Sr Sales Training Specialist - Lab

When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, like helping customers find cures for cancer, protecting the environment, or making sure our food is safe. Your work will have a real-world impact, and you’ll be supported in achieving your career goals.

About the role

As part of the IDD US Learning and Development Sales Training Team, the Sr Lab Sales Training Specialist will participate in the development and execution of sales training strategies and tactics aligned with our Laboratory Sales Team's job performance goals and learning requirements. This team has several levels of sales personnel, including Strategic Account Executives, Strategic Account Managers, and Business Development Executives.

Responsibilities

• Support the training of all Laboratory Sales personnel, including leadership
• Train sales force personnel in laboratory, C-Suite, and health systems environments
• Deliver an outstanding new-hire onboarding experience that promotes learning and development
• Empower and build an engaging, adult learning principles-centered learning experience
• Perform regular field co-travels with sales representatives in need of new-hire and/or tenured employee upskill training support
• Design, develop, and implement national and area sales training activities; potentially working with external training agencies and/or marketing and sales teams to provide the best possible trainings
• Develop effective and ongoing communications with field sales and marketing management to help understand the needs of Lab Sales representatives and to develop specific sales training objectives and strategies to meet these needs
• Learn and adopt new, relevant training technologies, which could include training content development software
• Assist with the logistical planning and organizing of training activities (class preparation, facilitator engagement, and set up)
• Improve new hire learning retention through collaboration with managers and mentors
• Provide follow-up and feedback to sales personnel and the management team

Requirements

• Bachelor's Degree required
• 4+ years of laboratory healthcare sales and/or sales leadership experience with shown success required
• Proven track record of influencing partners without direct authority
• Experience and ability to build and maintain cross-departmental, multi-functional, and collaborative relationships
• Knowledge and experience with business software applications, including MS Outlook Suite (Outlook, Word, PowerPoint, Excel), as well as virtual communication tools
• Approximate travel requirement: 30-40%
• Ability to travel extended periods of time throughout the year for training classes that can take place up to 1 week at a time
• Ability to travel remotely across the US to support new hire and current sales team training in the field, customer-facing

Skills

• Ability to understand customer dynamics and extraordinary product offerings commensurate with individual needs
• Knowledge of/exposure to laboratory markets, IDNs, and health systems
• Experience with the Diagnostics Industry, including laboratory and clinical businesses
• Prior experience with Salesforce.com or a similar CRM
• Experience and/or certification in relevant professional sales training programs
• Possess a detailed understanding of selling skills and demonstrate excellent presentation and facilitation skills
• Excellent oral and written communication skills
• Ability to learn and adopt new technologies
• Strong communication skills, ability to “think on your feet”, organized, and results-focused
• Possess an understanding of the current healthcare environment

Preferred Experience

• 3+ years of experience selling in the medical diagnostic laboratory space
• Coaching and mentoring new sales associates
• Knowledge of IDD US laboratory instruments and products
• Knowledge of SPIN and Strategic Selling w/Perspective sales methodologies

Benefits

• Competitive remuneration and an annual incentive plan bonus
• Healthcare benefits
• Employee assistance and family support programs, including commuter benefits and tuition reimbursement
• At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave)
• Accident and life insurance, and short- and long-term disability
• Retirement and savings programs, including a competitive 401(k) U.S. retirement savings plan
• Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

Pay

The salary range estimated for this position based in Michigan is $93,800.00–$140,675.00. This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy.

Schedule

• Standard (Mon-Fri)

Environmental Conditions

Office