Sr Sales Director, Chemistry

7 days ago

Dublin, Dublin City, Ireland Waters Corporation Full time
Overview

Reporting to the VP of the EMEA Field Operations, the Sr Director, Chemistry EMEA will lead the EMEA Chemistry business, working closely with the Regional teams, to drive the growth of Waters consumables business across all markets and geographies within EMEA.

Critical to the role is to partner closely with the Regional General Managers and Product Marketing teams to develop and implement a strategy to drive sales of our consumables. Partnership with the instrument sales teams is critical to drive our position as the world's leading Specialty Measurement Company.

The Chemistry/Consumables business is crucial to the success of the Waters EMEA business, and this role will lead a $100m+ P&L.

This role can be based anywhere across Europe with frequent travel across EMEA.

Responsibilities
  • Develop and implement a comprehensive business plan for the Consumables business to drive consistent, sustainable growth in EMEA, ensuring attainment of AOP – This includes ownership of business strategies; pricing models; channel and organizational structure.
  • Create a great customer experience for Waters consumables customers. Understanding the uniqueness of the consumables customer journey and looking for ways to continually improve the sales and support process. This includes leveraging e-commerce as a critical channel to help drive growth and expand awareness of Waters products.
  • Pursue attachments rates of consumables in labs with competitive instruments.
  • Build and develop a high performing team. This includes all (both direct and dotted line) team members that are responsible for the chemistry business in EMEA across field sales, inside sales, tech support and marketing. Creating a team of professionals that value diverse backgrounds and inclusion as core values.
  • Active collaboration with EMEA GMs and Sr leadership to align and ensure successful execution of the consumables business plan.
  • Build strong institutional knowledge across markets, actively looking for industry and sub-market trends to react quickly to emerging opportunities. This includes support of new applications and market spaces when consumables technologies can provide customer value and create differentiation.
  • Work closely with the commercial operations team to look for customer buying insights and cycles to maximize focus and efficiency of the consumable's sales team. This includes looking for key KPIs and metrics to better understand the EMEA consumables business and to help the team accelerate growth.
  • Develop and grow key customer relationships. Meeting regularly with key customers and industry stakeholders across markets to understand needs and enable the capture of VOC.
  • Understand competitive strategies across consumables products, enabling higher attachment rates for both Waters and competitive instruments. This includes LC Columns, Vials, sample prep and reagent kits.
  • Identify key business partnerships (e.g. reagent partners) and potential commercial relationships to support revenue growth strategy.
Qualifications
  • Minimum BS in Technology, Scientific or Business field. MBA preferred.
  • Extensive Sales management experience.
  • Solid experience working within the Life Sciences industry strongly preferred.
  • Strong background in commercial roles with a proven history of success.
  • Ability to effectively influence at the executive level and within peer group.
  • 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 advocate.
  • Clear communicator.
  • Strong interpersonal skills.
  • Effective collaboration & networking skills.
Company Description
Waters Corporation (NYSE: WAT), the world's leading specialty measurement company, has pioneered chromatography, mass spectrometry and thermal analysis innovations serving the
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