Senior Manager, U.S. Commercial Training Pharmacy Automation

About this role



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

 Job Description

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 • Medical coverage • Health Savings Accounts • Flexible Spending Accounts • Dental coverage • Vision coverage • Hospital Care Insurance • Critical Illness Insurance • Accidental Injury Insurance • Life and AD&D insurance • Short-term disability coverage • Long-term disability insurance • Long-term care with life insurance

Other Well-being Resources • Anxiety management program • Wellness incentives • Sleep improvement program • Diabetes management program • Virtual physical therapy • Emotional/mental health support programs • Weight management programs • Gastrointestinal health program • Substance use management program • Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit

Retirement and Financial Well-being • BD 401(k) Plan • BD Deferred Compensation and Restoration Plan • 529 College Savings Plan • Financial counseling • Baxter Credit Union (BCU) • Daily Pay • College financial aid and application guidance

Life Balance Programs • Paid time off (PTO), including all required State leaves • Educational assi

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