Job Title: Director, Sales Development & Enablement
Reports To: Sr.
Director, Commercial Operations
Group/Division: SDG/CDD
Position Summary:
In this role, a proven results-driven individual will work closely with Commercial, Executive, and Team leaders to build, implement and reinforce a World Class Global, Commercial Sales Training Program.
This world class program will ensure that training is focused, organized, practical and logical.
The program will reinforce a comprehensive breadth (sales executives and managers) of research based and field-tested learning and development with a long-term view.
Metrics and analysis will be utilized to ensure long-term results and ROI and ensure the CDD business meets its strategic, financial and tactical objectives.
This position provides a unique opportunity for a proven multi-faceted leader to demonstrate their abilities and add significant value to Thermo Fisher Scientific.
Position Responsibilities:
Build, implement and reinforce a World-Class Global CDD Selling Model that includes and/or ensures:
o Training is focused, organized, and logical with a long-term view
o Creation of a sales competency model and training curriculum to drive continuous skill development
o Learning is internalized, applied, and drives long-term results and ROI
o Efficient, repeatable, effective, and fast new hire ramp up
o A phased approach that ensures training and reinforcement throughout a sales career and aligns managerial development as well as sales coaching skills
o Multiple and blended modalities of live and online learning, coaching, testing, and certification
o Clinical Diagnostic Division sales teams are developed to be multi-skilled change agents
o Customized Sales enablement, strategy and training tools (i.e., iPad platform, job aids, Salesforce.com scorecards, playbooks…
)
o Sales management training as well as sales coaching to ensure sellers are held accountable for applying the skills.
Training is consistently reinforced, not over months, but over years
Align closely with Executive, Sales Leadership and Business Unit strategic planning
Work closely with finance and sales leadership on salient projects, including incentive compensation analyses to develop plans, maximize impact and understanding.
Liaise with cross-divisional teams and channel partners to ensure alignment and understanding
Integrate, compile, analyze and evaluate data on sales performance metrics
Align with Leadership, Marketing and other respective stakeholders to help develop and facilitate annual and regional sales meetings
Provide ad hoc analyses to identify gaps, product/market trends and competitor impact
Organize monthly cross-functional communication in order to ensure alignment and improve business results
On an annual basis, help develop and implement clearly defined clearly defined AOP targets and goals to ensure alignment with current Thermo Fisher and CDD goals, strategies and priorities
Complete other ad hoc assignments or reporting as needed
Minimum Requirements/Qualifications:
Bachelor’s degree in relevant field
– Masters preferred
Excellent written and oral communication skills
5+ years global sales operations experience with proven ability to build and implement world-class programs
Demonstrated experience and proven track record of building and executing sales training programs, certifications and product training.
Proven track record of building training programs, new product launches and marketing initiatives aligned with real-time data, analytics and SFDC tracking.
Expertise in customer and rep facing digital tools.
Ability to travel up to 30% of the time
Experience/Qualifications/Skills:
Excellent negotiation skills and ability to influence
Exemplary people and department managerial skills highlighted with a ‘team’ approach
Ability to work cross-functionally with individuals and teams
Experience with the multiple sales training methodologies and Salesforce.com funnels and dashboards
Excellent written and oral communication skills with high level of diplomacy
Demonstrated proficiency with sales training methodologies and their implementation
Solid analytical capabilities with in-depth understanding of Salesforce.com capabilities
Ability to facilitate and reinforce Sales Models, Process and Strategy
Organized with demonstrated ability to balance multiple priorities and complete tasks
Commitment to continued learning, career progression and development and seek opportunities to stretch capabilities
Demonstrates sound judgment based on principles of law and corporate policy, and can make recommendations that are aligned with the business and internal or external customer and managers
Must possess excellent organizational skills and work ethic
Must be detail-oriented and produce high-level, quality work-product
Self-motivated and require minimal direction to meet goals and objectives
Must possess excellent oral and written and presentation communication skills
Be a team player with good interpersonal skills and have the ability to tactfully manage internal customer expectations
At Thermo Fisher Scientific, each one of our 80,000 extraordinary minds have a unique story to tell.
Join us and contribute to our singular mission-enabling our customers to make the world healthier, cleaner and safer.
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
Thermo Fisher Scientific is an Equal Opportunity Employer.
All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.