Work Schedule
Standard (Mon-Fri)

Environmental Conditions
Office

Job Description

As part of the Thermo Fisher Scientific team, you'll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world's toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.

Position Summary:

As the leader of the Commercial Excellence Team, the Commercial Excellence Training and Development Senior Manager will lead a team to develop and implement commercial learning strategies and tactics that align with the needs of the Transplant Diagnostics Division of the Specialty Diagnostics Group of Thermo Fisher Scientific. In this position you will play a pivotal role in the design and delivery of the sales skills training program and well as the strategic CRM roadmap. This is a remote position that can be located anywhere in the U.S. near a major airport.

• Leadership: attract, build, develop and retain top talent to help implement the commercial excellence goals and objectives.
• Strategy Execution: Implement an overarching global strategy for commercial selling skills, sales execution, sales CRM and sales methodology as part of an overall training and development curriculum for the TDX Sales team (new hire onboarding and the existing commercial teams).
• Program/Curriculum Development: Design and develop innovative sales skills training programs and implement.
• Training Delivery: Leverage adult learning principles to design, facilitate and deliver engaging and impactful training sessions, capitalizing on a blended delivery approach.
• Collaboration: Work cross-functionally with internal partners and external vendors including Commercial Excellence team, CRM development team to identify training needs and process/productivity improvements to enable commercial excellence.
• Project Management: Lead multiple projects simultaneously ensuring timely delivery and adherence to project timelines and budgets.
• Performance Measurement: Track and measure the impact of program implementation.
• Continuous Improvement: Stay up to date on industry trends and emerging sales methods, CRM and digital tool utility to ensure effective sales training programs.
• Coaching and Mentoring: Assess/observe commercial team in the field. Provide ongoing coaching and mentoring to sales professionals, including sales managers, to enhance their skills and performance.

• Support the TDX new hire sales training program by delivering sales skills courses that supports onboarding new hires and accelerating their ramp time.
• Design, deliver and/or implement sales skills programs including but not be restricted to the Challenger Sales, DISC Personality Profile Selling, SPIN, SSWP, PSS, Teambuilding and Conflict Resolution.
• Design, deliver and/or implement sales execution programs including but not restricted to Prospecting with Purpose, Call Planning etc.
• Build the strategic roadmap for CRM (Salesforce.com) and implement process improvement projects to enable commercial productivity.

• Develop and maintain detailed project plans, including timelines and resource allocation.
• Collaborate with the TDX cross-functional teams to align training initiatives with business objectives.
• Track project progress, identify potential issues, and implement corrective actions.
• Measure and report program effectiveness to evaluate the impact and adoption of sales skills.
• Maintain and manage sales skills vendor relationships.

• Owns and executed strategic roadmap CRM
• Leverage learning technology and to ensure robust and impactful delivery and measurement of sales skills programs.
• High level of proficiency with Microsoft Office (PPT, Word, Excel, Outlook, and Teams).
• Working knowledge or experience with LMS systems, reinforcement, and survey platforms (e.g. Brainshark, Seismic, Kahoot, SurveyMonkey)
• Exceptional PowerPoint and strong graphic design and instructional design skills.

• Works cross-functionally within the Sales Training Team and across TDX (sales leadership, marketing, sales operations etc.) to design, review, refresh, deliver, and seamlessly incorporate key training initiatives into the overarching training curriculum(s).

• BA or BS with a minimum of 8+ years of related experience.
• 3+ year of people leadership experience
• 5+ years sales or sales training experience in healthcare, pharmaceutical, diagnostic, medical device sales and/or related experience.
• Experience with field training and sales leader development a plus.
• Strong knowledge of sales processes, selling techniques, and certified in sales methodologies.

• Demonstrated people leadership skills with ability to attract, hire, coach and develop and retain direct reports.
• Ability to work in a fast-paced, complex, and rapidly growing/changing environment with the skills to influence and lead people through professional credibility.
• Excellent presentation and facilitation skills, with the ability to engage and inspire learners in both in-person and virtual settings.
• Proficiency in instructional design principles and adult learning theory.
• Strong communication and interpersonal skills, with the ability to effectively collaborate with sales team members, subject matter experts, and collaborators.
• Analytical skills to assess training needs and evaluate training effectiveness.
• Knowledge of Sales tools, CRM systems, as well as content creation, e-learning and Learning Management Systems (LMS) platforms.
• Ability to adapt to changing business needs and deliver training programs in a dynamic environment.
• Proficiency in using a variety of learning tools and technologies, such as learning management systems, presentation software, and virtual meeting platforms. MS Office (i.e., PowerPoint, SharePoint, Excel, Word, MS Teams)