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 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 advancement in healthcare delivery, environmental management, food safety, and water quality.

Working at Waters and TA Instruments 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

Overview

Waters Corporation is currently seeking for a Sales Development Manager to support the very successful growth of our businesses across Thailand. Waters deliver benefits through innovation and people that enable customer success in the life, materials and food sciences. People create the Waters difference. By engaging with our talented and diverse workforce we continuously evolve, develop and enhance our products. We believe in delivering innovative technology and system solutions to our valued customers to enable their success. Our talented application teams have over the years delivered great and sustainable technical solution. The Sales Development manager’s primary focus is to contribute to develop the Thailand country business by defining and executing on a commercial strategy for all WATERS products and increasing existing business with customers in addition to identifying new markets, new applications, and new customers to achieve sustainable sales growth. The role is also required to understand customer challenges on the separation science and mass spectrometry in the country. The role may need to understand the market segmentation but at the same time, work with local sales distributors to expand their reach by effective introduction of management practices.

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.
• Initiate 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 maintainedwhile achieving primary sales goals.
• New Market Expansion
• Process Improvement (Forecast / CRM Compliance etc)
• Feedback from stakeholders and customers

Qualifications

Requirements:

• Bachelor’s Degree in Science related field with at least 10 years’ experience. Master’s Degree in related field preferred.
• Background 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