BD (Becton, Dickinson and Company) Sales Force Effectiveness Specialist in Sydney, Australia
Job Description Summary
The Sales Force Effectiveness Specialist is responsible for driving commercial excellence across BD ANZ in conjunction with the BD Business Directors, Sales and Marketing Managers. This will include the strategic design, development and implementation of processes, programs and training via timely and effective communications with a view to driving and lifting sales team engagement, competence and compliance.
Associate Capabilities, Competencies and Interaction
Responsible for the development of ANZ associate sales process capabilities, ensuring they a) align with global, regional and local (BDX) directions and b) continuously improve and evolve with the needs of the business.
Responsible for the implementation of the agreed overall strategy for sales force effectiveness and the execution of all sales training programs associated with the “BD ANZ Way of Selling” framework including; Professional Selling Skills, Professional Sales Coaching, Miller Heiman Strategic Selling, CenterPoint/VanGogh, SFDC (Sales Force dot com) and WAS or other large account management programs.
Responsible for delivering training programs and for the monitoring and reporting of ongoing compliance to the BD Sales Competency framework across BDX ANZ assisting Sales Leaders where and as required to ensure sales team compliance in line with both policies and expectations set by the organisation.
Liaise with Business Directors, Sales Managers and Marketing associates to help design, develop and implement strategies and processes to help drive and improve sales performance.
Ensure a system is in place to gather feedback from all associates engaged with and participating in training processes. Use this feedback and incorporate into ongoing activity planning.
Enabling Systems, Processes and Technology
Use existing data to conduct (on an ongoing basis) needs and gap assessments to ensure that the design and development of associated sales process learning programs utilises the most effective and appropriate technologies for the delivery of same.
Research, explore, assess and identify all and any programs or vehicles that can facilitate greater retention and ease of access to sales training materials.
Use metrics to demonstrate results of programs, uptake and ROI of trained programs. Create dashboards and reports to monitor sales force effectiveness.
Support and develop SFDC functionality to ensure that the BD Way of Selling is embedded within same.
Responsible for the maintenance, development and integration of iPad classification applications for CenterPoint/VanGogh.
Implement any additional functionality in SFDC as required by sales, marketing and shared services and provide full training on same as required.
Develop and implement tools for sales management including but not limited to - new associate on-boarding guidelines and training plan, field observation worksheets and dashboards and reports to assist with funnel management, analysis of win:loss etc.
Maintenance and data administration of SFDC and Marketo including but not limited to - creation and updating of new users and accounts, metrics reporting, internal organisation structural changes – e.g. creation of email templates
Support SF1 and Pulsar.
Engagement and Effective Communications
Establish, develop and maintain good effective working relationships throughout the BD businesses to broaden the network for training support.
Liaise and co-ordinate as required with WW and Regional SFDC teams, to ensure wider inputs are in line with the ANZ strategy for the development of sales team capabilities.
Effectively communicate with ANZ Business Leaders to gain and ensure “buy in” and support for the ‘BD ANZ Way of Selling’.
Drive use of SFDC chatter groups to ensure open and active communication between peers.
Knowledge and Experience:
Experience with SFDC and implementation of CRM and sales effectiveness tools and processes.
First hand working knowledge of the sales, account management and sales and marketing management processes within medical technology companies.
Experience with hospital and clinical pathology customers and healthcare groups across ANZ.
Knowledge of and exposure to project management tasks.
Excellent oral and written communication skills.
Problem solving ability and demonstrated examples of innovative solutions.
Demonstrated ability to manage stakeholders and to work across teams.
Primary Work Location
AUS Sydney - North Ryde
BD is a leading global medical technology company that creates medical technology, devices and laboratory equipment for a variety of needs across the healthcare continuum. At BD, we are looking for candidates who possess passion, innovative solutions and a commitment to our one mission of improving access to groundbreaking medical and biotechnology services for people near and far, delivering state-of-the-art technology and cutting-edge research in the battle to fight and cure infectious diseases. With a global reach that extends across 50 countries worldwide, our network of professionals collaborates on effective measures to deliver enhanced patient quality such as lower health care delivery costs, improved health care and safety, and expanded health care for all. Join our company and see how you can become a part of one global mission to make a difference in human health.