About the role
The Sales Enablement & Training Manager drives the development, execution, and continuous improvement of sales capability and enablement programs across MDS EMEA. This role acts as a strategic connector between marketing and sales, ensuring commercial teams are equipped with the tools, training, and coaching needed to succeed in a dynamic healthcare environment. The manager will also lead field coaching initiatives to reinforce sales methodology and maximize sales effectiveness, with a strong focus on adapting approaches to the diverse EMEA landscape. Partner with commercial teams to drive the Salesforce Effectiveness & Capabilities strategy, encompassing sales training, capability development, and solution design. Continuously assess and enhance sales associate and management performance, while managing and evolving the BD Way of Selling, including training programs, systems, tools, reporting, and governance. Coordinate internal and external stakeholders to accelerate sales performance, lead change management initiatives, and strengthen change capabilities across sales leadership. Maintain strong relationships with key stakeholders, continuously improve SFDC training in collaboration with partners, and ensure critical EMEA sales content is available and up to date on ShowPad and the onboarding platform.
Responsibilities
* Design and deploy a Sales Enablement strategy aligned with BD’s GTM and Commercial Excellence objectives across EMEA markets.
* Translate marketing campaigns into actionable sales tools, messaging, and playbooks in close collaboration with Marketing teams.
* Build, maintain, and drive adoption of a robust sales enablement toolkit (playbooks, best practices, digital resources, platforms).
* Assess sales capability needs and develop targeted onboarding and continuous learning paths using tools such as SFDC (Salesforce) Academy and BD Way of Selling.
* Curate and deliver high‑impact training programs, combining digital learning, instructor‑led sessions, and certification frameworks.
* Act as a field sales coach, reinforcing sales methodologies, customer engagement, and value‑based selling through regular field visits and shadowing.
* Provide actionable coaching feedback and performance insights to sales leaders and representatives to drive effectiveness.
* Track enablement and training outcomes, leveraging data and KPIs to continuously improve performance and report results to leadership.
Preferred Requirements
* Proven experience in sales enablement, training, field coaching, or commercial excellence within healthcare or B2B environments.
* Proven experience in business/commercial roles, sales, business development, or cross‑functional commercial initiatives in a matrix environment.
* Strong understanding of CRM systems (e.g., Salesforce), sales methodologies, and adult learning principles.
* Excellent communication, coaching, and facilitation skills, with fluency in English and ideally one or more additional EMEA languages.
* Ability to work cross‑functionally and influence without authority.
* Experience in managing and developing sales teams, including performance management, feedback, and coaching, across diverse cultures.
* Ability to identify business opportunities in relation to growth and retention strategies.
* Adaptable business style to build effective customer rapport and relationships.
* Project management experience and ability to manage multiple assignments independently.
* Willingness to travel up to 30%.
* Results and growth‑focused mindset with strong judgment, accountability, and decision‑making abilities.
* Change management and innovation attitude and ability to build and sustain collaborative relationships.
* Commitment to diversity, equity, and inclusion.
Why Join Us?
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. 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.
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.
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