• Reporting to the Senior Director, Sales Operations & Commercial Excellence, you will manage a team and be responsible for supporting the development, implementation and execution of field sales training initiatives and sales selling tools, understanding the global commercial team's learning needs within the Chemical Analysis Division (CAD). • Working closely with commercial and sales enablement, this candidate will develop and execute plans that will successfully deliver on CAD’s divisional goals and build the capability of the global sales organizations we support. • This individual will also have oversight of the layout and setup of technical training built by product marketing which are delivered to our customers, distributors, and employees. • This individual will need to be versed in the development of (e)Learning modules in order to drive (e)Learning engagement, recommend training approaches, and facilitate the integration of eLearning into our current training strategies. • Evaluate existing curricula for efficiency and instructional soundness, evaluate goals and objectives, and then plan the strategic approach for each training engagement to provide faster learning, better memory retention, and more direct application of learning. • Set the strategy for our Learning Management System (LMS) that supports internal technical sales training and coordinate external customer/distributor training. • Lead all aspects of day-to-day administration and support of the LMS. • Provide strategic LMS implementation mentorship to partners; implement and/or coordinate implementation of that mentorship. • Strategically apply knowledge of adult learning theories, user-centric design, and business and interpersonal acuity to develop innovative and engaging performance improvement programs. • Support development of training plan, adapting global initiatives to support regional needs, assessing the efficiency of the current approach to training and implementing suggestions for continuous improvement. • Support development and implement assessments of knowledge proficiency & learning reinforcement across the curriculum using a variety of tools. • Elaborate, facilitate, implement and deliver the sales training and onboarding curriculum with proficiency assessment and certification programs as defined by the annual training plan via the web, and e-learning platform to complement classroom & virtual classroom delivery. • Analyze and report on training utilization, and key performance metrics which drive effective change and measurable results for all CAD training content. • Collaborate regularly with external suppliers (design agencies, media vendors, etc.) to craft, produce and deliver sales training assets. • Stay current on new technologies/industry trends, like generative AI and voiceover technologies, and apply them into sales training operations and activities. • Support best practice sharing by leveraging other divisions within Thermo Fisher to deploy a scalable selling competency model.

• Persuasively sell the concept of using a diagnostic test to targeted physicians and markets • Teach physicians how to apply the technology, interpret the data, and use the data to manage the patients’ care • Develop and grow market share based on established sales goals for the territory • Train medical office staff on how to order and interpret tests properly • Submit timely and accurate weekly call reports for tracking sales, product use, profile data, market analysis, and commission statistics • Work with laboratory counterparts to identify key targets and secure appointments for initial product presentations • Customize innovative solutions using all resources within IDD to meet account needs that can be scalable and reproducible • Travel through the District, be accountable for territory ownership, including target identification, account planning, and accurate sales forecasting and sales results • Where requested, support Business Development Executives (BDE) to achieve the Area health economic sales goal by assisting with large system implementations and initiatives • Work with Health System sales outreach teams to grow the business, being driven to the Health System Laboratory as directed by the District Manager/Sales Director • Participate in district meetings for training purposes, product information updates, and sharing field intelligence information • Assist with the growth and development of the District team by providing training, mentorship & assistance as needed

• Deliver monthly instructor-led training sessions for Salesforce users, administrators, and business stakeholders • Conduct discovery meetings and training needs assessments to identify knowledge gaps and user adoption opportunities • Design and deliver foundational Salesforce training for new users and onboarding programs • Facilitate user adoption training focused on improving platform utilization, business process alignment, and user productivity • Develop and maintain training materials, user guides, presentations, job aids, and e-learning content • Lead virtual and in-person training workshops, webinars, and knowledge-sharing sessions • Collaborate with business teams, system administrators, and project stakeholders to align training with organizational goals and system enhancements • Support change management and training efforts related to new Salesforce releases, integrations, and process improvements • Provide guidance on Salesforce integrations and workflows involving MuleSoft and ServiceNow platforms • Monitor training effectiveness through user feedback, assessments, and adoption metrics, and recommend continuous improvements • Serve as a subject matter expert and trusted advisor for Salesforce best practices and user enablement

• The Pro Sales Manager (PSM) is responsible for leading a team of Outside Sales Representatives to drive outside sales and profitability growth through Managed Accounts for a market. • They will have direct accountability to manage portfolios of professional customers, build pipelines for targeted customers, and ensure leads are converted to incremental sales. • They will coach a sales team utilizing salesforce.com and customer visits to strengthen the sales performance and skillsets of their teams. • Additionally, they will drive training of new and existing processes with their team by utilizing partnerships with the multiple business units that impact Pro.