Associate Director, Sales Training – Medical Essentials

Position Summary

The Associate Director, Sales Training for Medical Essentials partners with the Medical Essentials segment to translate BD's global sales methodology, sales process, and commercial priorities into field-ready training. Operating within a global train-the-trainer model, this role equips and certifies Medical Essentials' regional trainers to deliver and reinforce that training in the field, serving as the connective tissue between BD's enterprise capability standards and how the segment builds seller capability.

Key Responsibilities

Commercial Training Strategy

• Partner with the Medical Essentials sales training team to align their training strategy to BD's global sales methodology and commercial priorities.
• Partner with Medical Essentials leadership teams to identify capability gaps and performance improvement opportunities using data and field insights.
• Translate business priorities into focused capability plans tied to revenue, pipeline, and productivity outcomes.
• Ensure training investments are targeted, scalable, and outcome-driven.

Sales Methodology & Process Enablement

• Serve as a subject matter expert in BD's global sales methodology and commercial process.
• Translate methodology and process standards into formal, practical, field-ready sales training solutions.
• Ensure adoption of the methodology is embedded in onboarding, product training, leadership development, and continuous learning programs.

Learning Architecture & Curriculum Design

• Partner with Global Sales Content team and internal stakeholders to develop scalable learning journeys.
• Ensure curriculum integrates sales methodology, commercial process, product expertise, business acumen, customer engagement skills, digital selling aids, and product proof points.
• Leverage a mix of modalities (instructor-led, virtual, digital, simulation, and AI-enabled) to drive engagement and retention.

Trainer Excellence & Field Enablement

• Facilitate regional and global workshops, certification programs, and leadership sessions as required.
• Enable and certify regional trainers through a structured train-the-trainer model.
• Coach and mentor regional trainers to improve facilitation effectiveness and delivery.
• Establish training best practices and scalable solutions for global delivery.
• Set clear standards for trainer capability, delivery quality, and consistency.

Measurement & Commercial Impact

• Establish training success metrics tied to business outcomes.
• Define and track measures related to training completion, knowledge acquisition, behavior change, methodology adoption, productivity improvement, pipeline impact, and revenue contribution.
• Develop dashboards and reports that demonstrate effectiveness.
• Continuously monitor and optimize training approaches based on performance data.

Governance & Continuous Improvement

• Participate in enterprise training governance forums.
• Ensure compliance with learning standards and deployment practices.
• Identify opportunities to simplify and scale learning solutions.
• Establish feedback loops across trainers, leaders, and sales teams.
• Share best practices across business units and regions.

Qualifications

• Bachelor's degree required.
• 7+ years of experience in sales training, sales enablement, commercial excellence, learning & development, or sales leadership development.
• Experience leading training initiatives within global, matrixed organizations.
• Experience supporting MedTech, healthcare, life sciences, or highly regulated industries.
• Experience designing and facilitating instructor-led and virtual learning programs.
• Strong executive communication and stakeholder management skills.

Preferred Requirements

• Experience developing and deploying sales methodologies.
• Experience implementing train-the-trainer models.
• Experience measuring learning effectiveness and commercial outcomes.
• Experience working with CRM and learning technologies.
• Experience supporting global business transformations.
• Advanced degree preferred.

Leadership Attributes

• Commercially grounded, people-first leader with strong business acumen.
• Curious, innovative, and comfortable pushing boundaries while navigating governance and risk.
• Trusted partner who can both collaborate and constructively challenge.
• Data-driven decision maker with the ability to translate insights into action.
• Clear, concise communicator with strong executive presence.
• High integrity, learning agility, and resilience in a fast-changing environment.