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Sales Training Manager - Lab Automation

Apply Now Job ID R-353970 Date posted 12/05/2019

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Job Description Summary

Job Description

Summary:

You will be responsible for developing, designing and delivering sales training to the Lab Automation Integrated Diagnostic Solutions (IDS) field sales team.The goal is to improve knowledge and competencies around the execution of business unit and sales team objectives to improve sales skills, sales leadership, sales process, and sales automation adoption and to increase sales effectiveness and high impact results.

Ideally this role is based out of our Baltimore, MD office but can be done remotely

Responsibilities:

  • Designs and delivers competency-based sales training curriculum (clinical, product, financial and messaging skills) to support and reinforce business goals.  Connects Business Unit solutions to customer needs.
  • Designs and delivers innovative, interactive training designed for immediate application in the field. Focuses on pre training, training, and post training approaches.
  • Serves as a key conduit for transferring business unit knowledge to the sales force.  Functions as a critical liaison, requiring the skills to assist the Subject Matter Experts (SME's) to develop materials that reflect the sales process and meet the learning needs of the sales force.  This includes initial training, and reinforcement tools such as WBT, job aids, and new training tools.
  • Consults with sales management, sales representatives and other departments on sales representative and manager challenges and coaching needs
  • Consults with marketing, service, and contracts to continue to develop tools and train best practices for tool deployment in the field
  • Assesses knowledge and skill level of sales associates and first line managers
  • Designs horizontal training for on-boarding, basic and advanced sessions to improve sales execution and results
  • Utilizes advanced tools and methodologies for training; delivers advanced level of classroom training and facilitation
  • Provides training on sales process to sales force and first line managers
  • Recognizes and identifies key impacts, measures and methods to improve sales skills, resulting in improved results
  • Uses deep subject matter/functional expertise, influence and process skills to help internal/external customers and stakeholders identify and meet their high priority needs.
  • Applies knowledge of the customer's business and industry to develop optimal solutions
  • Champions and leads change initiatives; identifies the best approach for implementing strategic processes 
  • Proactively develops and maintains technical knowledge in specialized area(s), remaining up-to-date on current trends and best practices;
  • Support conferences where equipment will be demonstrated and coaching staff in best practices for demonstrations

Qualifications:

  • Bachelors Degree required
  • Demonstrates a strong understanding of the clinical, operational, financial, and regulatory impact of lab automation to the microbiology segment and the overall laboratory impact
  • Demonstrates comprehensive knowledge of acute health care market, customer challenges, market trends, BD value proposition(s), sales process
  • Demonstrates advanced knowledge of large capital acquisition buying process and the financial transaction types including third party leasing, operating leases, and consumable contracting.
  • Demonstrates advanced knowledge of sales leadership principles, team development and adult learning principles
  • Proven ability to support and train associates to perform demos and host successful key customer visits
  • Ability to travel up to 50% of the time

Primary Work Location

USA MD - Baltimore

Additional Locations

Work Shift

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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, or any other protected status.

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