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USA NC - Durham - Roche Drive, United States of America
Remote only
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.


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.
Key Responsibilities:
Adapt Training for the US Market
Localize and evolve commercial training to reflect:
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).
Execute New Hire Readiness Program
Own US execution of new hire readiness, including:
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.
Deliver High‑Impact Field Training
Design and deliver high‑impact training through:
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
Enable Manager‑Led Coaching
Implement and embed the global coaching framework within the US, enabling frontline managers to drive execution through:
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.
Embed Training into Sales Execution Rhythm
Integrate training into core sales operating moments, including:
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.
Measure Impact & Prioritize Capability Investments
Measure training effectiveness using both leading and lagging indicators, including:
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.
Provide Field Insight Back to Global
Capture and synthesize insights from:
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
Education & Qualifications Required
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
Preferred
MedTech, healthcare, or capital equipment experience
Experience supporting complex, multi‑stakeholder sales cycles
Experience working with LMS and digital learning platforms
At BD, we are committed to supporting our associates’ well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:
Health and Well-being Benefits
Other Well-being Resources
Retirement and Financial Well-being
Life Balance Programs
Other Life Balance Programs
Leave Programs
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 excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
To learn more about BD visit https://bd.com/careers.
Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to 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, and other legally protected characteristics.
Required Skills
Optional Skills
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At BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to attracting and retaining high quality talent by providing reward and recognition opportunities that promote a performance-based culture, as well as a competitive package of compensation and benefits programs. You can learn more on our career site under "Our Commitment to You."
Our salary or hourly rate ranges reward associates fairly and competitively. We regularly review these ranges and factors, such as location, contribute to the range displayed.
Our pay is based on the role and the necessary skills and education to perform it successfully. The salary or hourly rate offered is determined by the role's specific requirements, including any applicable step rate pay system at the work location. Salary or hourly pay ranges are influenced by labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location which may also affect the workplace arrangement of the role.
Salary Range Information
$134,100.00 - $214,500.00 USD Annual