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About the Role

Sales Training Lead is responsible for connecting Commercial Strategy to stronger sales floor execution by building sales capabilities, strengthening Sales Manager leadership and coaching skills, and embedding consistent ways of working. This role will partner with Sales Leadership, Commercial Excellence, and various Business Units and Regional Commercial Capabilities to design and deliver practical Learning Journeys that accelerate ramp-up, improve customer engagement, and drive sustained behavioral change.

Responsibilities

Translate business priorities and identified capability gaps into clear development priorities by partnering with Sales Leadership, Commercial Excellence, Business Unit, and Regional Commercial Capabilities.
Build practical Competency Frameworks, Assessments, and systematic Development Pathways for Sales Associates and Frontline Sales Managers.
Develop an annual Capability Plan balancing Enterprise Programs, Japan-specific needs, Onboarding, and focused Reinforcement.
Design, localize, and deliver highly effective Selling Skills Programs utilizing workshops, virtual sessions, recorded/self-learning, and experiential exercises.
Enhance customer engagement, communication, negotiation, questioning skills, Value-based Selling, Solution Development, and proposal capabilities.
Apply Sales/Coaching Methodologies such as SPIN, Challenger, Solution Selling, Value Selling, Miller Heiman, and GROW as needed by the business.
Strengthen Frontline Sales Manager coaching, leadership, performance conversations, and execution discipline.
Improve the consistency and quality of the Sales Cadence, including 1-on-1s, Opportunity/Pipeline Reviews, Forecasting Conversations, and Win-room Reviews.
Deliver Train-the-Trainer and Manager Development Journeys to build sustainable coaching capabilities within the organization.
Lead a consistent, role-based Onboarding Pathway to accelerate new hire readiness and integration into BD Commercial Practices.
Reinforce learning in daily work through field coaching and systematic follow-up during customer visits.
Connect selling capabilities and portfolio readiness by partnering with Business Unit Product/Clinical Subject Matter Experts without duplicating roles.
Lead Learning, Communication, and Reinforcement for the deployment of Global/Regional Commercial Capability Initiatives in Japan.
Drive adoption of agreed-upon Commercial Processes, Tools, and Platforms through training, job aids, coaching guides, and reinforcement activities.
Partner with the SFE Team (responsible for Performance Analytics, Process Governance, Enterprise Reporting, and Sales Tool Governance) to leverage SFE-provided insights for development targeting and addressing adoption gaps.
Build trusted relationships with Sales, Commercial Excellence, Marketing, Business Units, HR, and Regional Teams to ensure alignment and consistent execution of initiatives.
Gather feedback from participants and stakeholders, confirm effectiveness measures agreed upon with SFE and Business Leaders, and improve programs based on evidence and practice.
Incorporate external best practices and adult learning approaches into BD programs where they enhance clarity, engagement, and sustained practice of learning.

Requirements

University degree or equivalent relevant practical experience.
Over 5 years of experience designing and delivering Sales Training/Commercial Capability Programs in Medical Technology, Healthcare, or similarly complex B2B environments.
3+ years of direct sales or closely related Commercial Experience with credibility at the customer interface.
Proven track record of managing Training Programs end-to-end, from needs definition, design, facilitation, reinforcement, to improvement.
High level of facilitation, presentation, communication, and interpersonal skills in Japanese.
Business-level English proficiency required for collaboration with Regional/Global Stakeholders and localization of English programs/assets.
Experience in field-based coaching for Sales Associates and Frontline Sales Managers.
Practical knowledge of Behavioural Change and key Sales/Coaching Methodologies.
Experience utilizing CRM (SFDC) and Sales Enablement Platforms; effective utilization and adoption promotion expected, but not system governance or enterprise analytics ownership.
Ability to influence without authority and collaborate effectively across functions and hierarchies.

Skills

Commercial Acumen
Facilitation Excellence
Coaching Mindset
Change Leadership
Collaboration
Execution Discipline
Continuous Improvement
Sales Training
Commercial Capability Program Design
Sales Coaching
Behavioral Change
CRM (SFDC)
Sales Enablement Platforms

Location

Tokyo, Minato-ku, Japan

Work Type

Full-time

Experience Level

5+ years

Education Level

University degree or equivalent

About the Company

BD is one of the largest global medical technology companies in the world.
Advancing the world of health™ is our Purpose.
We look at the impossible and find transformative solutions that turn dreams into possibilities.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture.
Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
To learn more about BD visit https://bd.com/careers.

Equal Opportunity

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.