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
Selling Skills Strategy & Capability Assessment
• Design and deploy a selling-skills capability strategy aligned with BD's go-to-market and Commercial Excellence objectives across SEA markets.
• Conduct structured capability assessments across all countries and BUs — using field observation data, sales performance metrics and manager input — to identify skill gaps and development priorities.
• Build and own the annual regional training plan and calendar aligned to BD's fiscal-year commercial plan and global capability frameworks.
• Translate global selling methodologies into regionally relevant, scalable programs across diverse SEA markets, balancing global standardisation with local adaptation.
BD Way of Selling — Training Delivery & Governance
• Manage and evolve the BD Way of Selling across all BUs and countries — including training programs, certification pathways, tools, reporting and governance.
• Deliver foundational and advanced selling skills training through classroom, virtual and blended formats: prospecting, needs discovery, value articulation, objection handling and closing.
• Operate within BD's global/GA train-the-trainer model: maintain alignment with global/region content updates and equip local champions for sustained delivery.
• Baseline and certify all existing and new sales associates on BD's selling methodology.
Solution Selling & Advanced Commercial Capabilities
• Design and deliver advanced consultative selling programs in line with SEA needs and global/region guidelines
• Coordinate external specialist trainers and vendors where deeper expertise is needed.
• Partner business teams to build value-quantification and health-economics selling capability for selected strategic product portfolios.
Sales Manager Coaching & Leadership Development
• Develop and deliver leadership capability programs for front-line sales managers — including but not limited to structured observation, diagnosis, feedback and field coaching methodologies.
• Sustain manager coaching capability through a train-the-trainer model; conduct in-country coaching visits across SEA markets.
• Build and maintain a manager coaching field guide: observation checklist, feedback framework, and coaching cadence.
BU Tactical Selling — Coordination & Standards
• Coordinate BU-specific product and clinical selling training across business units.
• Integrate BU clinical/marketing content into unified learning pathways to ensure consistency and centralised capability tracking.
Training Effectiveness & Performance Analytics
• Design and implement a multi-stage assessment framework spanning knowledge testing, role-play certification and field observation to validate selling competency.
• Track enablement and training outcomes, leveraging data and KPIs to continuously improve performance and report results to SEA leadership.
• Own the SEA training scorecard: certification rates, competency scores, participation metrics and field-observation results by country and business unit.
• Deploy structured field observation methodology (ride-alongs) to validate classroom-to-field behaviour transfer.
• Partner with HR / Total Rewards to ensure training outcomes are integrated into performance and incentive frameworks.
• Centralise all training records and assessment data on the company LMS for governance and reporting.
New-Hire Selling Skills & Continuous Development
• Deliver the selling-skills modules within the new-hire onboarding journey, partnering with ComEx systems trainer and…