Thermo Fisher Scientific Director of SDG Commercial Training and Development in Carlsbad, California
Thermo Fisher Scientific Inc. (NYSE: TMO) is the world leader in serving science, with revenues of $20 billion and more than 70,000 employees in 50 countries. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics and increase laboratory productivity. Through our premier brands – Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services – we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive support.
Create and execute on group-wide commercial sales, commercial management training and development program, and new hire talent pool development. Ensure maximum effectiveness of the sales force through the analysis, design, development, implementation, delivery, and evaluation of new and established training curriculum, which includes new hire onboarding, continuing education, and management training.
Essential Job Functions and Accountabilities:
Phase 1: In the initial 6-12 months, focus on working with Global VP of Commercial Operations, division commercial VP’s and divisional training leaders to create a single standard work curriculum for SDG sales associates and sales managers. Once the curriculum is developed, work with divisional training leaders to run regular sales training sessions serving new hire and existing teams’ development demand.
Skills and accountabilities:
Work with global commercial leaders and sales trainers from up to six SDG divisions to establish an SDG-wide, learning objective-driven onboarding and commercial development curriculum for sales, marketing, and manager training. The curriculum should prepare sales associates, marketing associates, sales and marketing managers for highly effective execution of selling techniques specific to IVD market, with focus on capital and consumables sales models. Work to select bestselling programs from commonly used programs such as Miller Heiman Strategic selling, Spin Selling, PSS, Consultative Selling and others. The incumbent should have a strong background in a wide range of such selling tools and techniques.
Using specific learning objectives, design, develop, evaluate and maintain creative learning solutions for a dispersed sales workforce (first in the Americas, but later in EU and APAC markets) that includes, but is not limited to, instructor-led, eLearning, audio, video, activities, assessments, job aids and blended learning experiences
Establish and maintain relationships with global commercial sales VPs, directors, functional area managers, District Sales Managers (DSMs) and Subject Matter Experts (SMEs) to build course content, and leverage third-party content· Effectively select and apply alternative training delivery methods (i.e., self-study, online, classroom training, blended learning) to improve skill development and to accommodate distance and learning styles
Design and develop graphics, illustrations, and other visuals to represent complex content, facts, processes, and procedures
Develop, administer and analyze results of needs assessments and post-training evaluations
Lead negotiation for relevant third party curriculum that supports SDG commercial learning objectives
Make recommendations and modify training programs, as appropriate, based upon the results of training effectiveness metrics and quality review results
Ensure course content is continuously up-to-date and relevant
Travel up to 50% to conduct field training and attend sales meetings, training sessions and Learning and Development (L&D) conferences
Support existing and new sales associates, sales managers, marketing product managers, Health System Executives (IDN’s) through a multiphase training process
Facilitate learning solutions and Train-the-Trainer sessions, as needed
Work with corporate learning resources to align and leverage company-wide training curriculum and distribution (Thermo Fisher University) tools.
Use corporate Learning Management System (LMS) to publish content, record registration and completion of learning activities, extract data and create standard reports
Phase 2: Under the guidance of the VP of Global Commercial Operations, develop an SDG (US initially) sales associate new hire program that would focus on hiring top commercial talent with the focus on diversity and pre-defined skill sets and competencies. Director will need to define and scope competencies and new hire process, training curriculum set up and execution. The scale of new hire classes could range from 5 to 30 (depending on churn demand and resources). The Director of SDG Commercial Training and Development will work with divisional resources and hire additional recruiting and training staff to develop and execute on “new hire training” with the purpose of pre-training and slot well-trained sales associates and managers into SDG sales roles.
Skills and accountabilities:
Develop and execute on strategic new hire recruiting approach to attract and onboard top commercial talent
Develop and execute on SDG wide “new hire training” program to include new SDG commercial curriculum.
Bachelor’s degree or equivalent experience in Healthcare, Business, Management, Education or Communications
10+ years of sales training experience in diagnostic, healthcare and medical device markets
5+ years of experience in instructor-led and e-Learning course design and development
Knowledge and experience using course authoring tools (i.e., Articulate Presenter/Storyline, Trivantis Lectora, Adobe Captivate/Acrobat, Oracle UPK)
Knowledge and application of adult learning theory, design through learning objectives, instructional design process, best practices and standards, blended learning approaches and evaluation methods
Ability to rapidly convert instructor-led materials into highly interactive, engaging and meaningful e-Learning content
Ability to create and/or enhance instructor-led materials to design and develop engaging presentations, content, role plays and system scenarios and exercises
Experience with Learning Management Systems (LMS) (i.e., Success Factors, Mobile Agility, Oracle)
Knowledge and experience in training sales associates and manages the effective use of Customer Management Relationship (CRM) tools (Salesforce.com) and reporting tools (i.e., Cognos)
Knowledge and experience using MS Office, Internet (i.e., IE, Google, Chrome), Intranet and online web conferencing (i.e., WebEx) applications
Strong coaching, mentoring and motivational skills that are scalable to a Sales Director, Manager/Leadership positions
Excellent interpersonal, oral, written and visual communication skills
Creative, autonomous professional with a strong work ethic and time management skills who can manage multiple priorities and drive organizational change that will result in measurable performance improvements
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.