Sales Training and Development Manager

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), this position is with Waters, a global leader in life sciences dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. Waters collaborates with analytical laboratories worldwide to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes.

About the role

The Sales Training and Development Manager will design and deliver sales educational programs to increase the overall performance of sales teams, ensuring they have the competencies and skills to achieve their goals. This role requires close collaboration 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 Microbiology, Molecular, Point of Care, and Lab Automation instrumentation and assays. This includes developing learning materials, a structured curriculum for new-hire sales associates, addressing evolving market conditions, conducting skills gap analyses, and evaluating outcomes following each training engagement.

The ideal candidate will take a consultative and strategic approach to training, professional development, and customer experience, with the goal of building knowledge and competencies to support business objectives, maximize sales execution, and elevate effectiveness.

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 programs, design courses, and education based on sound adult learning principles with excellent communication and coaching skills.
• Create instructor-led, distance learning, video and web-based, and other formatted curricula and content for new-hire classes, 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.
• Develop and implement advanced sales training for tenured sales personnel and field sales managers.
• Work collaboratively with Sales Enablement, Marketing, and Product Management to develop training programs for new product launches.
• Ensure curricula, content, and sales training agenda align with the fiscal year Sales Marketing Action Plan through collaboration with sales management, marketing, sales enablement, and field sales training.
• Assess talent by performing skill gap analysis to identify areas of improvement and create targeted training to meet evolving business demands.
• Use a data-driven approach to measure the effectiveness of training programs by participating in field travel with new associates; track and maintain associates' training scorecards.
• Travel up to 70% to the home office, in the field, and required meetings.

Requirements

• Bachelor’s degree required.
• Three or more years of professional training experience, field sales training, training management, and familiarity with influencing stakeholders in a matrix organization.
• Three or more years of medical sales experience; diagnostic microbiology and molecular laboratory capital or consumable sales experience strongly preferred.
• Five or more years of successful professional development experience with demonstrated results.
• Proficiency in Microsoft Word, Excel, and PowerPoint.
• Proven ability to handle and drive multiple projects, manage change, and work with cross-functional teams while setting clear expectations.
• Deep understanding of sales processes, techniques, and strategies.
• Experience in direct sales roles (typically 3–5 years).
• Familiarity with CRM platforms (e.g., Salesforce).
• 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.
• Excellent verbal and written communication skills.
• Strong presentation and public speaking abilities.
• One-on-one coaching and mentoring skills.
• Ability to provide constructive feedback and assess learning outcomes.
• Empathy and adaptability to different learning styles.
• Ability to assess training effectiveness using KPIs and performance metrics.
• Strategic mindset to align training with business goals.
• Strong time management and multitasking abilities.
• Detail-oriented with good documentation and reporting skills.

Schedule

This role requires a minimum of 4 days of in-office presence per week at the Sparks, MD location (7 Loveton Circle). Travel up to 70% is required for field work and meetings.

Pay

Salary range: $132,900.00 - $212,600.00 USD annually.

Benefits

BD offers a comprehensive Total Rewards program, including competitive compensation and benefits, reward and recognition opportunities, and a performance-based culture. The program supports work-life balance and provides opportunities for learning, growth, and career development.