Sr Director, Commercial Americas
Req. #
21927
Job Family
FS - Field Sales
Location
US | US-DE | US-MA | US-MD | US-MI | US-MN | US-NY | US-PA | US-TX | US-UT | US-VT | ...
Overview
In the midst of a materials revolution, innovation is moving forward at an unprecedented speed. Over the next decade, the rapid advancement in materials will have a massive impact. TA Instruments and Waters are working together to aid this advancement by supporting a wide array of markets and measurements to meet the most demanding applications. Our instrumentation, unparalleled in performance, precision, and versatility, can help you move forward fast to become a key player in the development of these new materials.
No matter the market, no matter the material, no matter the application, TA Instruments and Waters will be there creating tomorrow with the tools of today.
Reporting to the Commercial Vice President, TA Instruments, this role manages supervisors and employees in Sales and Regional Marketing/Demand Generation. Is responsible for the overall direction, coordination, and evaluation of these units. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Providescommercial strategy, Annual Operating Plan (AOP) support and designand develops territory metrics and incentive plans for the region. Driven to achieve quarter and product targets.
This role can be based anywhere in the US.
Typical tasks of the position include, but are not limited to
Develops a 3-year commercial strategy to grow the region aligned with TA strategy
Develops accurate sales forecasts and sets performance goals accordingly for assigned region.
Directs staffing, training, and performance evaluations to develop and control sales programs as well as talent and organizational development
Meets with key clients, assisting sales representatives with maintaining relationships and negotiating and closing deals
Oversees and directs Commercial Marketing and inside sales Activities for Prospecting, lead, and opportunity generation
Oversees and directs the Direction of Field Scientific operations aligning its strategy with the customer needs
Directs process harmonization/optimization for the region
Analyzes and controls expenditures of division to conform to budgetary requirements.
Monitors and evaluates the activities and products of the competition.
Delivers sales presentations to key clients in coordination with sales representatives.
Represents Company at trade association meetings to promote product.
Assigns sales territory to sales representatives; develops and recommends territory quotas; recommends, prepares, and communicates variable compensation plans.
Reviews market analyses to determine customer needs, price schedules, and discount rates.
Participates and provides input to the Marketing organization on programs and services needed to promote sales activities.
Participates in product development discussions in order to provide customer and field sales input.
Builds high performing focused team capable of consistently achieving company growth targets. Ensures team members understand what is expected of them and that they deliver the right business outcomes.
Ability to use data (SFDC / Power BI) to make decisions to ensure the long-term growth of the business
Establishes and manages project goals needed for the continual achievement of these goals in a timely and cost-efficient manner.
Builds, trains, develops and manages a team capable of delivering business critical results.
Communicates expectations, manages performance, coaches and develops organizational talent in order to enhance the employee satisfaction and overall results for TA.
The successful candidate will have a combination of knowledge, skills, and experience that would include the following
Bachelor's degree in science, engineering or technology-oriented field required. Advanced degree such as MBA or technical masters preferred
10+ years of successful experience in managing technical sales teams
Commercial strategy and accurate forecasting skills
Familiarity with analytical instrumentation industry preferred
Strong leadership skills fostering an environment of collaboration, teamwork, execution, and accountability required, with demonstrated ability to effectively manage cross functional teams across a matrixed organization
An effective change agent that can operate in ambiguity to deliver upon business strategy
Ability to present and have sound public speaking skills
The general base pay for this position ranges from $191,500 year to $255,000 year. Pay is based on several factors including market location, job-related knowledge, skills, and experience.
Company Description
Waters Corporation (NYSE: WAT), the world's leading specialty measurement company, has pioneered chromatography, mass spectrometry and thermal analysis innovations serving the life, materials, and food sciences for over 60 years. With approximately 8,000 employees worldwide, Waters operates directly in 35 countries, including 15 manufacturing facilities, with products available in more than 100 countries. Our team focuses on creating business advantages for laboratory-dependent organizations to enable significant... For full info follow application link.
It is the policy of TA Instruments to recruit, hire, and retain the best-qualified workforce while meeting the Company’s commitment to affirmative action and equal employment opportunity. TA Instruments does not discriminate against any qualified candidate for employment because of race, color, national origin, ancestry, religion, religious creed, age (40 or older), disability (reasonably accommodated by TA Instruments), medical condition, sex, marital status, sexual orientation, gender identity or expression, protected veteran status, pregnancy, genetic information or any other factor prohibited by law.
