Sales Enablement & Capabilities Leader - SEA

Becton, Dickinson and Company; Singapore; On-site; SGD 110,000 - 180,000; Full time

Job summary

BD Singapore seeks a strategic lead to design and deploy selling-skills capabilities across SEA, building annual training plans and translating global methodologies into regionally relevant programs. You will manage training delivery, certification pathways and governance, while coaching managers and ensuring data-driven performance measurement.

The role requires coordinating with vendors, constructing value-based selling capabilities, and aligning with BD's Commercial Excellence framework to

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• Deliver the selling-skills modules within the new-hire onboarding journey, partnering with ComEx systems trainer and BU marketing to ensure a seamless learning pathway.
• Design and deliver periodic skills-refresher programs for existing sales associates aligned to evolving commercial priorities and market needs.
• Manage relationships with internal stakeholders and external selling-skills training vendors, continuously evaluate new coaching technologies and delivery methods per global/region guidelines.

Job description

BD Singapore seeks a strategic lead to design and deploy selling-skills capabilities across SEA, building annual training plans and translating global methodologies into regionally relevant programs. You will manage training delivery, certification pathways and governance, while coaching managers and ensuring data-driven performance measurement.

The role requires coordinating with vendors, constructing value-based selling capabilities, and aligning with BD's Commercial Excellence framework to