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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. 

Position Summary:

The Sales Education and Training manager for Instrumentation and Automationwill design and deliver educational programs that will ultimately assist to increase the overall performance of our sales teams and ensure they have the skills to achieve their goals. This requires a commitment to work together with sales, sales management and marketing to identify challenges they face on the job and recommend ways to increase productivity.

The primary responsibility of the Instrument and Automation Trainer is to develop and implement best-in-class sales readiness and training programs across the Diagnostic Portfolio  including but not limited to BD BACTEC, BD Phoenix, BD Kiestra and BD COR. This includes preparing learning material including a curriculum approach supporting the entry level sales associate, changing market conditions warranting educational support, conducting skills gap analysis and evaluation results after each training session.  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.  The goal is to build knowledge and competencies to support business objectives, maximizing sales execution, elevating effectiveness to deliver high impact results.

The successful Sales Education and Training Manager is an energetic team player who can 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:

• Review and understand the strategic imperatives for DiagnosticSolutions to design and adjust educational curriculum in support of the business strategy.

• Facilitate onboarding product training program, design courses and education based on sound adult learning principals with excellent communication and coaching skills. This includes supporting marketing launches and continuing education for tenured sales personnel.

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

• Works collaboratively with sales management, marketing, sales enablement and field sales training to ensure that the curricula, content and sales training agenda drives alignment to the fiscal year SMAP (sales marketing action plan)  

• Assesses talent by performing skill gap analysis to identify areas of improvement and create targeted training to meet the evolving business demands.

• Drive sales process, ensure tools and internal platforms are leveraged to manage all aspects of the Specimen Management business.

• Data driven approach to measuring effectiveness of training programs by participating in quarterly field ride along with new associates, using data from post training surveys and from FST and RBM coaching reports. Track and maintain associate training score card.

• 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.  

• Other duties as assigned. 

Qualifications:

• 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.

Skill Requirements:

• Strong communication and exceptional presentation skills.

• Strong listening and assessment skills

• Strong questioning and problem-solving skills+

• Excellent organizational skills and attention to detail

• Proven ability to handle and drive multiple projects, work under deadlines and manage change

• Proven ability to establish goals, set clear expectations, prioritize activities and follow-through with timely execution of cross-functional team environment

• Ability/willingness to travel

• Detailed project management skills

• Ability to work independently; manage and direct supportive staff

• Proficient in the use of a personal computer and tablet with intermediate level of keyboarding skills, MS Excel, MS Word, PS PowerPoint and SFDC

Education and/or Experience:

• Three plus (3+) years professional training experience, field sales training, training management and familiarity with influencing stakeholders in a matrix organization 

• Five plus (5+) year’s successful professional development experience with demonstrated results. 

• Capital sales experience required; laboratory capital or consumable sales experience preferred

• Bachelor’s degree required