Principal MS Sales Development Specialist

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.  

Principal MS Sales Development Specialist

Overview

To support the very successful growth of our businesses across Italy. 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 improve our products. We believe in delivering innovative technology and system solutions to our valued customers to enable their success. Our talented field sales/service and specialist teams have over the years delivered great and sustainable business results. With a constant focus on growth and by developing new markets we are able to increase the business even within very challenging economic circumstances.

As Mass Spectrometry Sales Specialist you are an ambassador of Waters and will bring to the market Waters’ products and services. You will demonstrates a clear grasp of understanding the customers’ business and its growth plans, as well as be able to take the knowledge and convert that into a solution and offering from Waters, with a primary aim of bringing “customer success”. This position brings you a great degree of flexibility working in the field. Your role will be designated to either a territory and/or markets.

Responsibilities

• As a member of the Systems Sales organization, you have the ownership of the Mass Spectrometry product line in your assigned territory. Your main responsibilities consist of developing the Mass Spectrometry products sales, based on a business plan you accurately prepared by market segments and the related sales budget.
• You will then deploy a series of relevant initiatives to develop the awareness of customers for our MS solutions: Seminars, Executive Forum, Executive visits, scientific congresses, Trainings.
• You will identify, communicate regularly and engage the influent decision makers for MS technology and you will develop a strategy to ensure their support for our solutions.
• Visiting, communicating with customers will be a top priority when you have to sell directly, or indirectly, providing intense support to local Systems Sales Account Manager.
• The regular monitoring of your actions, Opportunity creation, Won Lost analysis, by product and market is a need and you will have to provide a monthly report to your manager.
• Organize and verify the MS systems Demo in local and/or European demo labs.

Other responsibilities include but are not limited to:

Support to the sales force

Support and communicate with Account Managers regularly (daily, weekly) to ensure an accurate forecast and appropriate follow-up of relevant opportunities.

Prepare and carry out, together with the Application & Support group, demonstrations of highly specialized Mass Spectrometry products with direct participation.
Quote Mass Spectrometry products as appropriate

Support to the Post Sales Application group

Even if not directly responsible for the post sales application, provide expertise and skills to the customer satisfaction interacting with the Service team.

Marketing activities
Consult with the Account Managers on relevant opportunities to develop winning strategies
Support the sales force for customer visits, workshops, round tables and seminars.
Ensure implementation of marketing actions across the country in close collaboration with sales and marketing staff through advertising, seminars, trade shows, scientific conferences, user meetings and direct mailers. Contribute to the definition, planning and execution of marketing actions.
Develop success story cases to be shared and used by the Account Managers
Develop & implement senior executive sales programs

Trainings
Perform both technical and sales strategy trainings ensuring a high level of expertise within the sales force.

Ensure appropriate introduction of new products to the sales force and to the marketplace.

Qualifications

Education:

• Bachelor or Master Degree in Science;
• Good knowledge of Food and Enviromental regulations/enalytical methods

Experience:

• Strong Scientific and Technical background in Separations Technologies and Mass Spectrometry
• Experience in a laboratory, with a background in chromatography and mass spectrometry;
• Exposure within relevant field/industry;
• Sales and/or marketing experience

  Competencies:

• Highly passionate individual with charisma, perseverance and determination, plus the ability to work effectively in competitive sales situations;
• Customer focused with very good listening skills;
• Ability to understand, interpret and communicate complex technical issues;
• Good interpersonal skills with a positive sense of humour and is able to contributing as part of an integrated sales/service organisation;
• Good priority setting and organisational skills;
• Knowledge of computers and the use of standard Windows based packages (knowledge of a Waters chromatography or mass spectrometry data system “EMPOWER” "MASSLYNX" "UNIFI" would also be desirable);
• Ensure that quality system procedures and Health & Safety standards are adhered to at all times.
• Resourceful: able to find solutions and resources
• Independent: self starter who can take personal initiative by identifying the work steps to achieve success 
• Excellent communication and presentation skills
• Decision making and influencing skills.
• Disciplined : Organization / planning / prioritizing and time management skills
• Adaptable and resilient ; able to work in high demanding and fast changing environment
• Excellent reporting skills
• Knowledge of the food market and related regulations or Biopharma applications will be considered a plus
• Proficient in English
  Italian language (native)
  Other European language (French, Spanish, Portuguese) would represent a plus