Minimum BS in a Technology or Business field; MBA preferred.
7-10 years of sales management experience, including leading managers and geographically distributed teams.
8+ years of experience in the Life Sciences industry strongly preferred.
8+ years in commercial roles with a proven track record of success.
Demonstrated experience leading across geographies and cultures, including Latin America preferred.
Ability to effectively influence at the executive level and within peer groups.
Strong leadership skills required.
Responsibilities
Develop and execute a comprehensive business plan for the Consumables business to drive sustainable growth across the Americas.
Lead and develop a high-performing, geographically distributed team across North America and Latin America.
Partner with the VP, Consumables and Lab Automation on new product launches for successful market introduction.
Create an exceptional customer experience by improving the sales and support process for consumables.
Pursue attachment rates of consumables in labs with competitive instruments.
Collaborate with Regional General Managers and senior leadership to ensure successful execution of the business plan.
Build strong institutional knowledge by identifying industry trends and emerging opportunities.
Work with the commercial operations team to leverage customer insights and maximize sales efficiency.
Develop and grow key customer relationships by regularly engaging with customers and stakeholders.
Understand competitive strategies to enable higher attachment rates for Waters and competitive instruments.
Benefits
Opportunity to lead a high-performing team across diverse regions.
Engagement in strategic decision-making at the executive level.
Access to innovative product launches and market strategies.
Focus on creating exceptional customer experiences.
Collaboration with senior leadership and cross-functional teams.
Potential for professional growth in a leading Specialty Measurement Company.
Full Job Description
Overview
Reporting to the VP, Americas Commercial, the Sr. Director, Americas Chemistry Business will lead the Americas Chemistry business across North America and Latin America, working closely with regional teams to drive the growth of Waters' consumables business across all markets and geographies.
Responsibilities
Develop and execute a comprehensive business plan for the Consumables business to drive consistent, sustainable growth across the Americas, ensuring attainment of AOP. This includes ownership of business strategies, pricing models, channel and organizational structure.
Lead and develop a high-performing, geographically distributed team spanning North America and Latin America, including direct and dotted-line team members across field sales, inside sales, technical support and marketing. This includes leading managers and building a culture that values diverse backgrounds and inclusion.
Partner closely with the VP, Consumables and Lab Automation on new product launches, ensuring the Americas commercial team is positioned to drive successful market introduction and adoption.
Create an exceptional customer experience for Waters consumables customers by understanding the unique consumables customer journey and continuously improving the sales and support process, including leveraging e-commerce as a critical growth channel.
Pursue attachment rates of consumables in labs with competitive instruments, including LC Columns, Vials, sample prep and reagent kits.
Collaborate actively with Americas Regional General Managers and senior leadership to align on and ensure successful execution of the consumables business plan and to drive lead generation and increase consumables attachment rates, reinforcing Waters' position as the world's leading Specialty Measurement Company.
Build strong institutional knowledge across markets, actively identifying industry and sub-market trends to react quickly to emerging opportunities, including support of new applications and market spaces where consumables technologies can provide customer value and differentiation.
Work closely with the commercial operations team to leverage customer buying insights and cycles, identifying key KPIs and metrics to maximize the focus and efficiency of the consumables sales team.
Develop and grow key customer relationships by meeting regularly with key customers and industry stakeholders to understand needs and capture voice of the customer.
Understand competitive strategies across consumables products to enable higher attachment rates for both Waters and competitive instruments.
Identify key business partnerships and potential commercial relationships to support revenue growth strategy.
Qualifications
Minimum BS in a Technology or Business field; MBA preferred.
7-10 years of sales management experience, including experience leading managers and managing geographically distributed teams.
8+ years of experience working within the Life Sciences industry strongly preferred.
8+ years in commercial roles with a proven track record of success.
Demonstrated experience leading across geographies and cultures, including Latin America preferred.
Ability to effectively influence at the executive level and within peer groups.
Strong leadership skills required.
Key Skills
Working knowledge of Salesforce.com preferred.
Deep understanding of Waters' consumables products.
Strategic mindset with strong execution focus.
Change management experience.
Clear, direct communicator.
Strong interpersonal skills.
Effective collaboration and networking skills across functions and geographies.
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.
