Sales Development Manager
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 more than 60 years. With more than 7,000 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 advancement in healthcare delivery, environmental management, food safety, and water quality.
Working at Waters enables our employees to unlock the potential of their careers. Our global team is driven by purpose. We strive to be better, learn and improve every day in everything we do. We’re the problem solvers and innovators that aren’t afraid to take risks to transform the world of human health and well-being. We’re all in it together delivering benefit as one to provide the insights needed today in order to solve the challenges of tomorrow.
Sales Development Manager
Responsibilities
- Act as a country leader for the Waters business in Thailand
- Identify and evaluate new business opportunities
- Forecast the business size on a weekly, monthly basis, quarterly and yearly basis, execute appropriate action plan to cover any gaps
- Work on detailed market mapping, competitive intelligence and future trends analysis
- Collection of market intelligence and ensuring product management teams receive feedback
- Develop and implement a go-to-market strategy for the portfolio
- Conduct regular business reviews and assessment for the distributor partner
- Ability to understand and grow the service business through the distributor service engineers
- Manage channel health by ensuring optimal stock at distributor’s warehouse, gaining visibility on channel and sales-out/secondary sales.
- Lead short-mid-long term initiatives to drive execution of product strategy and tactics to achieve growth.
- lnitiate and develop productive client relationships in multiple functions (R&D, production, procurement, business development, quality, regulatory affairs) with client companies and at multiple levels with them (scientist, project manager, manager as well as executive levels. Develop and drive regional tactical marketing plans based on the corporate LC/MS objectives and strategy
- Understand the market situation, and define the products positioning, competitive strength and differentiated solution to increase Waters market share.
- Work on new products launch plan, preparation, execution and continuous follow-up
- Works collaboratively across the SEA Waters organization with marketing lead, service lead, finance order operations and other cross-functions
- Leads monitoring through CRM and other business tools.
Measure of Contribution
- Revenue growth
- Pipeline/funnel Health
- Service revenue growth
- Customer satisfaction
- Channel health – high secondary sales, only required level of inventory maintained while achieving primary sales goals.
- New Market Expansion
- Process Improvement (Forecast / CRM Compliance etc)
- Feedback from stakeholders and customers
Qualifications
- Bachelor’s Degree in Science related field with at least 10 years’ experience. Master’s Degree in related field preferred.
- lBackground in separation science (LC, MS), chemistry related products, analytical instruments preferred
- Has strong working knowledge of the sales process (lead generation, quoting, revenue recognition) as well as highly competent in forecast management
- Ability to manage distributors and their teams well
- Country level marketing/business development experience
- Strong financial analysis and forecasting ability is required
- Good command of written and spoken English and local language
Advantage
- Experience in the separation technology & MS
- Has knowledge of pharma regulations, manufacturing quality standards
