• Leverage research and tailored outreach to create new opportunities with both New Logo accounts and existing customers. • Outbound prospecting (Cold Calling, Emailing, LinkedIn) on strategic target accounts (most of quota is based on outbound prospecting) using concise, high-quality messaging built from account research. • Qualify all inbound sales leads from marketing campaigns and other inbound channels based upon specific lead qualification criteria. Apply strong question discipline and clarity to identify true fit and move the right opportunities forward. • Undertake research on business issues and conditions impacting targeted accounts and the identification and profiling of key contacts and other critical account information prior to outbound prospecting. • Learn and demonstrate a fundamental understanding of the company technology and solution. Clearly articulate the problems solved by our solutions, the capabilities and the advantages to prospective customers. • Support every core activity that drives the sales cycle, including forecasting, reporting, data management, and communication. • Lead discussions during Team Meetings and shares thoughts, learnings and ideas with the team on new strategies to elevate SDR team performance. • Monitor social media for relevant trends, keywords, and activity, and provide insights to the SDR, marketing and content teams. • Assist in onboarding new SDRs through mentoring and training on process, technology, and company. Be seen as a leader and problem solver for the team. • Co-own reporting within the sales tech stack and review insights weekly, suggesting any needed changes to process, people, or procedures. • Contribute to and lead team meetings on a monthly basis on topics relevant to the role. • Pipeline review with weekly team meeting • Other duties as assigned.

• Outbound Prospecting: Execute 80–100 manual dials per day to B2B prospects within the restaurant industry. • Appointment Setting: Qualify leads, handle complex objections, and successfully schedule meetings for the sales team. • Bilingual Communication: Conduct clear and professional outreach in both English and Spanish, providing translation support when necessary. • CRM Management: Maintain accurate records in the Close CRM, ensuring all calls are logged and lead data is cleaned or validated. • Process Optimization: Support light administrative tasks and provide feedback on lead quality to improve conversion rates. • Compliance: Maintain a high standard of professional conduct, ensuring DNC (Do Not Call) awareness and proper call logging protocols.

• Contact potential clients through outbound cold calls, emails, and LinkedIn • Identify client needs and suggest appropriate products/services • Proactively seek new business opportunities in the market • Qualify leads from marketing campaigns as sales opportunities • Exercise leadership, demonstrate effective sales planning, and work in a positive and motivating way with internal counterparts and external customers • Meet or exceed monthly, quarterly and yearly targets • Effectively partner and work across sales teams • Act as the subject matter expert on Abnormal AI product offering

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. Join our collaborative team as a Lead Sales Development Representative at Thermo Fisher Scientific, where you'll contribute to market growth and build strategic partnerships in the life sciences industry. You will identify and pursue new business opportunities while developing and nurturing relationships with key decision-makers across pharmaceutical, biotech, and research organizations. Working with cross-functional teams, you'll leverage our comprehensive portfolio of products and services to deliver tailored solutions that help customers advance their work in making the world healthier, cleaner, and safer. In this role, you'll develop and implement comprehensive business development strategies, analyze market trends, and position our solutions to meet customer needs. You'll manage the full sales cycle from lead generation through contract negotiation, while maintaining detailed records in our CRM system. Success in this position requires a consultative sales approach, strong presentation skills, and the ability to articulate complex technical solutions to diverse audiences. Requirements: - Bachelor's degree and 7+ years of B2B sales experience in life sciences, pharmaceutical, or related industries - Preferred Fields of Study: Life Sciences, Chemistry, Business, or related field - Professional business or sales training certifications valued - Demonstrated achievement of sales targets and development of new business opportunities - Strong understanding of CDMO/CRO services and pharmaceutical manufacturing processes - Excellent presentation and negotiation skills with ability to engage executive leadership - Experience in complex deal structuring and strategic account management - Proficiency with CRM systems (especially Salesforce) and Microsoft Office Suite - Strong analytical and financial acumen to assess market opportunities - Excellent communication and relationship-building capabilities - Ability to travel up to 50% for customer meetings and industry events - Experience working in a matrix organization and collaborating across functions - Strong time management and organizational skills - Adaptability in a responsive, evolving environment - Additional language skills beneficial for international territories Compensation and Benefits The salary range estimated for this position based in Massachusetts is $116,300.00–$191,975.00. 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. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes: - A choice of national medical and dental plans, and a national vision plan, including health incentive programs - 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 in accordance with company policy - Retirement and savings programs, such as our 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 For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards