Sales Training and Development Manager

Job description

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide. 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 DescriptionWe are the makers of possible 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. We believe that the human element, across our global teams, is what allows us to continually evolve. Join us and discover an environment in which you’ll be supported to learn, grow and become your best self. Become a maker of possible with us. Position Summary: The Sales Training and Development Manager will design and deliver sales educational programs that will ultimately assist to increase the overall performance of our sales teams and ensure they have the competencies and skills to achieve their goals. This requires a commitment to work closely with sales, sales leadership, marketing, and key stakeholders to identify challenges and recommend ways to increase productivity. The primary responsibility is to develop and implement best-in-class sales readiness and training programs across the full Advanced Diagnostic portfolio including, but not limited to, Microbiology, Molecular, Point of Care, and Lab Automation instrumentation and assays. This includes developing learning materials and a structured curriculum to support new-hire sales associates, addressing evolving market conditions through targeted educational initiatives, conducting skills gap analyses, and evaluating outcomes following each training engagement. 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. The goal is to build knowledge and competencies to support business objectives, maximizing sales execution, and elevating effectiveness to deliver high impact results. The successful Sales Training and Development Manager is an energetic team player who can inspire and motivate others while building a wide network. This person must have exceptional interpersonal skills, and can establish open, collaborative communication channels with cross-departmental colleagues. Responsibilities: Review and understand the strategic imperatives for the Advanced Diagnostics platform to design and adjust educational curriculum in support of the business strategy. Facilitate onboarding product training program, design courses and education based on sound adult learning principles with excellent communication and coaching skills. Creates instructor-led, distance learning, video and web based, and other formatted curricula and content as needed for new-hire classes, supporting new-product launches, and development opportunities for all sales associates. Field travel with new and in-role sales associates to provide coaching and insight to elevate sales skills and performance. 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. Works collaboratively with sales management, marketing, sales enablement, and field sales training to ensure that the curricula, content, and sales training agenda drives alignment to the fiscal year Sales Marketing Action Plan. Assesses talent by performing skill gap analysis to identify areas of improvement and creates targeted training to meet the evolving business demands. Data-driven approach to measuring effectiveness of training programs by participating in field travel with new associates. Tracks and maintains associates' training score card. Ability/willingness to travel up to 70% to the home office, in the field, and required meetings is required. Core Competencies & Skills Sales Expertise Deep understanding of sales processes, techniques, and strategies. Experience in direct sales roles (typically 3–5 years). Familiarity with CRM platforms (e.g., Salesforce). Training & Facilitation Ability to design and deliver engaging training programs. Skilled in instructional design and adult learning principles. Experience with Learning Management Systems (LMS) and e-learning tools. Communication & Presentation Excellent verbal and written communication skills. Strong presentation and public speaking abilities. Capable of simplifying complex concepts for diverse audiences. Coaching & Feedback One-on-one coaching and mentoring skills. Ability to provide constructive feedback and assess learning outcomes. Empathy and adaptability to different learning styles. Analytical & Strategic Thinking Ability to assess training effectiveness using KPIs and performance metrics. Strategic mindset to align training with business goals. Problem-solving skills to address sales challenges. Organizational & Project Management Strong time management and multitasking abilities. Capable of managing multiple training sessions and projects. Detail-oriented with good documentation and reporting skills. Education and Experience: Bachelor’s degree required. Three plus (3+) years of professional training experience, field sales training, training management, and familiarity with influencing stakeholders in a matrix organization required. Three plus (3+) years of medical sales experience required; diagnostic microbiology and molecular laboratory capital or consumable sales experience strongly preferred. Five plus (5+) years of successful professional development experience with demonstrated results required. Microsoft Word, Excel, and PowerPoint skills required. Proven ability to handle and drive multiple projects, manage change as required, and work with cross functional teams while setting clear expectations required. 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 o