Senior Manager, U.S. Commercial Training Pharmacy Automation

We Are The People Who Give Possibilities Purpose

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 Med Tech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.

The US Commercial Training Lead is responsible for adapting and executing Pharmacy Automation commercial training within the US market, ensuring training is highly relevant, widely adopted, and directly improves sales performance, including win rates, deal quality, and sales productivity.

This role partners closely with US Sales Leadership to deliver onboarding, sales training, and manager‑enabled coaching programs—embedding capability into daily execution and ensuring training translates into measurable business outcomes, not just completion.

• US customer segments (Hospital, Retail, LTC, National Accounts)
• Competitive landscape and buyer dynamics
• Identified US sales team capability gaps
• Ensure training reflects US deal complexity, multi‑stakeholder buying journeys, and capital selling realities. Translate sales strategy into integrated, end‑to‑end learning journeys (e.g., onboarding, development, advanced capability building).

• Instructor‑led onboarding (ILT)
• Pre‑start home study programs
• Structured 90‑day ramp and certification model
• Ensure all reps are certified, confident, and ready prior to independent selling, with clear readiness standards and expectations.

• In‑person field sessions
• Virtual learning programs
• Advanced capability workshops
• Primary focus areas include: value‑based and outcome‑driven selling, pharmacy operations and workflow discovery, competitive positioning and complex capital and multi‑stakeholder deal execution.

• Deal inspection and deal reviews
• Pipeline coaching
• Execution cadence and operating discipline
• Partner closely with sales managers to ensure coaching routines drive consistent inspection, reinforcement, and measurable improvement in deal quality and progression.

• QBRs
• Deal reviews
• Pipeline management and forecast calls
• Ensure training translates into improved stage progression and deal advancement, increased win rates and deal quality and stronger forecast accuracy and execution discipline
• Inspect training adoption and skill application through deal reviews, pipeline inspection, and coaching routines—course‑correcting where behavior change is not evident.

• Stage progression quality and deal cycle time
• Coaching effectiveness and execution consistency
• Win rates, productivity, and forecast accuracy
• Prioritize US capability investments based on business performance, deal outcomes, and field feedback—scaling what works and retiring low‑value activity.

• Sales reps and frontline managers
• Win/loss analysis and deal execution outcomes
• Feed structured insights back into global partners to inform: curriculum refinement and training improvements, identified capability gaps and continuous improvement of commercial readiness.

• Bachelor’s degree required
• 7–12+ years of experience leading sales enablement, sales training, or commercial capability functions within a large, complex enterprise (Life Sciences experience strongly preferred)
• Proven ability to deliver training and drive sustained field adoption
• Strong understanding of sales process, pipeline management, and execution rigor
• Experience working directly with field sales organizations

• Med Tech, healthcare, or capital equipment experience
• Experience supporting complex, multi‑stakeholder sales cycles
• Experience working with LMS…