Training Manager - Home Care and Government

Job Description

Sales Training and Development requires a commitment to work, hand‑in‑hand, with Sales and Sales Management and Marketing to provide each unique sales organization and individual with the tools and resources needed to improve sales execution and drive revenue.

The primary responsibility of the Commercial Excellence Home Care/Government Trainer is to support UCC Home Care products with physicians, case managers, clinicians, rehabilitation & specialty accounts, and other key decision makers. In addition, this training manager supports our government accounts team within BD’s UCC Federal Healthcare Markets. The position involves working closely with nursing leaders, physicians, case managers and their patients as they transition from the hospital to the home.

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. This may be delivered to new or existing customers in content areas that may change or evolve with the customer or organization’s needs and goals.

The successful Home Care and Government Trainer is an energetic team player who has the ability to 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.

• Demonstrates expertise in education development, content creation, and adult learning, communication skills, and coaching and management development.
• Responsible for the coordination of in‑house, sales meeting, and field based training for sales personnel, and supportive departments.
• Works together with Sales Management, Marketing, Sales Enablement and Field Sales Training to develop sales training agenda, curricula, content and training materials used in training domestic and international sales groups and supportive departments. Provides solutions for delivering high‑impact sales presentations, both live and on‑demand.
• Assess sales force strength and skill gaps and developmental needs of high potential individuals; develops programs to address those competency gaps and developmental needs in tandem with senior sales management and human resources.
• Equips Home Care and Government Sales Team with the Knowledge Set and Skills Set to Win. Examples include but are not limited to:

• Product
• Communication/Active Listening
• Process
• Prospecting/Qualifying
• Compliance
• Negotiation
• Using Sales Analytics
• Closing/Gaining Commitment
• Selling Environment (Economics, Competition, Trends and Drivers)
• Territory Planning/Account Planning/Opportunity Planning
• Time Management
• Relationship Building
• 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.

• Strong communication and 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…