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Commercial Excellence Training Manager
2 weeks ago
**Job Description Summary**:
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.
Reporting to the Associate Director, Sales Effectiveness, the **Commercial Excellence Training Manager** will be responsible for maximizing the sales organization’s effectiveness through best-in-class processes, tools and ways of working, ultimately translating to strengthened commercial excellence, exceptional financial performance, engagement, and satisfaction. The Commercial Excellence Manager will also work very closely with the Canadian Sales organization to advance the BD Way of Selling and BD’s Win Room process to increase sales productivity and profitable revenue.
**Duties & Responsibilities**:
- Participate in the development and deployment of the Sales Training Program for new
- hires and Ever-Boarding Program for existing sales representatives through content
- revision specific to sales skills.
- Coordinate and facilitate comprehensive training programs for new and existing sales representatives, including workshops, onboarding sessions, and field-based training that involves sales approaches and CRM usage to support sales performance and growth.
- Support the development of educational material (e.g. videos in collaboration with sales enablement).
- Add and manage content in BD’s sales learning management system (ShowPad).
- Provide expert knowledge of customers’ buying process, needs, and challenges when working with sales representatives and sales leaders.
- Partner with Canadian platform leaders and regional experts to provide voice of customer in the design of sales process.
- Develop post-training survey metrics and analysis to assess the effectiveness of training programs for sales representatives.
- Conduct regular field visits with sales representatives to ensure accuracy of customer buying process and assess relevance of training efforts.
- Partner with third party organizations to deliver Sales Force effectiveness and Sales Management Excellence Courses such as coaching, leadership, onboarding, and recruiting.
**Education and Experience**
- Bachelor’s degree in commerce, Science, Marketing, or relevant field.
- Must possess a minimum of 5 years’ experience in a sales role within the healthcare space. Marketing experience in addition to sales an asset.
- Strong proficiency with MS office tools (Word, Excel, PowerPoint, Outlook, etc.).
- Strong proficiency with Salesforce.
- Experience leading teams, with or without authority
- Bilingual French an asset.
- Must possess and maintain a valid driver's license and a past clean driving record for a minimum of 3 years, as well as meet BD's auto safety standards.
- Ability to travel approximately 45% in Canada and US, including overnight travel, some nights and weekends, and flexibility with working hours. May need to adjust travel % based on business needs. Should reside near/close an international airport in Canada.
**Knowledge and Skills**
- Demonstrated ability and desire to teach.
- Self-confidence, adaptability, and effectiveness in collaborating and coaching with a wide variety of different styles.
- Strong analytical skills, ability to identify, define, and solve problems rapidly, and ability to think and plan strategically.
- Willingness and ability to build and maintain relationships across functions and globally.
- Ability to utilize project management skills to manage projects to meet deliverables and deadlines.
- Demonstrated ability to communicate effectively both verbally and in writing.
- Demonstrated track record of high achievement Ability to take initiative, persevere when confronted with obstacles, and demonstrated passion for development and delivering positive outcomes.
- Above average presentation skills in a variety of presentation settings: one-on-one, small, and large groups, with peers, and with senior leadership both in-person and in a virtual setting.
- Strong business acumen and analytical skills with a proven understanding of how strategies and tactics work in the marketplace.
- Strong knowledge of sales best practices.
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of e
