, and learn and improve every day.

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 health. At BD, you'll discover a culture in which you can learn, grow, and thrive. And find satisfaction in doing your part to make the world a better place.

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.