Bachelor's degree or equivalent; Master's/PhD preferred.
Proven commercial acumen in market/product/customer strategy.
Extensive knowledge of the product line and its applications.
Familiarity with competitive products and market landscape.
Fluency in English, both spoken and written.
Responsibilities
Define sales processes and tools for market trend analysis.
Create impactful sales materials for product positioning.
Build relationships with Key Opinion Leaders for strategic influence.
Identify new application development opportunities.
Collaborate with Product Management and internal partners.
Develop and execute go-to-market plans for product launches.
Support global sales opportunities and provide service assistance.
Benefits
Opportunity to influence product positioning and market strategy.
Engagement with Key Opinion Leaders and industry experts.
Collaboration with cross-functional teams for product development.
Involvement in new product commercialization efforts.
Access to a dynamic and growth-oriented work environment.
Full Job Description
Overview
Reporting to the Product Director, Product Specialists are responsible for driving business development through high-level product positioning. This includes market and competition analysis, implementation of marketing programs, development of compelling proof materials, sharing best practices through the regional sales team to increase our win rate and take market share. The role also requires global sales and service support. The role will have responsibility to provide input and feedback from the field to our global Business Unit as well as being part of the NPI commercialization team.
Typical tasks of the position include, but are not limited to
PRODUCT POSITIONING
Define sales processes and tools to collect and analyze market trends
Define product differentiating elements for impactful sales value positioning, and hold the ownership to generate top level materials to support sales in product positioning
Generate and maintain solid relationships with Key Opinion Leaders (KOL) for strategic positioning, trend setting and influence, under a business partnership model generation
Propose new or improved application development areas
Collaborate with respective partners across the org and Product Management Team
PROFITABLE GROWTH
Define areas where product excellence and application solutions can generate competitive advantage
Prioritize new account expansion initiative
Enhance the value of knowledge sharing through customer data profile update
BD Business Plan: elaboration, sharing and update of a thorough Business Plan, which provides information on both global and local activities for effective business development.
In collaboration with the commercial team develop and execute go-to-market plans for new product launches and product updates. Collaborate with marketing and sales teams to ensure successful product launches and market penetration.
SALES EXCELLENCE
Drive product positioning knowledge to Regional TRs for support to the sales teams, focused on execution and customer experience
Design Demand Generation activities to be executed in partnership with Marketing
Maintain strong relationships with customers through both pre and post sales and support activities, use these opportunities to gathering feedback and insights to drive product improvements. Act as a customer advocate within the organization
Directly support sales opportunities throughout the world and provide service support where needed.
The successful candidate will have a combination of knowledge, skills, and experience that would include the following
Bachelor's degree or above (or equivalent combination of education and experience). Master/PhD degree is desirable.
Demonstrated commercial acumen to help with market/product/customer strategy as well as selling skills in product line marketspace with relevant experience.
Deep domain knowledge of own product line
Effective knowledge of products, services and Company selling tools as well as MSD's competitors' products. Customer market knowledge is critical.
Fluent in both spoken and written English.
About Waters Corporation
Waters Corporation is a publicly traded Analytical Laboratory instrument and software company headquartered in Milford, Massachusetts. The company designs, manufactures, sells and services high performance liquid chromatography, ultra performance liquid chromatography, and mass spectrometry technology systems and support products primarily in the United States, Europe, Japan, and Asia. The company's products are used by pharmaceutical, life science, biochemical, industrial, academic and government organizations working in research and development, quality assurance and other laboratory applications. Waters Corporation's products are sold worldwide through a direct sales force and independent distributors.
