Director, CCG Sales training

As part of Thermo Fisher Scientific's mission to enable our customers to make the world healthier, cleaner and safer, the Director, Sales Training leads the strategy and execution of sales capability development within the Customer Channels Group for the Americas. This role is accountable for building a world-class learning ecosystem that equips our commercial teams with the skills, tools, and knowledge needed to win in the market, accelerate customer adoption, and drive growth. The Director partners closely with the Research & Safety Division (RSD) North America and Healthcare Market Division (HMD) Commercial leadership teams ensure alignment with business priorities and Thermo Fisher's customer-first culture. 

 
Key Responsibilities: 

Strategic Leadership 

• Develop and execute a comprehensive sales training and enablement strategy aligned to Customer Channels Group objectives and Thermo Fisher Scientific's Mission. 

• Serve as a strategic advisor to senior sales leadership on capability gaps, training priorities, and enablement investments. 

• Lead, coach, and develop a high-performing team of training managers, instructional designers, and enablement specialists. 

• Drive a continuous improvement mindset by leveraging feedback, data, and industry best practices. 

Sales Training & Curriculum Development 

• Oversee the design, deployment, and sustainability of sales onboarding programs including the sales development program that accelerate time-to-productivity for new hires in the Customer Channels Group. 

• Create advanced curricula that build proficiency in selling skills including customer discovery, consultative selling, account strategy, solution positioning, negotiation, and value-based selling. 

• Build frameworks that ensure consistent standards for sales competency and role readiness. 

• Leverage modern learning formats (digital learning, virtual workshops, in-person events, coaching tools) to support on-demand knowledge access for remote teams. 

Commercial Enablement & Process Integration 

• Partner with Commercial Excellence and Sales Operations to embed methodology, sales process, selling skills, CRM behaviors, and forecasting best practices into training programs. 

• Align training materials with commercial playbooks, value propositions, and customer engagement models specific to the Customer Channels Group. 

• Ensure sales teams have effective tools, job aids, and resources to support each stage of the customer journey in a remote work environment. 

• Drive adoption of Salesforce usage, opportunity management standards, and sales productivity tools. 

Cross-Functional Collaboration 

• Collaborate with Marketing, Product Management, and Portfolio teams to create and sustain product, application, and competitive training that supports strategic growth priorities for the Customer Channels Group. 

• Work closely with Human Resources, Talent Management, and Learning & Development to align with enterprise leadership frameworks and competency models. 

• Partner across business units to ensure consistency while tailoring training to regional and market needs within the Customer Channels Group. 

Performance Measurement & Business Impact 

• Establish KPIs for training effectiveness, capability development, and commercial impact in a remote work setting. 

• Measure program outcomes using data analytics, sales performance insights, and stakeholder feedback. 

• Communicate results, risks, and recommendations to senior leadership to inform strategic decisions. 

• Ensure training enables measurable outcomes such as improved quota attainment, enhanced customer engagement, and stronger win rates within the Customer Channels Group. 

 
REQUIREMENTS: 
Education & Experience 

• Bachelor's degree required; advanced degree preferred. 

• 10+ years of progressive experience in sales, sales training, commercial enablement, or sales leadership within a complex, matrixed environment. 

• Experience working in life sciences, healthcare, bioprocessing, or highly technical B2B markets strongly preferred. 

• Demonstrated success designing and scaling learning programs for remote teams. 

 
Knowledge, Skills & Abilities 

• Deep understanding of sales methodologies and structured commercial processes. 

• Expertise in adult learning principles, instructional design, and digital learning technologies for remote workforce. 

• Strong leadership, communication, and executive presentation skills in virtual environments. 

• Ability to navigate a highly matrixed organization and collaborate effectively across global teams remotely. 

• Data-driven mindset with the ability to assess learning impact and link enablement efforts to business outcomes. 

• Proficiency with learning management systems (LMS), sales enablement platforms, and CRM tools such as Salesforce. 

 
Leadership Competencies  

• Deliver Results: Drives accountability, ensures commitments are met, and consistently achieves business outcomes in a remote setting. 

• Build Organizational Capability: Develops talent, creates scalable systems, and strengthens commercial capability globally. 

• Collaborate and Influence: Operates effectively in a matrix, builds strong partnerships, and influences without authority in virtual environments. 

• Think Big & Move Fast: Challenges the status quo, champions innovation, and accelerates ideas into action. 

• Focus on the Customer: Ensures training programs directly improve customer experience and commercial value creation within the Customer Channels Group. 

• Role Model Our 4I Values: Integrity, Intensity, Innovation, and Involvement.